present in collaboration

MAXIMIZING

PROFITS & POTENTIAL

IN THE UNITED STATES

THREE EXCLUSIVE TRAINING

FORUMS WITH EXPERTS FROM:
UC BERKELEY, FEBRUARY 20-25, 2017
WEST POINT, MARCH 20-25, 2017
HARVARD, APRIL 24-29, 2017

New Knowledge
for the Financial
Professional
Over the past 5 years, EXCELORATORS has worked
with numerous organizations and has built a network of
professors, administrators, mentors, and business
leaders to deliver high impact professional
development training on the campuses of elite
universities in the U.S. including Harvard, MIT, West
Point, Columbia, NYU, Stanford, and UC Berkeley, to
name a few. We have also facilitated business
meetings and networking interactions with Fortune 500
companies and executives. Our network of experts are
eager to share their secrets to success with you.
EXCELORATORS is currently oering exclusive
academic enrichment and professional development
training experiences to professionals traveling from
Pakistan. These trainings support the Pak-U.S.
Knowledge Corridor, a partnership established
between our two countries during Prime Minister
Muhammad Nawaz Sharifs United States visit earlier
this year, which aims to further the bilateral ties
between our two countries in education, science and
technology.
We want to extend a warm hand and begin
collaborating with the Institute of Cost and
Management Accountants of Pakistan (ICMAP) to oer
premier training and education for your needs.
Specically, our experts will share knowledge and
experience taught only at the top business and
leadership institutes in the world with your members.
We look forward to sharing unique access with
Americas greatest treasure, high quality education.

About

Excelorators engages global business professionals

and scholars from the premier centers of higher
education and corporate leadership to create forums
where current and future leaders share knowledge,
experience and opportunities. We cultivate crosscultural connections and equip aspiring leaders with the
tools, condence and support they need for success.
Our approach is simple. We deliver stimulating training
content developed and delivered to your organization
by the leading professors from Harvard, MIT, West
Point, Columbia, NYU, Stanford, UC Berkeley and by
former and current executives at companies such as
General Electric, American Express, Cisco, Tesla and
Oracle.
EXCELORATORS VALUE

Leading experts from academia and business

Programs held inside university facilities
Insights through American corporate visits
Expert interpreters from eld of study
Roundtable discussions with innovators
Networking opportunities with business leaders
Business partnerships and executive services
Investment opportunities
Campus tours
City tours

The Changing Role

TAKE A SEAT IN MERGERS

AND ACQUISITIONS

OF THE FINANCIAL
PROFESSIONAL

LEARN TO HANDLE
CURVEBALLS

A four-day immersive opportunity held on

the campus of the University of California,
Berkeley

CALCULATE CASH FLOW IN

DEAL MAKING
DETERMINE A FAIR
ACQUISITION PRICE
DEFINE A DEAL'S
PERFORMANCE METRICS
VISIT SAN FRANCISCO'S
FINANCIAL DISTRICT
LEARN KEYS TO CLOSING
DEALS
PREPARE NEGOTIATORS TO
DROP BAD DEALS

As corporations adapt to a more collaborative 21st

century business model, nancial ocers are asked to
assume broader roles. This seminar prepares the
nancial professional to take an active part in mergers
and acquisitions and become a key player in deal
making. Topics include curveballs in deals, cash ow in
deal making, determining fair price, and business
integration. Participants will learn how to close deals
and when to walk away from bad deals.
To download a brochure with a complete schedule of
events, please visit: https://excelorators.com/
portfolio-item/leadership-and-communication-inthe-21st-century/

University of California, Berkeley

The Changing Role

of the Financial Professional
AN EXCLUSIVE PROGRAM PRESENTED ON THE CAMPUS OF THE UNIVERSITY OF
CALIFORNIA AT BERKELEY AND IN SAN FRANCISCO/SILICON VALLEY FOR THE
INSTITUTE OF COST MANAGEMENT ACCOUNTANTS OF PAKISTAN
BY EXCELORATORS

San Francisco
& UC Berkeley

University of California, Berkeley

For the past seventeen years, the University of California, Berkeley has ranked
first in the U.S. News and World Report rankings of public national universities.
Founded in 1868, it is currently the home of seven nobel laureates and 77 faculty
Fulbright Scholars. UC Berkeley ranked third, after Harvard and MIT, in the U.S.
News Best Global Universities rankings. The Haas School of Business at UC
Berkeley is the second-oldest business school in the United States, and is one of
the worlds leading producers of new ideas and knowledge in business.

San Francisco
San Francisco is more than just the physical headquarters of our virtual world
(home to Airbnb, Uber, and Twitter). There are some things that havent
changed, and by themselves, are reason enough to revisit: the mind-boggling
views along that glorious waterfront; the Missions still-feisty, freaky, welcomeall-comers character; the meandering natural pleasures of Golden Gate Park.
Even when classic San Francisco rubs up against new San Francisco, the friction,
though at times contentious (Google bus protests, the anti-eviction fight), is also
where the community-conscious activist roots of this city are as vital and visible
as ever.

Day 1
INTRODUCTION
& CURVEBALLS
Morning
Session

Introduction to Mergers and Acquisitions

The CFO has a seat at the table for all acquisitions. As a CFO, you are
responsible for deal structures, due diligence, and many other items
depending on the size and structure of your team. This introductory
course takes a look at the M&A process and discusses how a little upfront money spent on good legal, accounting, and tax advice can pay off
100 times over.

Lunch Break

Afternoon
Session

Curveballs
In every merger and acquisition, misleading comments will be made.
While this is foreign to many professionals in accounting and finance
who deal in raw data, it is prevalent in M&A deals and CFOs have to be
prepared and act accordingly. Other curveballs include the buyer or
seller changing the deal at the last moment. This course discusses ways
of dealing with the curve, including due diligence before the deal closes
and preparing for last minute changes with penalties.

Tour the University of California at Berkeley

Dinner Break

Day 2
FAIR PRICE IN
DEAL MAKING

Morning
Session

Cash Flow in Deal Making

Cash flow is everything in an organization, regardless of size.
Acquisitions must leave cash flow with room to spare, or the buyer
should walk away from the deal. This lecture examines cash flow
analysis, the timing of tax consequences, additional capital
expenditures, unforeseen liability, difficulty, costs with integration, and
anticipated growth.

Lunch Break

Afternoon
Session

Acquisitions: Determining a Fair Price

As CFO, it is your job to determine the fair price of a transaction. If a
firm is looking at a target and the price is too high, it is the CFOs
responsibility to speak up. This lecture shows how the successful CFO
will use their knowledge of discounted cash flow, risk, discount rate, tax
consequences, etc. to make their point. This is crucial when others on a
team have overinflated ideas of what is possible. The CFO is often the
sober voice in a room where others are intoxicated with closing a deal.

Dealmaking Exercises 1
In this roundtable exercise, teams are presented with fictional
dealmaking scenarios and asked whether they should continue
negotiating (and at what contracted price point) or whether they should
walk away.

Dinner Break

Day 3
BUSINESS
INTEGRATION

Morning
Session

Business Integration
Essential to the CFOs M&A role is as a business integrator identifying
the changes related to personnel, processes, and organizational structure
that will best bring out a deals value. This lecture shows how CFOs and
their teams should define the performance metrics and establish goals
that must be achieved to justify the deals purchase price.

Lunch Break

Afternoon
Session

San Francisco Financial District Experience

The roster of corporations headquartered in the San Francisco Financial
District reads like a Fortune 500 laundry list: McKesson Corporation,
Wells Fargo, PG&E, Gap, Charles Schwab, and Salesforce.com call it
home. Other major corporations include Bechtel, the Union Bank of
California, Levi Strauss & Co., and Bank of the West among others. Our
tour highlights the financial impact San Francisco has on rest of the
world.

Silicon Valley Corporate Roundtable & Berkeley Research Group

Dinner Break

Day 4
DEAL MAKING:
THE CLOSE

Morning
Session

Finding the Key to Closing a Deal

In many M&A negotiations, money is the bottom line. On other
occasions, price is not the most important thing to a buyer or seller. For
example, a firm that has been in business for many years might care
more about how their clients will be treated. Discovering key issues
obstructing a deal requires strong understanding of body language and
nonverbal communications skills. This lecture covers what to look for in
closing a deal.

Lunch Break

Afternoon
Session

When to Walk Away

About 80 percent of mergers and acquisitions fail. Most are overpriced
and arent good for the buyer. This lecture examines ways to separate
emotion from data to avoid overpaying for a merger, and also covers
critical negotiating skills necessary for deal making. Understanding that
you cant always win and knowing when to walk away from a bad deal
are crucial skills for the successful CFO.

Dealmaking Exercises 2
Certificate Presentation and Closing Ceremony
Celebratory Dinner and Networking

Suggested
Speakers
Dana R. Carney

Professor, UC Berkeley Haas School of Business

Dana R. Carney is an assistant professor at the UC Berkeleys Haas School of
Business. She received her B.A. from the University of San Francisco, an M.A.
from California State University, Fullerton, and a PhD. from Northeastern
University. Her interest in nonverbal communication has been published in
Psychological Science, the Journal of Experimental Social Psychology, and the
Journal of Research in Personality. She has received a CAREER Award from the
National Science Foundation and the American Psychological Association of
Dissertation Research Award. She was also part of the Columbia University
Diversity Initiative for her work with social interaction in zero-sum strategic
games.

Flavio Feferman

Professional Faculty, UC Berkeley Haas School of Business

Flavio Feferman has been a member of the Professional Faculty at the University
of California-Berkeley, Haas School of Business, since the 2007-2008 academic
year. In 2014, he received the Cheit Award for excellence in teaching. Flavio
teaches courses on business, entrepreneurship, and innovation in developing
countries, including Business Strategies for Emerging Markets and Seminar in
International Business (SIB)" in the MBA program. He is a contributing author
for an upcoming book on innovation regions, edited by Prof. Jerry Engel at UC
Berkeley. He also serves as Faculty Advisor for the UC-Haiti Initiative, which
promotes collaboration between the UC system and institutions in Haiti.

Jerome Engel

Senior Fellow, UC Berkeley Haas School of Business

Jerome Engel is Senior Fellow at the Berkeley Haas School of Business Lester
Center. He is an internationally recognized expert in innovation,
entrepreneurship, and venture capital; he lectures and advises business and
government leaders around the world. After a successful business career, he
joined the faculty of the University of California, Berkeley in 1991 to found the
Lester Center for Entrepreneurship, of which he is a senior fellow and founding
executive director emeritus. He is an adjunct professor at the Haas School of
Business and instructs both the schools MBA and Executive Education
programs.

Financial Leadership
and Communication
IN THE 21st CENTURY
A four-day immersive opportunity held on
the campuses of West Point and NYU

EXPERIENCE THE WEST

POINT LEADER
DEVELOPMENT SYSTEM
DISCOVER WHAT BUSINESS
LEADERS CAN LEARN FROM
MILITARY DISCIPLINE
ACHIEVE SUCCESS
THROUGH MILITARY
DEVELOPMENT
LEARN LESSONS IN
BUSINESS FROM MILITARY
LEADERS
DEVELOP STRONG VERBAL
AND NONVERBAL
COMMUNICATIONS SKILLS
EXPLORE NEW YORK CITY'S
FINANCIAL DISTRICT AND
VISIT WALL STREET
LEARN HOW TO REFINE
YOUR MEDIA SKILLS
THROUGH OUR INNOVATIVE
APPROACH
GAIN THE PROVEN
INSIGHTS OF MILITARY AND
ACADEMIC EXPERTS

Welcome to the heart of American leadership

development, where you'll discover the West Point
Leader Development System. You'll learn lessons in
business from successful military leaders, many who
went on to become CEOs of multinational corporations.
You'll then travel to New York City, where you'll
strengthen your verbal and nonverbal communications
skills and you'll explore Wall Street and the New York
Financial District.
To download a brochure with a complete schedule of
events, please visit: https://excelorators.com/
portfolio-item/leadership-and-communication-inthe-21st-century/

Wall Street, New York City

Leadership and Communication

in the 21st Century
AN EXCLUSIVE PROGRAM PRESENTED ON THE CAMPUS OF THE UNITED STATES
MILITARY ACADEMY AT WEST POINT AND IN NEW YORK CITY FOR THE
INSTITUTE OF COST MANAGEMENT ACCOUNTANTS OF PAKISTAN
BY EXCELORATORS

West Point
and New
York City

West Point
The United States Military Academy at West Point is more than a training school
for army officers. It is a wellspring of academics, fifth in the nation in producing
Rhodes Scholars. The academy is a center of leadership. Its alumni include two
US Presidents, eighteen NASA astronauts (five who walked on the moon), and
countless businesspeople, including former and current CEOs of the New York
Stock Exchange, AOL, Quaker Chemical Company, Wendys, Goodrich, Johnson
& Johnson, 7-Eleven, Scott Paper, and Electrolux.

New York City

From Wall Street's skyscrapers to the neon of Times Square to Central Park's
leafy paths, New York City pulses with an irrepressible energy. History meets
hipness in this global center of entertainment, fashion, media, and most of all
finance. World-class museums like MoMA and unforgettable icons like the
Statue of Liberty beckon, but at the heart of Manhattan, Wall Street keeps the
pulse of international finance. From the New York Stock Exchange, to the World
Trade Center, to the world headquarters of multinational banking concerns, New
Yorks bloodline is commerce.

Day 1
LEADERSHIP
DEVELOPMENT
Morning
Session

Applying the West Point Leader Development System

This session begins with a discussion on the meaning of identity as it
pertains to leadership and then transitions into the background of
leader development at the United States Military Academy (West Point).
Emphasis is placed on the manner by which young men and women
travel through their 4-year leadership journeys at West Point in
preparation for unparalleled responsibility, challenge, and opportunity.

Lunch Break

Afternoon
Session

What Business Negotiators Can Learn from Military Discipline

On the surface, warfare and negotiation may seem to be polar opposites.
The objective in war is to defeat the enemy. In negotiation, the goal is to
find a solution that satisfies all parties. Yet robust strategy, creativity,
and nimble tactics are essential to both. Just as negotiation theory is
enriched by military principles, military discipline offers a foundation to
better understand and manage the negotiation process.

West Point Discovery Trek

Dinner Break

Day 2
LEADERSHIP
DEVELOPMENT
Morning
Session

Achieving Success in Business Through Military Development

Military training and discipline are central components of life at West
Point. In this course students discover how military strategies and
tactics have been adapted by United States Military Academy graduates
to achieve success in business, resulting in key leadership positions in
major international corporations.

Lunch Break

Afternoon
Session

Lessons from Successful Military Leaders in Business 1

This course examines the way successful military leaders have applied
the lessons, strategies and tactics learned on the battlefield into business
and corporate successes. Among those luminaries studied are Alex
Gorsky, CEO of Johnson & Johnson, and Alden Partridge, founder of
Norwich University.

Lessons from Successful Military Leaders in Business 2

Course continues.

Certificate Program and Travel to New York City

Dinner Break

Day 3
COMMUNICATION
SKILL BUILDING

Morning
Session

Developing Strong Communications Skills

Verbal and nonverbal communication, as well as reaction during crisis,
define our effectiveness as leaders. Being a strong communicator is the
most important and effective way for managers to earn trust quickly.
This lecture demonstrates ways to break down departmental silos and
create interdependency by building strong workplace alliances that
further promote teamwork and consensus.

Lunch Break

Afternoon
Session

Wall Street and New York City Financial District Experience

The Wall Street Stock Market experience and NYSE visit allows a closer
look at Americas financial epicenter. Facilitators will provide
background on how trading developed along with events that greatly
influenced the development of our modern stock market. All facilitators
have worked on Wall Street and provide personal insights from recent
practical understanding.

Corporate Visit at Elite Financial Institution

Dinner Break

Day 4
MEDIA TRAINING &
COMMUNICATION

Morning
Session

The Art of Communication

As the worlds boundaries disappear, leadership is being redefined.
Verbal and nonverbal communication, as well as reaction during crisis,
defines our effectiveness as leaders. This program prepares attendees
for the global stage and what it takes to inspire those around them.

Lunch Break

Afternoon
Session

Breakout Session: Media Training

Class participants make brief presentations while being videotaped by
the instructor. They then review the presentations as the instructor and
classmates offer feedback. This helps train each attendee for future
media events and hones their on-camera presentation skills.

Certificate Presentation and Closing Ceremony

Celebratory Dinner and Networking

Suggested
Speakers
Joseph DeAntona

Captain, U.S. Army (Fmr.)

Colonel Joseph P. DeAntona was born in Iowa City, Iowa, and grew up in
Scranton, Pa. In 1984, he graduated from the United States Military Academy
and was commissioned as a second lieutenant in the Air Defense Artillery. He
currently serves as the Military Deputy Athletic Director at the United States
Military Academy. Most recently, DeAntona served as Brigade Tactical Officer for
the United States Corps of Cadets at West Point.
DeAntona has had a variety of operational assignments during his twenty-nine
years of military service. He served as an Assistant Professor in the Department
of Behavioral Sciences and Leadership at USMA before taking over as the BTO.

Dean Batchelder

Colonel, U.S. Army (Ret.)

Colonel Dean Batchelder, U.S. Army (Ret.), recently retired from the United
States Army after a distinguished 28-year career. Prior to retirement, he was the
Director of Cadet Activities for the United States Military Academy at West
Point, New York. In this position he enhanced the leader development of the
United States Corps of Cadets by providing organized, comprehensive, diverse
programs and facilities.
His military decorations include the Legion of Merit, Bronze Star Medal (with
Oak Leaf Cluster) and Meritorious Service Medal (with six Oak Leaf Clusters).

Mike Parrish
Colonel, U.S. Army (Res.)
Colonel Mike Parrish, U.S. Army (Res.), has over 29 years of senior leadership
experience in growing and acquiring various technology related businesses
globally. Most recently, Mr. Parrish has been Chairman & CEO of several publicly
traded companies and was founder and CEO for an environmental services
business which was recognized by Entrepreneur Magazine's HOT 100
highlighting the top 100 start ups in America for 2004 as well as by INC
magazine as the 7th fastest growing private environmental company on its INC
500 list for 2006 and 2007.
Previously, Mr. Parrish held various executive leadership positions with several
General Electric Companies where he served in roles such as General Manager
for global logistics and services for GE's Water business.

Suggested
Speakers
Steve Jarding

Lecturer in Public Policy, Harvard Kennedy School of Government

Steve Jarding, Lecturer in Public Policy, is recognized as an expert in campaign
management and political strategies. Jarding has served as senior advisor to the
Democratic Senatorial Campaign Committee. He has been a Fellow at the
Harvard Institute of Politics and a Fellow at the Congressional Studies Center at
the University of Oklahoma where he received his Masters Degree in
Government. He holds a BA degree from the University of South Dakota and is
coauthor of the political book, Foxes in the Henhouse. In 1996 Roll Call magazine
named Jarding one of the "50 most influential" political people in Washington"
and in 2002. In November 2012, the Financial Times of London profiled Jarding
and his cutting edge methods of teaching campaign management techniques to
students in America and around the world.

Mel Dogan

Andresen Professor of Business Administration, Harvard Business School

Mel Dogan, Esq. is a graduate of Columbia Law School and an expert in finance
and international business development. He specializes in international business
transactions including corporate finance, mergers & acquisitions and real estate
development for foreign high net worth families and entities. Previously, he was
a member of the board of directors of a New York international finance bank for
14 years focusing on business development. Additionally, Mr. Dogan advises
individuals and companies on how to create, expand and monetize business
opportunities here in the United States and abroad. Mr. Dogan has over 34 years
experience in international financial markets.

Edwige Cheynel

Professor of Business, Columbia Business School

Edwige Cheynel's research interests include financial disclosure, auditing and
managerial accounting with a focus on analytical models. Particularly she studies
the relation between firms' voluntary disclosures and their expected market
returns and the effects of such voluntary disclosures at the aggregate level, on the
average cost of capital in the economy and the economic efficiency. In another
paper, she studies the optimal pricing and distribution of financial analysts'
private information and the impacts on price efficiency. Prior to joining the PhD
program, Edwige completed her Ph.D. in Business Administration at Carnegie
Mellon University, Pittsburgh in fall 2009.

Pricing, Growth,
and Profitability

CREATE ECONOMIC VALUE

TO CUSTOMERS

A four-day immersive opportunity held on

the campus of Harvard University

EXPLORE THE BOSTON

FINANCIAL DISTRICT

USE A POWERFUL TOOL TO

SET PRICING

NETWORK WITH YOUR

AMERICAN FINANCIAL
INDUSTRY PEERS
DELVE INTO PRODUCT LINE
PRICING
CONDUCT PRICE
CONTRACT NEGOTIATIONS
EXAMINE A PRICE WAR
CASE STUDY
DISCOVER OPTIMAL
STRATEGIES FOR YOUR
COMPANY

Financial professionals participating in this four-day

course will come away from the experience with a
greater understanding of how to create economic
value to the customer and of how cost aects price.
They'll delve into product line pricing, develop a
pricing framework, and conduct price contract
negotiation. They'll visit Boston's robust nancial
district, break down a price war case study, and then
build a framework to bring all these skills together.
To download a brochure with a complete schedule of
events, please visit: https://excelorators.com/
portfolio-item/pricing-growth-and-protability/

Harvard Tower from the Charles River

Pricing, Growth, and Profitability

in the 21st Century
AN EXCLUSIVE PROGRAM PRESENTED ON THE CAMPUS OF HARVARD UNIVERSITY
FOR THE INSTITUTE OF COST MANAGEMENT ACCOUNTANTS OF PAKISTAN
BY EXCELORATORS

Boston &
Harvard
University

Harvard University
Harvard University is the standard by which all other research universities are
measured. No school has ever challenged its position as the worlds premier
academic institution in the history of the Shanghai rankings. The school has
produced 47 Nobel Laureates, 32 heads of state, and 48 Pulitzer Prize winners. It
boasts the largest academic library in the world, as well as leading medical, law,
and business schools. It has an integrated alumni network that stretches around
the globe.

Boston, Massachusetts
Boston is the capital and largest city of the Commonwealth of Massachusetts in
the United States. One of the oldest cities in the United States, Boston was
founded in 1630 by Puritan settlers from England. It was the scene of several key
events of the American Revolution, such as the Boston Massacre, the Boston Tea
Party, the Battle of Bunker Hill, and the Siege of Boston. The area's many
colleges and universities make Boston an international center of higher
education, including law, medicine, engineering, and business, and the city is
considered to be a world leader in innovation and entrepreneurship.

Day 1
PRICING
FOUNDATIONS

Morning
Session

Introduction and Economic Value to Customers

The Economic Value to the Customer (EVC) is the maximum amount a
customer should be willing to pay, assuming that they are fully informed
about the benefits of the product and the offering of competitors. This
session provides several case studies of EVC calculations for various
products. By the end of this session, you will be able to complete an EVC
analysis for your product(s). This skill enables you to determine the best
price for your products (both new and old) and capture the highest
profit.

Lunch Break

Afternoon
Session

How Cost Affects Price

Not all costs matter in determining the optimal, profit-maximizing
price. In this session, we will show you which costs are the most relevant
for pricing. In addition, you will learn to use a powerful tool that shows
the role of relevant costs in setting the best price. This tool can also be
used to quantify the likely profit impact of a planned price change.

Harvard Campus Tour

Dinner Break

Day 2
VALUE
CREATION
Morning
Session

Product Line Pricing

Different customers have different propensity to pay. Firms that
recognize this fact can add significantly more revenue and profit into
their business. Customization requires understanding of how you
actually deliver value to the customer and their price sensitivity. Prices
can be profitably set along different dimensions, across customers,
location, time, quantity, product variations, bundles, and so forth. We
will examine the profit-enhancing possibilities of price customization
using offering structure, price fences, and price structures.

Lunch Break

Afternoon
Session

Creating a Pricing Framework

This session will explore how creative pricing and contracting can be
used to create value for firms engaged in business to business
transactions. In a case study, we will explore how one creative pricing
technique, revenue sharing, transformed an industry. More generally,
we will explore a variety of creative price-contracting approaches,
examining how the approach that should be employed depends on the
characteristics of the product/service.

Team Building Exercise

Dinner Break

Day 3
VALUE
CREATION
Morning
Session

Price Contract Negotiation

How will your contract negotiation influence your profitability? As you
negotiate and change details of your contract in order to conclude a
deal, you will be changing your profit outcome. In this session, you will
learn how to increase the total pie in a B2B channel negotiation and gain
a sizable portion of the pie for yourself.

Lunch Break

Afternoon
Session

Boston Financial District

Bostons financial district contains the Federal Reserve Bank of Boston
and the world headquarters of multinational investment firms,
including Fidelity Investments and Putnam Investments; banks, the
State Street Bank and Eastern Bank; accounting firms, Wolf & Company
P.C., PricewaterhouseCoopers, RSM McGladrey, and BDO USA, LLP;
and a number of law firms. Our experience includes visits to a number
of these financial titans.

Price Contract Negotiation Roundtable Discussion

Dinner Break

Day 4
PRICING
TACTICS
Morning
Session

Price War Case Study

Avoiding ruinous price competition is obviously essential for a firm's
long term competitive success. While making explicit threats and
promises with other firms in the same industry violates antitrust laws, it
is possible to make implicit threats and promises to improve matters. In
this unit, we present an analytic framework for avoiding price
competition through leveraging future interactions. We then
demonstrate how this is done practically using a case study.

Lunch Break

Afternoon
Session

Creating a Pricing Framework - Bringing It All Together

This session will provide you the information you need to manage your
overall revenue model. In this session, everything that came before will
be put together so that you can leave this program with an ability to
determine the optimal pricing strategy for your products and company.

Certificate Presentation and Closing Ceremony

Celebratory Dinner and Networking

Suggested
Speakers
Elon Kohlberg

Royal Little Professor of Business Administration, Harvard Business School

Elon Kohlberg is the Royal Little Professor of Business Administration at the
Harvard Business School. His research is mainly in Game Theory, and in
particular the study of non-cooperative equilibrium.
Kohlberg has taught many courses in the MBA, PhD, and executive programs at
Harvard Business School. These include Mangerial Economics, Competitive
Decision Making, Strategy, and Finance.
He is currently teaching the required Strategy course, as well as a course on
Games of Chance and Games of Strategy. Kohlberg serves on the board of
directors of Teva Pharmaceuticals, Medinol, and Digi-Block, Inc. Kohlberg
received a BSc, MSc, and PhD in mathematics from the Hebrew University of
Jerusalem.

David J. Collis
Ford Foundation Adjunct Professor of Business Administration, HBS
For the past thirty years David J. Collis has been a professor at the Harvard
Business School, where he is the Thomas Henry Carroll Ford Foundation
Adjunct Professor of Business Administration within the Strategy Unit -- only the
second full-time Adjunct Professor appointed at HBS. Previously, he was the
MBA Class of 1958 Senior Lecturer and an Associate Professor in the Strategy
group at the Harvard Business School, having also completed five years as the
Frederick Frank adjunct Professor of International Business Administration at
the Yale School of Management and two years as a professor at Columbia
Business School.

James Sharpe
Entrepreneur-in-Residence, Harvard Business School
Jim Sharpe is an Entrepreneur in Residence at the Arthur Rock Center in the
Entrepreneurial Management Unit at the Harvard Business School. Jim has been
with Harvard Business School for over 7 years as both a Senior Lecturer in the
MBA and Executive Education programs and now as an Entrepreneur in
Residence.
His mentoring interests are in the areas of search acquisitions, profitable growth,
manufacturing, operations, B2B niche marketing, pricing, family balance, dualcareer couples, large/small company differences, ethics and exit strategies. As an
investor, he has ownership positions in more than two dozen entrepreneurial
companies

Primary Instructors

Steve Jarding
Instructor in
Public Policy
Harvard Kennedy School
of Government

WHAT OUR CLIENTS

ARE SAYING
My public speaking skills
improved a lot. Also, our group
learned to work as a team. At rst
we didnt understand one another
very well, but during the training
experience everyone in the group
began to work together.
Yuxiang Xie
Excelorators gave me the
condence to express myself
clearly in negotiations. The
instructors dared me to become
the executive I really want to be.
James Henley

Flavio Feferman
Lecturer
UC Berkeley Haas
School of Business

Excelorators taught me to be a
brilliant leader. It opened up the
personal resources necessary to
inspire others and helped me turn
a lackluster team into a dynamic
force within my company.
Michael Huang

Joseph DeAntona
President and CEO of
The DeAntona Group
Instructor, United States
Military Academy

Working with Harvard and MIT

professors helped me be a better
communicator and allowed me to
speak up in situations where I
lacked assertiveness before.
Stephanie Rui
The networking opportunities
oered by Excelorators let me see
my business in a new light. I now
feel more competitive and sure of
my position in the marketplace.
Rania Bahmani

William R. Kerr
Instructor of Business
Administration
Harvard Business School

This was my rst trip to the United

States, and I appreciated the
chance to interact with my
American counterparts during
corporate visits and roundtable
discussions.
Qianmo Chen

EXCELORATORS, Inc.
Frequently Asked Questions

Q. Does the program fee include hotel accommodations?

A. The program fee includes accommodations at a hotel on or nearby the program campuses.
Shuttles will be available for any hotels outside of walking distance to the program locations.
Q. Are meals provided?
A. During the program, meals (breakfast, lunch) are provided in the classroom or at a nearby
dining facility. Will we do our best to accommodate special meal requests (vegetarian, food
allergies, etc) when notied in advance. Please note: your Program Manager will reach out to you
to inquire about dietary restrictions if you haven't already provided the information within your
enrollment form.
Q. Are special meals available?
A. Participants with special dietary requirements are asked to contact their Program Manager
prior to arrival. You will be assigned a Program Manager upon payment of the Application
Processing Fee.
Q. What services are available to participants with disabilities?
A. We will do our best to accommodate the special needs of our participants including mobility,
vision, hearing, other physical impairments, health conditions, or learning disabilities. Please
contact your Program Manager for assistance with any special needs.

Frequently Asked Questions

Page 2

Q. What is the typical attire during a program?

A. The Bay Area climate is mild year-round with warm days and cool evenings. However, the
temperature can uctuate substantially throughout the day and its best to dress in layers or
bring a light jacket. On the East Coast during the early spring, the weather can still be quite cold
during the mornings and evenings but generally warms up during the day. We suggest packing a
heavy jacket just in case. Business casual clothing is recommended during all our programs.
Q. When is payment due?
A. Your enrollment within a program is not guaranteed until payment in full is received. Most of
the programs require nal payment at least 60 days in advance. If payment is not received within
40 days prior to the start of the programs, you will be cancelled from the program.
Q. Who can I contact with questions regarding payment?
A. To check on payment status and/or other questions regarding billing, please contact Karim
Mirza Javeri, ICMA Pakistans Deputy Director CPD by email at: karim.javeri@icmap.com.pk
Q. What is your cancellation policy?
A. We understand that busy executives often have schedule changes and we will do our best to
make it easy for you. Participants may cancel their enrollment within 21 days prior to the program
start date and still receive a full refund. To cancel from the program, the registrant much submit a
written request (via email) regarding cancellation to karim.javeri@icmap.com.pk no later than 21
day before the program start date.
Q. What is included in the program fee?
A. The program fee includes tuition, all program materials, meals during the program (breakfast,
lunch) and accommodations (6 nights). Please note: the program fee does not include meals
outside of the program (dinners) and any activities the participant engages in on their free day.
Q. Where are the specic programs held on campus?
A. Locations vary by program and by program date. Once enrolled, you will receive the exact
location of your specic program from your program manager.
Q. Should I bring my laptop?
A. Laptops are not required, but some programs require a laptop to run a simulation. Simulations
are often done in teams so you could pair with someone if you don't have a laptop. You will be
notied if your particular program requires a laptop.
Q. What can I expect on the rst day of the program?
A. The rst day of a program begins with check-in and you will receive the materials you will use
throughout the rest of the program. Information on the start time and exact location will be sent
to you approximately one month prior to the start of the program. Some programs also have a
welcome reception at the end of the rst day. The complete schedule, including reception time,
will also be sent to you via the email address you provide.

Frequently Asked Questions

Q. What can I expect on the last day of the program?

A. On the last day of the program you'll receive a certicate of completion given at the end of the
day. If you need to leave early due to travel plans, your Program Manager can arrange to get you
the certicate early.
Q. How are the programs structured?
A. Our programs are founded on the principle of applied learning. We expose you to cuttingedge research, invite you to question the status quo and explore new ways of thinking and,
provide opportunities for you to dene practical ways to implement those idea in your
organization. We engage you in a variety of learning experiences, such as assessments,
experiential activities, interactive faculty presentations and facilitated discussions, case studies,
simulations, group assignments, peer coaching, executive coaching, refresher and application
webinars and social learning networks. Through these activities, we extend learning beyond the
classroom into the workplace to ensure new concepts and skills drive impact for your business.
Q. How much time can I expect to spend on coursework each day?
A. We know time out of the oce is precious and as such, we want to make every hour out of the
oce and in our programs as productive as possible. Our programs span full business days
starting early in the morning (typically 8am) and will go through 5pm with lunch served in the
classroom and short breaks throughout the day. Approximately 1-2 hours of evening activities
and preparation for the next day are required for some programs. Please refer to the individual
program sample schedule for more detail.
Q. Do I need a visa to attend a program?
For international participants, the B1/B2 visa (for participation in scientic, educational,
professional, or business conventions, conferences, or seminars) is the appropriate visa for entry
into the United States from required countries. When applying for a visa, you can ask your
Program Manager to prepare an invitation letter to help with your visa application. It is important
to emphasize that the visit is for business purposes.
Q. What are my options if a program date is sold out?
Our programs are specically limited in size to maximize the participant experience and
interaction with faculty, guest speakers and other participants. Due to this limitation, we often
experience sold out situations - so it's important to enroll early in pay in full immediately to
guarantee your seat in the program.
Q. Can I transfer to a dierent program date?
A. To transfer to a dierent date, an enrolled participant can submit a written request (email:
a.zaman@excelorators.com) for a one-time transfer of enrollment to another iteration of the same
program as long as, the next program iteration takes place within 12 months of the original date.
All requests for transfer are subject to an additional fee of US$300.

Page 3

Program Enrollment Checklist:

Check Blocks Upon Completion

Select the program(s) you would like to attend

The Changing Role of the Financial Professional
Financial Leadership and Communication
Pricing, Growth, and Profitability
Fill out the attached Sign Up Form and send to the
following:
Email: karim.javeri@icmap.com.pk
Mail: ICMAP Building ST-18/C, ICMAP Avenue, Block
6, Gulshan-e-Iqbal, Karachi, Pakistan 75300
Pay the processing fee Receive Letter of Invitation from USA Program Director
Complete Visa Application online (including two
photographs and valid passport with at least six
months remaining)
Schedule Interview with US Consulate
Complete Interview with US Consulate
Receive Visa and Documentation
Pay program course fee directly to ICMAP at the
following
Book Flight and Purchase Travel Insurance
(suggested)

USA Business Visitor Visa

The US is a great country to visit as a tourist, spend your holidays, and at the same time it is
great to do business in. This information pack explains everything you need to know about
coming to the US on a Visitor Visa.
Anyone wishing to enter the US temporarily for business, pleasure or medical treatment
purposes has to qualify for a US Visitor visa. The US Visitor visa is a nonimmigrant visa that is
valid only for temporary stay in the US.
Business Visitor Visa (B1)
You should apply for business visitor visa if you plan to travel to the US for a business
convention or a seminar, negotiate contracts, meet with business associates, buy or sell an
estate. Personal and domestic employees should apply for this type of visa if they are
accompanying their employer who is a US citizen based abroad and visiting the US temporarily
or if they are accompanying a foreign citizen employer who is in the US on a non-immigrant
visa.
An application form for this type of visa is included in this information pack.
The US Department of State (DOS) and the Department of Homeland Security (DHS) have strict
rules about who can enter the US as a visitor. It is vital that all prospective applicants apply for a
visa in the correct category using the correct application forms. Failure to submit the form
correctly and accurately can result in delays and sometimes denial. Failure to submit the correct
supporting documents or to lie n your application can lead to a denial and in many cases you
will not be allowed to apply for a US visa for a period of ten years.

Qualifying for a Business Visitor Visa

The US government actively encourages visitor visa applications and does not place quotas on
the number of visitors allowed into the United States each year. The main requirement for
getting a US Visitor Visa is for applicants to show that they can be classied as visitors under the
Immigration and Nationality Act. The Act will presume that anyone trying to get a Visitor Visa is
a potential immigrant. US Visitor Visa applicant will need to prove that this is not the case. This
can be done by demonstrating that:
The purpose of their travel is business, pleasure or medical treatment;
They plan to remain in the US temporarily for a specied period of time;
They have enough funds to cover the costs of their stay in the US;
They have strong economic and social ties to their home country which will ensure that they
will go back at the end of the visit.
The B1 category includes business visitors who plan to travel to the US for a business
convention or a seminar, negotiate contracts, meet with business associates, buy or sell an
estate. Personal and domestic employees should apply for this type of visa if they are
accompanying their employer who is a US citizen based abroad and visiting the US temporarily
or if they are accompanying a foreign citizen employer who is in the US on a non-immigrant
visa. B1/B2 visa holders are not allowed to take up paid work in the USA.

Length of stay
Consular ocers usually issue a visa for the maximum time allowed for that category because it
saves time for the applicant and the consulate. The maximum validity of Visitors Visas is 10
years. They are valid for multiple entries within this period. The maximum single duration of
stay is six months.
However, some applicants are given visas only for 6 months. In this case they must enter the
country within the next 6 months, or the visa will expire. An applicant is usually given a 6 month
visa the rst time they travel to the US. If they use it properly and exit the US before the date
they were required to, the next time they are likely to be issued a 10 year multiple entry visa.
Applying for a Visitor Visa
US Visitor Visa applicants should apply to the nearest US Embassy or Consulate to the place of
their permanent residence. As the processing time of visa applications is quite long, it is
advisable to apply for a Visa well before the intended departure date.
The rst step in the Visa application process is to ll out the required documents.
Required Documents
1. The rst thing to do is complete the Nonimmigrant Application Form DS-156 online. Make
sure you answer all questions in English using only English characters. Press the continue
button at the end of the form. On the last page, you will see a bar code. You will need it to
schedule your interview. Print the form and bring it to your interview. Do not fold the printed
application form.
Please note that some US embassies now use a new DS-160 Online Nonimmigrant Visa
Electronic Application, so follow the link in order to nd out id the Embassy you plan to apply
to is one of them.
2. All male applicants aged 16-45 should complete a supplementary form DS-157 about their
travel plans. If you are a national of one of these countries which are considered as sponsoring
terrorism (Cuba, Syria, Sudan, and Iran), you will have to complete if you are aged 16 and up,
regardless of gender.
3. You should have a valid passport with a validity date at least six months beyond your
intended period of stay in the United States.
4. One photograph 2x2 inches stapled or glued to form DS-156. Please see this page for
photograph requirements.
Visitor Visa Application Processing Fees
For current fees for When you go to your interview, you will need to show that you have paid a
visa application processing fee. Currently the price for processing a visitor visa application is
$131.00 and it is not refundable if you are refused a visa.

Visa Interviews and Collecting Fingerprints

After you have completed the necessary forms and paid your fees, you will be able to make an
appointment for the interview at the US embassy consular section in the country you are
applying from. Everybody aged 14 to 79 is required to pass an interview. In order to nd out
more about how to make an appointment, visit the webpage of the Embassy or Consulate
where you plan to apply.
The waiting time for visa appointments is dierent for each country. You can nd more about
waiting times by visiting the webpage of the Embassy or Consulate where you plan to apply.
In order to schedule the interview, you will need the barcode from your DS-156 form and some
information from the receipt of paid fee.
You need to arrive at the outside entrance of the Embassy at your specified appointment
time. The primary applicant will be the only person allowed into the building for the
interview except in the case of children ages 17 and under.

During the interview the consular section ocer will review you application and your
supporting documentation. S/he might also ask some questions about your planned visit to the
USA. You will also be asked to put your ngers on a glass screen so that a digital photograph of
your ngerprints can be taken. This information is stored on a US government database and will
be accessed to check your criminal record or in the event of you being involved in a criminal act
either as a victim or a perpetrator.
Additional Documentation
US Visitor Visa applicants should visit the webpage of the Embassy or Consulate where they
plan to apply for a visa in order to nd out what additional documents they need to provide.
Generally, all Visitor Visa applicants will have to provide documents showing the purpose of
their trip, arrangements made to cover the costs of the trip either by the applicant or by a third
person in the US and that they have family ties or employment which will compel them to
return abroad.
APEC Business Travelers Card (ABTC) holders
If you have an ABTC, you still need a visa in order to enter the US as a visitor. Follow the
procedure above in order to apply for a visa. You will still need to be interviewed; however, you
might be eligible for an expedited visa interview appointment. Check the US Embassy where
you plan to apply for more instructions how to obtain an expedited interview.
Misrepresentation and Fraud
Visa applicants should keep in mind that any willful misrepresentation of a fact or fraud may
result of permanent denial of entry to the US.

US Visa Ineligibility:
There are several classes of people who are inadmissible to the US under the Immigration and
Nationality Act (INA), based on:
Health related grounds these could be people with communicable diseases or without
proper vaccinations
Criminal or related grounds for example, controlled substance trackers
Security and related grounds these include members of terrorist organizations
Likely to become public charge, meaning people who will not be able to support themselves
based on their age, health or other conditions
Illegal entrants, immigration violators, or previously removed from the US
To nd more information about persons, inadmissible to the US, you can go the relevant
sections of the Immigration and Nationality Act.
In some cases an ineligible person can apply for a waiver of ineligibility and still get a visa. This
can happen if it was a minor crime and they can prove they have rehabilitated from it, or,
alternatively, a long time has passed after the crime was committed.
Entering the US and Duration of Stay
US Visitors visa applicants should be aware that a visa is not a guarantee for entering the US. The
nal decision is made by a US Customs and Border Protection ocial. They have the nal
authority to grant or deny entry to the US.
If you are allowed to enter the US, the customs ocial will determine how long you stay by lling
out an Arrival/Departure Record (form I-94). In most cases, you will see a specic date in the
lower right-hand corner on the Form I-94. This is the date by which you must leave the United
States.
Form I-94 is a very important document as it authorizes your stay in the U.S. Its very important
to keep in your passport during your stay in the US.

Photo Guide for US Visa Applicants

General
The photograph for each visa applicant must be an unmounted, full face photo, as described
below
The photograph must have been taken within the last six months
One (1) photograph must be submitted stapled or glued to the application DS-156
Photo Size
The photo for each visa applicant submitted must measure:
2 by 2 inches (roughly 50 mm square) with the head centered in the frame.
The head (measured from the top of the hair to the bottom of the chin) should measure
between 1 inch to 1 3/8 inches (25 mm to 35 mm) with the eye level between 1 1/8 inch to 1 3/8
inches (28 mm and 35 mm) from the bottom of the photo
Photo Appearance
The photograph must be a full-face view in which the visa applicant is facing the camera
directly. See these graphics showing the full-face view, and more.
The applicant should not look down or to either side, and the face should cover about 50
percent of the photo area.
Side or angled views are NOT accepted.
The photograph should be in color and must be taken against a white or o-white
background. Photos with dark, busy, or patterned backgrounds will not be accepted.
In general, the applicant's head, including both face and hair, should be shown from the crown
of the head to the tip of the chin on top and bottom and from hairline side-to- side. It is
preferable that ears be exposed.
Head coverings and hats are only acceptable due to religious beliefs, and even then, may not
cover any portion of the applicant's face.
Sunglasses or other wear which detracts from the face are not acceptable unless required for
medical reasons (an eye patch, for example).
A photograph depicting a person wearing a traditional face mask or veil that does not permit
adequate identication is not acceptable.
Photos of military, airline or other personnel wearing hats are not acceptable. Photographs of
applicants wearing tribal, national costume, or other headgear not specically religious in
nature are not acceptable.
Digital Photos
Digitally reproduced photographs must be reproduced without discernible pixels or dot
patterns. Photocopied photographs are NOT accepted.
A\aching the Photo to the DS-156
Staple or glue the one photograph to the DS-156 in the designated space. If the photograph is
stapled, staples should be placed as far away as possible from the applicant's face.
Do not enclose photographs in glassine or other types of envelopes. The photograph must be
stapled or glued properly to the DS-156 in the designated space.

Expression of Interest / Signup Form

For the Training Courses in the United States being organized through Excelorators, Inc. Cambridge-Boston, USA

First Name

Last Name

Membership No. Fellow/Associate

Based at (City/Country)

CNIC No.

Passport No. (should have validity of 6 months)

Email Address

Company Name, Address and Contact

Residential Address

Attending

Telephone Number

Yes

No

1 Changing Role
February 20-25, 2017

2 Leadership & Communication

Cell Phone Number

March 20-25, 2017

3 Pricing, Growth, & Protability

April 24-29, 2071

Standard Price
ICMAP Member Price

$3750. USD
$3000. USD

1. Pay Processing Fee (Non-Refundable): PKR 26,200

LAST DATE FOR REGISTRATION:

December 30, 2016 for Changing Role
January 2o, 2017 for Leadership & Communication
February 24, 2017 for Pricing, Growth, & Protability

2. Apply and Obtain Visa (see instructions above)

3. Pay Course Fee: US$ 3,000.

Signature
Fellow/Associate No.

DOCUMENTS NEEDED TO BEGIN ENROLLMENT

Remarks: Only non-refundable Processing Fee will be
paid in favor of ICMAP and remaining Course Fee of
US$ 3,000 will be paid directly in favor of Excelorators
Inc. Cambridge-Boston, USA immediately after
receipt of US visa. The Course Fee includes boarding
lodging, two meals per day, course materials, etc. This
cost does not include air fare, travel insurance or other
travel arrangements.

1 Copy of CNIC
2 Copy of Passport
3 This completed signup form