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Early Bird
3595
3395
3395
3195
Early Bird discount: applicable for bookings and
payments received before 8th February 2005
Postal bookings made within ten days
of the event must be confirmed by
telephone, fax or email.
All cancellations must be
made in writing.
Please ✔ the appropriate boxes and fax or post to:
Initials
First Name
Surname
Job Title
4__5_ 1_ _media
(021) 914 2888 — Natalie Smit
www.sbs.co.za/mdd2005
www.sbs.co.za/mdd2005
Individual FEE
(021) 914 2888
[email protected]
(021) 914 2890
www.451.co.za [email protected] [SBS/04–10–1]
Fax:
E-mail:
Tel:
Cape Town
11 MARCH 14 MARCH
Sandton
Tel:
The Commodore Hotel • Cape Town Waterfront
Total Amount Due: R
A tax invoice will be issued immediately on receipt of booking
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Title
www.sbs.co.za/mdd2005
Balalaika Hotel • Sandton
E-mail: [email protected]
11 March 2005
(021) 914 2890
Fax:
14 March 2005
I/We enclose my/our cheque for R ............................. made out to Strategic Business Services (Pty) Ltd
The Registrar, Strategic Business Services (Pty) Ltd, P O Box 1059, BELLVILLE, 7535
In the event of circumstances beyond
our control we reserve the right to
change dates and /or venues.
Assessing whether
your Marketing Strategies
create or destroy shareholder value
Cancellations cannot be refunded
later than ten working days prior
to the seminar date. Cancellations
made prior to ten days before the
seminar date will be refunded less a
10% cancellation fee. Substitution of
delegates is permitted.
With Professor
Malcolm McDonald
Fees include: VAT, documentation, refreshments,
lunch, parking and drinks.
MARKETING DUE DILIGENCE
Normal
DUE DILIGENCE
Groups 3+
Individual
Presented by SBS Conferences
Web:
Enquiries
Bookings may be made by fax, email
or directly from our website or by post.
Please Note
The Registrar
Strategic Business Services (Pty) Ltd
P O Box 1059, BELLVILLE, 7535
Bookings
MARKETING
Fees
MARKETING DUE DILIGENCE
a new process for testing whether
or not a marketing plan will deliver
the shareholder value it promises
For all its 21st century sophistication, the subject of
company valuation remains problematic. Investors
continue to search for reality amongst the investor
relations information, whilst boards remain frustrated at
valuations that fail to appreciate the implicit strengths
of the company and its strategy. Although Financial Due
Diligence has its problems (witness Enron, WorldCom
and Parmalat) now being addressed by Sarbains, Oxley
and King 11, another real problem lies elsewhere, in
the nebulous goodwill and intangibles that, typically,
represent 80% of a company valuation.
The problem lies in translating strategy into shareholder
value, of testing the quality of the company’s plans
and forecasts. In particular, investors need to answer
three critical questions about the strategy espoused by
the board, and the board needs to demonstrate these
answers to the investors. These questions are:
Sandton 11 March • Cape Town 14 March
Objectives
•
To explain how the challenges facing all
organizations are forcing companies to take a more
rigorous approach to valuing intangible assets.
•
To explain why current methods of evaluating the
future are inadequate.
•
To spell out a new process for demonstrating
the shareholder value inherent (or lacking) in the
business plan.
•
To explain its value to the investment community,
Board of Directors and strategy makers.
•
To demonstrate how company valuation can be
taken from an art to a science.
•
To spell out clearly what CEOs and Financial
Directors can do to correct weaknesses in their
marketing strategies.
Programme
•
The challenges facing all organizations
•
What happens to organizations who do not respond
appropriately
•
Why current methods of evaluating the future are
inadequate
Until recently, these questions lay in the realm of art and
instinct, difficult to answer and almost impossible to
quantify with any degree of confidence. However, new
and ground–breaking research has developed a rigorous
process that answers these questions. New research
has been added to proven techniques to allow business
strategy to be rigorously tested for its ability to create
future revenue and shareholder value. Applicable to
any company, the process is of equal value to boards,
investors and others involved in the capital market.
•
Risk and return
•
The Marketing Due Diligence Process
market and definition assessment
market structure assessment
market segmentation assessment
portfolio assessment
strategy assessment
risk assessment
value creation assessment
funding assessment
Who Should Attend?
•
Risk assessment for major customers
Chief Executives, Financial Directors, Directors &
General Managers, Investment Analysts, Investor
Relations Managers and Investors.
•
What CEOs and FDs can do to put right any
weaknesses uncovered in the MDD process
•
Does the promised market exist?
•
Will the strategy deliver the market share promised?
•
Will the market share create shareholder value?
Malcolm McDonald
Emeritus Professor Malcolm
H.B. McDonald MA (Oxon),
MSc, PhD, DLitt. FCIM FRSA
Malcolm, until recently,
Professor of Marketing and
Deputy Director Cranfield
School of Management with
special responsibility for
E–Business has extensive
industrial experience, including
a number of years as Marketing
Director of Canada Dry.
He is Chairman of six companies and spends much of his time
working with the operating boards of the world’s biggest
multinational companies, such as IBM, Xerox, BP and the like,
in most countries in the world, including Japan, USA, Europe,
South America, ASEAN and Australasia. Malcolm has been
visiting South Africa regularly since 1992 and in addition to his
many public workshops has undertaken in–house workshops
for the top management of many of SA’s leading organisations
including: PG, Gilbeys, Eskom, VW, NBS, Investec, BP, Portnet,
MIB, Telkom, IBM and Vodacom.
He has written thirty–eight books, including the best seller
Marketing Plans; how to prepare them; how to use them
and his practical, down to earth approach has earned him many
admirers in South Africa and around the world.
In–house workshops & consultancy
During his South African visit Professor McDonald will
have two days and two evenings available for in–house
workshops and consultancy assignments and after–
dinner keynote speeches.
contact SBS Conferences for more information
WORLD CLASS MARKETING
Professor McDonald will also be running two other seminars in
Johannesburg in March for Marketing & Sales Executives, Key
Account Managers and Customer Relationship Managers:
9th March
Strategic Marketing Planning and Competitive Marketing Strategies
10th March
Key Account Management — Global Best Practice
To view more information or to register online visit:
www.sbs.co.za/mdd2005