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Early Bird Normal 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 Telephone: (..........) ................................... Fax: (..........).......................................... E-mail: ..................................................................... ..................................................................................................................................... Code: ..................................................................... Postal Address: .......................................................................................................................................................................................... Company Name VAT Number: ...................................................................................................... Company Name: ............................................................................................................................. ....................................................................................................................................................................................................................... ....................................................................................................................................................................................................................... ....................................................................................................................................................................................................................... ....................................................................................................................................................................................................................... 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