IIM LUCKNOW

GENERAL MANAGEMENT PROGRAMME

FOR EXECUTIVES - MIDDLE EAST
11 Months | LIVE ONLINE

IIM Lucknow Executive Alumni Status*

OVERVIEW
The General Management Programme for Executives - Middle east is an intensive, 11-month, live
online programme designed to help business managers transform into multi-skilled business
leaders. The programme will ensure that participants formally learn frameworks and best practices in
the areas of leadership, strategy, finance, marketing, operations, digital and analytics.

The true mark of a leader is the willingness to stick with

a bold course of action - an unconventional business strategy, a unique
product - development roadmap, a controversial marketing campaign.
Bill Taylor
Former Editor of the
Harvard Business Review

STARTS ON
March 30, 2022
DURATION
11 Months
PROGRAMME FEE
AED 19,500 + UAE VAT
(Excluding Application fee
and Executive Alumni fee)
PROGRAMME HIGHLIGHTS
WEEKEND ONLINE CLASSES
Video lectures conducted by faculty from IIM Lucknow.

LEARN AND NETWORK WITH YOUR PEERS

Gain global perspectives on business through interaction with your peers who come
with diverse experiences.

LEARN VIA REAL-WORLD CASE STUDIES

Learn via real-world case studies and industry examples, and apply the learnings at
your organisation.

LEARN TO MAKE SUCCESSFUL BUSINESS MODELS

THROUGH SIMULATIONS
Learn problem-solving techniques.

Predict the performance of an existing or planned business model and compare

alternative solutions.

CERTIFICATE
Certificate of completion from IIM Lucknow (upon fulfilling the requisite criteria).
LEARNING OUTCOMES
AFTER THE COMPLETION OF THIS PROGRAMME,
PARTICIPANTS WILL BE ABLE TO:

Have a general understanding Develop strategic Manage

of management negotiating skills a business unit

Identify and develop Learn to collaborate Develop an understanding

competitive advantage for with people and of performance
a business manage teams management

Address transformational Develop growth, sales, Create effective

challenges at their and communication business models and
organisation strategies marketing plans
PROGRAMME MODULES
MODULE: 1 Business Environment & Macro Economics

The engines and mechanics of economic growth

Monetary policy and output growth

The recent global economic crisis - the genesis and the policy remedies

MODULE: 2 Financial & Cost Accounting

Financial Accounting Framework: Scope & Overview

Preparation of Financial Statements

Analyzing Annual Reports

Cost concepts and classification

Activity Based Costing

Cost Analysis for decision making and control

MODULE: 3 Human Resource Management

Employee Engagement

Performance Management

MODULE: 4 Marketing Management

Understanding Consumer Choices & Consumer value

Segmenting, targeting and positioning

Elements of marketing mix - 6 Ps of New marketing

Strategic Marketing

MODULE: 5 Organisational Behaviour

Understanding self: Individual in an organisation

Managing Workgroups and team

MODULE: 6 Financial Management

Concept of Value & Return to Shareholders

Investment, Financing & Dividend Decisions

Creating EVA & MVA

MODULE: 7 Customer Relationship Management

Understanding Relationships Close-Loop Marketing

Customer Lifetime Value and Profitability

Customer Acquisition and Customer Loyalty

Customer Satisfaction Index and Customer Retention

Word of Mouth and Branding as CRM

MODULE: 8 International Business Communication

Business reports & Proposal Writing

Strategies for cross-cultural communication

Effective Corporate Communication

MODULE: 9 Strategic Management

External Environment Analysis, Industry Structure Analysis

Value Chain Analysis

SWOT Analysis

Corporate Strategy

International Strategy

Managing Change

MODULE: 10 Operations Management & SCM

Operations Strategy and Competitiveness

Product/Services Design & Development

Scale & Capacity Planning

Forecasting & Operation Plans

Project Management
MODULE: 11 Strategic Business Negotiations

5-Dimensional Framework of Negotiating Ability

Negotiation Planning and Process

Negotiation Strategy

Complex Negotiations

Closing the Deal

MODULE: 12 Consumer Behavior

Buying Process

Perpetual Mapping

Learning & Memory

Business Sustainability as Competitive Advantage

MODULE: 13
& Creativity in Business

Concept of business sustainability

Competitive analysis in carbon-constrained economy

Challenges of integrating sustainability strategies with core business strategies

Corporate branding and positioning around sustainability

Understanding the Creative process

Improving/developing creative potential

Understanding cognitive system

Role of nudges in influencing others

MODULE: 14 Digital Marketing

Understanding the Online Consumer

Digital Advertising

E-Commerce Models

Online Marketing Research

Web Analytics

Social Media Marketing

Social Listening and Social Media ROI

Mobile Marketing
 Digital Transformation of Business & Advanced
MODULE: 15
Data Analysis

What is a digital business?

Transform your business into a digital business

Dx for business process, customer experience and supply chain

Embedding intelligence into everything - deploying data science, machine learning, artificial

intelligence into every process/decision/interaction

MODULE: 16 Leadership

Leadership Theories

Lessons in Leadership from Literature

Leadership Styles

Persuasive Leaders

Ethics in Leadership

Capstone Project

The Capstone Project is the Mega Finale of the intensive General Management Programme

for Executives. The participants would identify the management problem, develop and

evaluate the alternative course of action and suggest the best option.

Note:
- Modules/ topics are indicative only, and the suggested time and sequence may be dropped/ modified/ adapted to fit
the total programme hours.
- Schedule will be announced closer to programme start.
REAL-WORLD CASE STUDIES
Participants will learn via real-world case studies enhancing their problem-solving techniques and
decision-making abilities.

"Maruti" is a synonym for "car" in India. However, Maruti has been unable
to raise the prices of its cars over the last ten years due to a price war
among rivals. Though Maruti has been a profitable company, rising input
costs and poor price maneuverability are making it very challenging for
the firm to remain profitable in the future. In 2014, Maruti is
contemplating a major investment in a new plant. The chairman of Maruti
must determine whether investing in the new plant would reduce costs
significantly and help the company remain profitable.

Rob Parson was a star producer in Morgan Stanley's Capital Markets division.
He had been recruited from a competitor the prior year and had generated
substantial revenues since joining the firm. Unfortunately, Parson's reviews
from the 360-degree performance evaluation process revealed that he was
having difficulty adapting to the firm's culture. His manager, Paul Nasr,
faces the difficult decision of whether to promote Parson to managing
director. Nasr must also complete Parson's performance evaluation
summary and conduct Parson's performance review.

Bank of America launched mobile banking in 2007, and within three years it
had four million active customers. Post which more functionalities in the
bank's mobile app (credit cards and mortgages) were implemented. Bank
of America further created digital marketing strategies to leverage the
mobile platform for the bank's various businesses without creating
confusion or increasing complexity for the consumers.
 Piramal Sarvajal, seeded by the Piramal Foundation in 2008, is a
mission-driven social enterprise which designs and deploys innovative
solutions for creating affordable access to safe drinking water in
underserved areas. Sarvajal is at the forefront of developing technologies
and business practices in the safe drinking water sector that are designed
to make a purely market-based model sustainable in both rural and urban
deployment conditions.

By 2010, TripAdvisor was the largest travel site in the world operating in 24
countries and 16 languages, with listings for 455,000 hotels, 92,000
attractions and 564,000 restaurants in over 71,000 destinations
worldwide. It had over 40 million reviews from 35 million unique monthly
visitors who were contributing 21 new reviews every minute. Known for its
hotel reviews, TA expanded into flights, vacation rentals and international
markets like China. Each of these expansion paths provided unique
opportunities as well as new challenges. In August 2010, Stephen Kaufer,
CEO, was debating how to prioritize his growth plans for the company.

This case describes the experience of Kanpur Confectioneries Private

Limited (KCPL), a family managed company, in being a contract
manufacturer for A-One Confectioneries Private Limited. The alliance had
worked to the advantage of KCPL. It had prospered as a profitable
contract manufacturer. It had used the surplus to diversify into unrelated
businesses. The family members, however had doubts regarding the
employment opportunities provided by the move. They were not sure
whether the progress was sustainable. Alok Kumar Gupta, Chairman and
Managing Director of KCPL, along with his brothers and son, is required to
review the strategy and performance of his company and develop a
course of action for the future.

Note: The programme curriculum includes more such case studies for integrated learning.
PARTICIPANT PROFILE
Work Experience

28% 29%
15%
28%

10-15 years 20+ years

Below 10 years 16-20 years

Industry

9% 57%
Healthcare Others*

11% 11%
Sales & Marketing Construction
12%
IT & Telecom
* Others include Logistics, Banking, Oil & Gas/Automobiles, services, designing (software), aviation/energy,
travel & tourism, automobiles, FMCG, commodities, real estate, fashion and education.

Functions

Sales/
Marketing/ Project
32% IT-Managers 14% Managers 23%
Business 20% CEO/ 11% Others#
Heads/BDM Entrepreneurs

# Others include CFO/Finance Manager/Audit Heads, software architects, doctors, directors, teachers,
service managers and country heads.
PARTICIPANT TESTIMONIALS

It has been an immense value addition for both of us to have done the GMPe of IIM Lucknow. Since we are both
managing our own companies together, the new learnings have put us both on the same page in many a situation.
We’ve learned many latest tools for addressing different scenarios and have been able to effectively engage what
we learned into action in our own work. The case studies have been excellent eye openers. Overall, we’re delighted
that we chose to do this programme, the networking and value addition is unparalleled.

Prima Jhony and Johny John

Director- Sales and Managing Director
Skymat Bldg Material Trading

It’s not regular accredited diploma or degree but it’s more of development of yourself and insight. Our efforts
were matched equally by professors of IIML. After attending this course, I can tackle same problems with ease
and can deliver better results. This programme made me better professional and person who enjoys support of
stake holders and his team unanimously. This programme is big leap in acquiring knowledge and education
which has no boundaries.

P Chitnis
Project Manager/Lead
ATKINS

This programme has been a truly invaluable learning experience and has given me a new perspective of looking
at things and dealing with challenges! It has been very empowering both from a personal and professional
standpoint.

Vindhya Nyayapati
Regional Planning & Forecasting Manager
Cummins Arabia FZCO

No matter what stage of the career you are in. I found the GMPe from IIM Lucknow to be hugely valuable. Nothing
beats class room learning especially when you are with a bunch of excellent students with varied experience and
you are tutored by some amazing professors.

Sethu Pazhayannur Ramaswamy

Regional Head
Standard Chartered
PROGRAMME DIRECTORS
DR. NEERAJ DWIVEDI
Strategic Management

Dr. Neeraj Dwivedi is a Professor of Strategy at the Indian Institute of

Management (IIM) Lucknow. He has earlier been associated with IIM Indore
and IIM Kozhikode also and had a short stint at the School of Management,
Asian Institute of Technology, Bangkok. He is a Doctorate in Strategic
Management from IIM Lucknow and an M. Tech from the IIT Kharagpur. Apart
from having about 18 years of experience in management research and
teaching, he has also spent about seven years in the corporate sector, mainly in
the food processing/consulting industry, in various capacities.

He is also actively involved in consultancy and executive development

programmes for various organizations. Few of the organizations for which he
has handled training programmes in the past few years include organizations
such as McKinsey Ltd, Roche India, Honeywell Automation, L&T Construction,
HAL, HPCL, NTPC, Power Grid Ltd to name a few.

DR. PUSHPENDRA PRIYADARSHI

Human Resource Management

Dr. Pushpendra Priyadarshi is a Professor in the Human Resource

Management area at IIM Lucknow. In a career spanning nearly 20 years, he has
been associated with the University of Delhi, IMT Ghaziabad, MDI Gurgaon,
besides IIM Lucknow. During these years, he has been extensively involved in
teaching, executive education, research and consulting. His teaching interest
lies in Leadership Development, Coaching and Mentoring, Negotiation and
Conflict Management and Positive Psychology.

He has been a prolific trainer known for using innovative pedagogy and latest
development in the field of management to create incisive impact of the
training programmes. His programmes on Leadership Development and
Negotiation and Persuasion are two of the most sought after customized
programmes at IIM Lucknow being offered twice a year for last five years. He
has trained executives from the private and public sectors of repute covering
domestic and overseas programmes. Amongst others, Reserve Bank of India,
NTPC, PGCIL, Indian Audit, and Accounts Services, Indian Railway Traffic
Services, Indian Forest Services, ISS, IES, etc. are some of the prominent
organizations he has coordinated and trained. He has also been involved in
consulting with Govt. of India, Govt. of Uttar Pradesh and Govt. of Uttarakhand.
CERTIFICATE
Upon successful completion of the programme, with a minimum 75% attendance and satisfactory
academic performance, participants will be awarded a certificate of completion and will be eligible to
receive IIM Lucknow’s Executive Alumni Status (optional). Participants are expected to have 75% &
above attendance. The cumulative overall percentage of marks should be 50% and above. Those
participants who do not meet these criteria will receive a certificate of participation from IIM
Lucknow. No certificate shall be awarded if the attendance is less than 40%.

General Management Programme for Executives - Middle East

Programme Director(s) Chairperson-MDP

Note: All certificate images are for illustrative purposes only and may be subject to change at the discretion of IIM Lucknow.
IIM LUCKNOW EXECUTIVE
ALUMNI BENEFITS
UPON COMPLETION OF THIS PROGRAMME, PARTICIPANTS WILL RECEIVE
THE FOLLOWING BENEFITS FROM IIM LUCKNOW:

Receipt of all programme brochures and newsletters from IIM Lucknow (MDP Office)

Details of Souvenirs available with MDP office

Lifelong access to a network of distinguished IIM Lucknow Executive Alumni

Access to the IIM Lucknow Campus Library (onsite access)

10% discount in fee for any additional program (Open program, Online) at IIM Lucknow (Lucknow
and Noida campus)

10% group discount on the fee for reference of participants (minimum group of five)
APPLICATION REQUIREMENTS
EXPERIENCE DOCUMENTS:

For Previous Organisation(s): Relieving letters

For Current Organisation: Current Salary Slip or Bonafide Certificate from the HR department on
company letterhead

GRADUATION AND POST-GRADUATION EDUCATION:

Marksheet - Individual or consolidated (all semesters)

Passing Certificate - If Any
Diploma/ Degree/ Doctorate

ID PROOF:

Any Government issued photo ID like PAN Card/ AADHAAR Card, Driving License/ Passport, etc.

SYSTEM REQUIREMENTS
On successful completion of the programme, with a minimum 75% attendance and satisfactory
academic performance, participants will be awarded a certificate of completion and will be eligible
for the IIM Lucknow Executive Alumni Status.

Speakers and microphone: built-in or a USB plug-in or wireless Bluetooth

Webcam: built-in or USB plug-in
Processor: with Dual Core 2Ghz or higher (i3/ i5/ i7 or AMD equivalent)
RAM: 4 GB or higher
OS: Either MacOS 10.7 or higher OR Windows 8 or higher
An internet connection: Minimum bandwidth of 3.0 Mbps (up/ down)
Browser: IE 11+, Edge 12+, Firefox 27+, Chrome 30+
Zoom software client installed on your PC/ Laptop/ Mac

We use the Zoom software application to conduct live online classes. Zoom works on a variety of PCs/
Laptops/ Mac systems and also on phones and tablets.

You can join your live online class from a phone or tablet if it supports the Zoom client.

We recommend that you attend classes from a PCs/ Laptops/ Mac.

PAYMENT SCHEDULE
Programme Fee AED 17,550 + UAE VAT (Early Bird Fee, applicable till December 20 2021)
AED 19,500 + UAE VAT (Standard Fee, applicable from December 21, 2021)

Instalment Schedule
Remarks Early Bird Fee Standard Fee

Booking Amount Within 7 days of selection AED 1950* AED 1950*

Instalment 1 April 10, 2022 AED 3900* AED 3900*

Instalment 2 July 10, 2022 AED 7800* AED 7800*

Instalment 3 October 10, 2022 AED 3900* AED 3900*

Instalment 4 January 10, 2023 - AED 1950*

Note:
*All Fees mentioned above are exclusive of UAE VAT
- UAE VAT (currently @ 5 %) will be charged extra on all of the above fee components
- UAE VAT will be collected by Eruditus and paid to the UAE government by Eruditus.
- Executive Alumni fee is optional and to be paid after completion of the programme.
- Any extra payment due to any change in any of the applicable taxes during the tenure of the programme will have to be
borne by the students
- Programme fee is exclusive of Application Fee and Executive Alumni Benefit fee.

Round-wise Application Dates

Dates Application Fee

Round 1 December 20, 2021 AED 125*

Round 2 February 01, 2022 AED 150*

Note:
*UAE VAT (currently @ 5 %) will be charged extra on all of the above fee components
- Only limited seats are available. Kindly secure your spot at the earliest.

Finance options available. Click here to know more.

For more information please email at iiml@eruditus.com
PROGRAMME DETAILS

PROGRAMME SCHEDULE

Duration 11 Months

Academic April 16, 2022

Orientation

Live Online 3 Hours, Once a Week

Sessions Saturday 4:30 pm to 7:30 pm (IST)
Saturday 3:00 pm to 6:00 pm (GMT)
(The Timings will be applicable till 30th April, 22)

Saturday 6:45 pm to 9:45 pm (IST) or

5:15 pm – 8:15 pm (GMT)
(The timings will be applicable from May, 22)

Attendance Minimum 75% attendance

in each of the modules

ELIGIBILITY
Graduate with minimum 5 years of work experience and
Post-Graduate with minimum 3 years of work experience as
on March 30, 2022.
Screening & selection will be done by IIML MDP

EVALUATION

Examination / Evaluation shall be conducted by the Institute

An examination will be held for every course. Participants will
be given any one of the following grades: “Excellent”, “Good”,
“Fair” and “Poor”

PROGRAMME APPLICATION LINK

Click here to apply to the programme.

Note: The actual programme schedule will be announced closer to the programme
start.
ABOUT IIM LUCKNOW
The Indian Institute of Management (IIM) Lucknow, is one of the premier national level institutes of
management in India, involved in generating and imparting knowledge in the field of management.
IIM Lucknow stands tall on the foundation of an excellent, committed and profoundly knowledgeable
faculty, innovative pedagogical tools, as well as an electic and diverse student community that has a
burning desire to make new paths of its own.

7TH Best Business Schools in India

RANK
(NIRF, 2021)

The Association of MBAs (AMBA) has accorded accreditation to the Institute's PGPM, IPMX, and
WMP programmes. IIM Lucknow is amongst the five B-Schools in India to achieve the coveted
dual accreditations by the Association to Advance Collegiate School of Business (AACSB) as well
as the Association of MBAs (AMBA). World over, only about 5% of the institutes have acquired
AACSB’s accreditation.

ABOUT ERUDITUS
Eruditus Executive Education offers customised and open programmes in India, Singapore, Dubai
and other global locations in collaboration with MIT Sloan, Columbia Business School, INSEAD,
Harvard Business School (HBS), Kellogg Executive Education, Berkeley Executive Education, Wharton
Executive Education, IIM Lucknow Executive Education, IIM Calcutta Executive Education and
Emeritus. Our world-class executive education programmes, supported by eminent programme
experts, provide an immersive learning experience integrated with actionable insights and practical
business applications. The meticulously curated programmes are delivered in a different range of
formats; in-class, online, as well as blended programmes. Our extensive portfolio also includes short
2-4 day in-class workshops, online courses of 2-3 months duration as well as comprehensive learning
journeys that run over 6-9 months, customised to an organisation’s requirement.
Apply for the programme here

APPLY NOW

For registration and any other information, please get in touch with us at
iiml@eruditus.com
https://wa.me/+917208889990

WhatsApp an Advisor On +91 7208889990*

* This number does not accept any calls. Please message your queries.

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