DAY 1

1. Welcome and Case Study Introduction

This initial session sets the tone of the week, including the overall programme objectives, timing and administration, the speakers, and what is expected. Delegates find out about each other and meet their team members.

The case study is also introduced in detail. The scope, format and expectations are set out to ensure each team is fully aware of the requirements, and that each participant can ensure they maximize the learning opportunity throughout the modules.

2. The Telecoms Business Environment

A comprehensive look at the evolving telecoms business world - from shareholder to customer, and all that lies between.

This module sets the scene for the rest of the week, and covers key elements of the business environment in which telecoms companies find themselves. The view of shareholders, telecom operators, vendors, service providers, and very importantly, the customer, are all examined. The changing (and increasingly complex) interrelationships between the different players are discussed.

• Shareholder Requirements
• Business goals
• Aims of the Telco
• Telcos provide:
• Spectrum
• Infrastructure
• Role of vendors
• The MVNO Case
• The Service Proposition
• Basic services
• Advanced services
• The Internet and third parties
• What's involved and how do they do it?
• Procedures
• User Experience
• What does the customer get…?
• The Handset Experience
• The Network Experience
• The Overall Experience
• What does the customer want?
• Segments - Examples
• Heavy Voice Users
• Texters
• Corporate
• Technophiles
• Meeting the Customer Requirements
• Quick Fixes
• Intermediate Fixes
• Difficult / more complex options

3. Telecoms Industry Outlook

Many challenges and opportunities face the ever-changing communications industry over the next few years, and this module provides a comprehensive analysis of the current situation, as well as predicting future trends, growth markets and technologies - and the strategies that are likely to be employed. The aim is to provide a clearer picture of the way ahead - enabling more informed decisions and choices. The information is drawn from Informa's vast market intelligence resources.

• Trends and forecasts
• Mobile Internet - reborn and revitalised
• The new competitive market
• Mobile markets
• Fixed markets
• The confusing case of convergence
• Operator strategies
• Another licence showdown - 3.5G this time
• Emerging markets - the next bubble?
• What does it all mean for the vendors?
• User trends

CASE STUDY (Ex)

Team Roles and Strategy

This session gives each group a chance to establish how they will work together, and establish the framework for their exercise bid process.

It also provides an initial opportunity to discuss their team strategy, market issues, technology, and user requirements.

Day 2

4. Telecoms Technologies - The Emerging Picture

With telecom technologies changing rapidly, there is a need to thoroughly understand the capabilities, limitations, and implications as each new system is adopted. This module sets out the emerging picture logically - tackling the building blocks first, before looking at the different access and core network systems in more detail.

The picture is built up from the basics to include the way in which the different technologies and elements interact to provide the overall user experience. For the mobile technologies, we concentrate on the 3GPP family, and the evolutionary path through GSM, GPRS, EDGE, 3G W-CDMA and HSxPA, and onto LTE and also including WiMAX. Interoperability, compatibility, and roaming scenarios are all illustrated

• Network Building Blocks
• Network Architectures
• Connecting it all together
• Mobile
• 3GPP (GSM) Family
• 3GPP2 Family
• 3G and Beyond
• Alternative Access (incl. WiFi)
• Fixed
• Access Schemes
• DSL Technology
• Cable
• Fibre
• Convergence
• Technologies
• NGN and IMS
• WiMAX
• Capabilities
• Technology
• Implementation

5. Corporate Finance

This module uses a market-oriented approach to assess major areas of applicable financial knowledge. It provides the tools to allow telecom executives to develop their financial awareness, and to apply their skills and knowledge as they develop new service propositions, or manage busy departments. It better places each participant for survival in the competitive environment of modern telecommunications.

The Business Finance Cycle

• Identifying the flow of funds in a commercial business
• Determining the factors influencing the sourcing of finance

Capital Structure

• Implications of financial risk
• The relationship with operational risk

Accounting Data And Its Use In Corporate Control And Planning

• The two principle documents
• Balance sheet
• Profit and loss account
• Putting it all together using the published accounts of a major telecoms organisation

Cash Flow

• Tracing the vital flow of cash through every channel of business activity
• Cash being the one certain fact in the whole mix

Cost/Volume/Profit Analysis

• The strategic trade-off of volume and price
• Contribution analysis
• Profit value relationship

Capital Budgeting - The Critical Area Of Irreversible Investment

• Appraisal techniques
• The capital asset pricing model (CAPM)

CASE STUDY (Ex)

Finance

This session is used to consider the financial aspects of the case study license bid. It should include a thorough analysis of financial priorities, financing options, and cash flow. Commercial viability is a critical part of the case study, and this session should be used to discuss how the team will ensure their bid meets realistic financial objectives.

Day 3

6. Leadership

So, what does it take to be an effective leader in today's telecommunications environment - a world of continuous change and constant challenges?

This day long module is designed to optimise your effectiveness as a leader. It explores how you can use your management and leadership style as a strategic tool to align your organisation's culture with its strategic business objectives - whilst building support for your projects.

The programme looks at real world leaders and examines how they achieve the results that they do. It also looks at your existing level of competency in core leadership areas and provides feedback on your leadership style.

We explore leadership in the real world, with a focus on overcoming resistance to change, dealing with politics and the dynamics of power distance.

Fundamental Concepts About Executive Leadership

• Personal development and leadership development in the context of organisational growth, success and decline
• The relationship between leadership and management?
• The core competencies of effective executive leadership and how you measure up
• Your personal executive leadership strengths and areas for development

Leading Successful Change

• How to anticipate the need for change
• How to create the conditions for change
• Why people resist change and the strategies for handling this resistance
• The main steps for leading successful change efforts
• Case studies in leading successful organisational  transformation and what we can learn

The Leader's Role In Energising And Inspiring People

• Inspiring others and talking the talk
• Building personal credibility and walking the talk
• Building and sustaining trust
• Energising the organisation through real empowerment

Leadership Styles

• The performance dimension of leadership
• The four styles of performance leadership, how and when to use them
• Your own performance leadership style profile and its implications for the challenges you face
• Which styles do you need to develop

Case Study
Leadership and People Issues
This module is used to consider leadership and people management issues in the context of the ongoing case study.

The overall structure, management team, existing workforce, and new hires must be considered in the wider context of establishing a successful and motivated company workforce.

Day 4

7. 21st Century Telecoms Marketing

Ensuring the provision of a viable and competitive customer proposition is vital to the success of a telecoms operator, and in turn, the telecoms vendors (handset and network), and service providers. A key element of ensuring that success is communicating the proposition effectively.

This module provides useful insights into marketing and positioning strategies employed within the telecommunications industry. We focus on assessing that the right products are developed within different market environments, and that marketing communications are effective, focused and timely.

• Marketing principles
• Marketing channels
• Positioning
• Segmentation
• Branding
• Promotion
• MVNOs

8. Service Delivery and Supporting Systems

As the service mix becomes increasingly complex (and IP-centric), effective service delivery and support systems become increasingly important. This module looks at the issues of service implementation, provision, control, and billing.

Both the Operational Support System (OSS), and Business Support System (BSS) are examined, including the evolving techniques used in modern Billing systems and CRM platforms. Finally, we focus on simplifying the provision of OSS and BSS systems through initiatives such as NGOSS.

• The Service Mix
• Fixed
• Mobile
• Convergent
• Delivering the service
• IN and CAMEL
• Service delivery platforms
• IMS for service delivery
• livering TV services
• Location Based Services
• Supporting service provision
• OSS
• Scope of OSS
• Operations and Maintenance
• BSS
• Scope of BSS
• Billing
• CRM
• NGOSS

9. The Competitive Environment - Telecoms Regulation

This module provides a guided-tour of telecoms regulation - firstly the purpose and implications of regulation and the requirements of providing telecommunication services, followed by a more detailed look at the key players, licensing, and the key challenges.

This module provides a good foundation for further study.

• The requirement for regulation
• Benefits and implications
• Key players in regulation
• Licensing
• Key challenges

CASE STUDY: Bid Preparation

Time is set aside for each team to develop their plans and presentation for their simulated telco operation. Although exercises will have led the teams to this point, they can now be more creative and innovative, allowing them to put their new skills and knowledge to the test - in preparation for the team license bid on day 5.3 - ISLAND

Day 5

CASE STUDY: Island Telco - Bringing it all together

Throughout the week, participants (grouped into small teams) plan to establish a simulated new telecommunications operation on a fictitious island. On day 5, time is set aside to allow each team to prepare their bid presentation. Each team is then asked to present its plans to the other teams.

Delegate Team Presentations (Ex) Presentations Should Include:

• Overall strategy and objectives
• Market considerations
• Financial aspects
• People management
• Positioning & Branding
• The service proposition
• Technology Choices
• Content delivery
• Network infrastructure
• The Rollout Plan

Review Session

This section is used to review the bid presentations - providing valuable feedback and a critical appraisal. It is facilitated by the programme speakers.