Vol. XXIV No. 01 January - February 2018

A Bi-Monthly Publication of the Pakistan Institute of Management

Lucy ButtersInterview Page 12Lucy ButtersInterview Page 12

PIM’s Professional Diploma Awarding Ceremony 2018

GOVERNMENT OF PAKISTAN, MINISTRY OF INDUSTRIES & PRODUCTION

PAKISTAN INSTITUTE OF MANAGEMENTKARACHI

Head Office: Telephones: (021) 99251718 EPABX 99251711-14 - 35876954 Fax Nos: (021) 99251715 & 99251716

E-Mail: pimkhi@pim.com.pk

Management House, Shahrah Iran, Clifton, Karachi-75600

www.facebook.com/pim.com.pk | Web Site: http://www.pim.com.pk

LAHOREBranch Office:

Telephones: (042) 99263133-35 - 35761893 Fax No. (042) 99263138 E-Mail: pimlhe@pim.com.pk 70-B/2, Gulberg-III, Lahore-54660

EditorMuhammad Ovais

Assistant EditorRuqaiya Siddiqui-Fakhri

Graphics DesignersWasi ur Rehman

Syed Faizan Shah

CONTENTSExecutive Director’s Message

Editor’s Note

16 Qualities of a Good Manager

How Well do You Know Oscar Wilde

10 Simple Truths Smart People Must Remember

Easily Confused Or Misused Words

Symptoms of a Broken Supply Chain

Interview Lucy Butters

PIM Consulting Services Successfully Implemented Quality Circles at Dollar Industries

PIM’s Professional Diploma Awarding Ceremony

PIM Course Schedule

PIM Upcoming Certification and Diploma Programs

ISLAMABADInternational Islamic University, Faisal Masjid Campus, Faisal Avenue, Islamabad-44000

Telephone: (051) 9262610 E-mail: pimisb@pim.com.pk

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PESHAWARICMS College System, Opposite Board of Intermediate and Secondary Education, Jamrud Road, Peshawar.

Phone: (091) 5851634-35 Email: pimpeshawar@pim.com.pk

Culture is the ‘way of life’ of a group of people and no society can even exist without it. We inherit it from our previous generations and learn also when we join some other society or organization.It includes all the ways and behaviors is social life. We are ‘born’ in culture. Culture is not inherited biologically but it is leant socially through verbal and nonverbal communication. It develops through social interactions and results in customs, traditions, values, and beliefs in a society. Culture is adopted by all equally.Culture is the memory of human race.

Cultures learn from each other, many cultural traits are absorbed from outside. The development of culture is the integration of values system interlinked with morality, customs, beliefs and religion. Cultural process undergoes changes at different speeds from society to society and generation to generation.Each culture is unique for a specific society as values, customs, traditions, ideologies, religion, belief, practices are not similar but different in every society. Culture is responsive to the changing conditions of a physical worldas well and helps us to save from all dangers and natural calamities and reflected in our construction and dressing. Our needs; food, shelter, clothing, desires, status, fame, money, etc., are fulfilled according to the cultural ways. Culture binds the people within the society.

PIM conducted a one day workshop with Ms. Lucy Butters on Cultural Understanding which was highly appreciated by the participants. In the context of Global Village and CPEC, now cultural understanding has become even more important for individuals and organizations. This issue of “Management Outlook” contains interview of Ms. Lucy Butters which will give more insight to the readers.

Think! Grow! Be happy! Have a work life balance.

Do you understand! I think no! You need to understand the core of the issue and this requires understanding which you don’t have! These are very common sentences, we keep saying, hearing, and may be texting. It is difficult to develop understanding!

So develop understanding as it has great benefits. It reduces stress when you understand yourself and others, you build on your strengths, work on your limitations, and easily get along. It increases success as itis knowing Allah’s will and figuring out who you and others are and then being you is easy!It deepens satisfaction as you do what you are made to do and in a way that doesnot lead to confrontation with others. Pleasureis doing what you enjoy doing, benefitting your surroundings, and then you really feel the love of AllahSWT as you are in harmony with His plans.It builds self-esteem as you know yourself and others, adjust your personal and professional environments, deliver the best, and getwhat you want.

How to develop understanding? Pickup your and others’ emotional cues in verbal and nonverbal communication. Use active listening, clarifying, and reflecting. Understand your life story. Habit of daily reflection. Show sensitivity towards others. Help other people appropriately.Seek honest feedback from others. These simple tips can help us develop understanding of self and others and do what is needed to make life good.

Happy learning!

Allah SWT bless us all.

Mohammad Abid Hussainabidsabri@gmail.com

Muhammad Ovais

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Executive Director’sMessage

Editor’s Note

pimorgdev@gmail.com

4

In whatever area one works in, meeting on time or even meeting can’t expect that your company will good management is the essence of deadlines, or upholding company only be in the upside. However, a development and progress This is policies, a good manager must be good manager is able to put things in precisely why Progress through able to show how disciplined he /she perspective even during the lean better management is the mission of is. seasons. Thus, always try to see the Pakistan Institute of Management . blessing beyond misfortunes, and

look for factors that can help you and Good management is ensured by your colleagues stay motivated.people. Processes and systems are very important and the people who 4. Resilience:run it are also important because the Sometimes, what makes managers systems are as good or bad as the noticeably good is not just their people who run them. ability to find solutions but how they

2. Confidence: respond to the pressure it brings. As a So whether you’re already a manager Some people say that the secret to manager, you need to learn how to or aspiring to become one, here are doing things is nothing but cope with stress gracefully, and if the most important characteristics confidence. But the catch is that for possible, without complaining.you need to have in order to be an you to feel confident, you need to effective leader and an asset to the have a clear idea of what you’re 5. Reliability:company so that the company runs doing first. Otherwise, your efforts The people you work with need to see smoothly. will be wasted. Also, confidence can that they can count on you for

be easily mistaken for arrogance. everything that has to do with your When it comes to evolving the way job. So first and foremost, ensure that we work, managers need to possess So equip yourself with the you personally do your job well. You sixteen qualities to help their a p p r o p r i a t e c o m p e t e n c i e s , also need to make sure that those who organizations evolve and succeed in knowledge and experiences, and then are under your management the future of work. share them with your colleagues. accomplish their tasks, and that you

When they see that you’re confident are willing to provide assistance 1. Discipline: because of your track record, you will whenever there are lapses.If there is one trait you need to gain their attention and respect.consistently work on, it would be 6. Knowledge:this. From coming to the work and 3. Motivation: As manager, you are expected to be conferences on time, to holding With the world being round, you on top of everything. As such, make it

a point to be at the tip on relevant comes with great responsibility. The in yourself the ability to sell a bright details about your company’ thing is, even a person of authority idea through your words.products, methods, targets, clients, needs to share his power for the achievements, and developments. company to progress. 13. Good listener:

While being verbally fluent is greatly 7. Handles money matters well: As such, enable your staff by appreciated, it also pays off to Issues about money are indeed very delegating tasks. Make them feel that practice the art of listening. This sensitive by nature, so it takes a good they are capable by trusting them characteristic is greatly helpful when manager to handle them well. with assignments you know they can solving problems and coming up Therefore, familiarize yourself with do and influence them to be with resolutions.rudimentary financial knowhow so accountable for their jobs.that when money matters are raised, So during meetings, hear what your you will know what to say and what 11. Approachable: subordinates have to say and to do. Being a manager can keep you accommodate their ideas. Also, learn

constantly busy. And when you’re how to read between the lines or to However, if your position requires often preoccupied, your workmates interpret nonverbal messages, since you to be the point person when it might find it difficult to talk to you. you can’t always expect your staff to comes to money matters, then be sure To be more approachable, what you be as vocal as you are.that you equip yourself by reading can do is to simply encourage the financial books or attending financial people you work with to talk to you 14. Adeptness in writing:seminars for corporate settings. when they need to. Paperwork is possibly the least

popular aspect of a manager’s job, 8. Organized: You can make your staff feel but it doesn’t mean that it’s not Misplacing files or forgetting important. As a manager, you will be important work-related events e x p e c t e d t o w r i t e r e p o r t s , belong to management horror stories. recommendations, evaluations, and To avoid these from happening, work letters. Thus, it would be worth your on organizing your schedules, filing while to brush up on how to write system, and even your work area. formal correspondences and similar Clear your desk of clutter and keep a materials.day planner, digital or otherwise, which can help you track your 15. Sense of commitment:appointments and tasks. The growth of the company and your

comfortable by holding regular pep staff is also your own, so if you want talks—those that are not so formal 9. Has the legal know-how: to see how these areas can be but send a clear message. Just The legal aspect of managing a improved, you have to commit remember that in whatever you say, company can be a little tough since it yourself to making it happen. When the most important thing is that you requires a lot of learning, but once your workmates see your dedication, will follow through.you get the hang of it, it won’t be as it is highly likely that they will follow

difficult. As a manager, you need to suit.12. Eloquent speaker:have a basic understanding of your Companies like call centers require industry’s legal accountabilities and 16. Lead by Example:representatives who can speak very of employment prerequisites. Aside from upholding these well. If this is one of the minimum qualities, what also matters is that requirements for being an entry level Spend time reading and studying you constantly live by it so that you agent, you can just imagine how good legal topics related to the business can be an ideal example wherever a speaker you must be when you’re a you’re in. You can also attend you may be. What about you? What manager.seminars and trainings where you can qualities do you think a manager

ask professional speakers questions should have in order to be effective in This is not just about mastery in you might have. his or her environment? Share us language and grammar. For you to be your opinion by writing a comment a good speaker, you also need to learn 10. Empowering: below.the kind of words, speeches, and To many, sitting on the manager’s humor that work for different kinds seat is already a powerful position to of audiences. And if you can, develop be in. But as they say, great power

How to Solve theMismanagement Crisis

By Ruqaiya Siddiqui - Fakhri,PIM Faculty

This article is adapted from the book, How to Solve the Mismanagement Crisis by Dr. Ichak Adizes.

As a manager, you need to learn how to cope

with stress gracefully, and if possible, without

complaining

Clear your desk of clutter and keep a day

planner, digital or otherwise, which can help you track your

appointments and tasks.

Qualities

5

a point to be at the tip on relevant comes with great responsibility. The in yourself the ability to sell a bright details about your company’s thing is, even a person of authority idea through your words.products, methods, targets, clients, needs to share his power for the achievements, and developments. company to progress. 13. Good listener:

While being verbally fluent is greatly 7. Handles money matters well: As such, enable your staff by appreciated, it also pays off to Issues about money are indeed very delegating tasks. Make them feel that practice the art of listening. This sensitive by nature, so it takes a good they are capable by trusting them characteristic is greatly helpful when manager to handle them well. with assignments you know they can solving problems and coming up Therefore, familiarize yourself with do and influence them to be with resolutions.rudimentary financial knowhow so accountable for their jobs.that when money matters are raised, So during meetings, hear what your you will know what to say and what 11. Approachable: subordinates have to say and to do. Being a manager can keep you accommodate their ideas. Also, learn

constantly busy. And when you’re how to read between the lines or to However, if your position requires often preoccupied, your workmates interpret nonverbal messages, since you to be the point person when it might find it difficult to talk to you. you can’t always expect your staff to comes to money matters, then be sure To be more approachable, what you be as vocal as you are.that you equip yourself by reading can do is to simply encourage the financial books or attending financial people you work with to talk to you 14. Adeptness in writing:seminars for corporate settings. when they need to. Paperwork is possibly the least

popular aspect of a manager’s job, 8. Organized: You can make your staff feel but it doesn’t mean that it’s not Misplacing files or forgetting important. As a manager, you will be important work-related events e x p e c t e d t o w r i t e r e p o r t s , belong to management horror stories. recommendations, evaluations, and To avoid these from happening, work letters. Thus, it would be worth your on organizing your schedules, filing while to brush up on how to write system, and even your work area. formal correspondences and similar Clear your desk of clutter and keep a materials.day planner, digital or otherwise, which can help you track your 15. Sense of commitment:appointments and tasks. The growth of the company and your

comfortable by holding regular pep staff is also your own, so if you want talks—those that are not so formal 9. Has the legal know-how: to see how these areas can be but send a clear message. Just The legal aspect of managing a improved, you have to commit remember that in whatever you say, company can be a little tough since it yourself to making it happen. When the most important thing is that you requires a lot of learning, but once your workmates see your dedication, will follow through.you get the hang of it, it won’t be as it is highly likely that they will follow

difficult. As a manager, you need to suit.12. Eloquent speaker:have a basic understanding of your Companies like call centers require industry’s legal accountabilities and 16. Lead by Example:representatives who can speak very of employment prerequisites. Aside from upholding these well. If this is one of the minimum qualities, what also matters is that requirements for being an entry level Spend time reading and studying you constantly live by it so that you agent, you can just imagine how good legal topics related to the business can be an ideal example wherever a speaker you must be when you’re a you’re in. You can also attend you may be.manager.seminars and trainings where you can

ask professional speakers questions What about you? What qualities do This is not just about mastery in you might have. you think a manager should have in language and grammar. For you to be order to be effective in his or her a good speaker, you also need to learn 10. Empowering: environment? the kind of words, speeches, and To many, sitting on the manager’s humor that work for different kinds seat is already a powerful position to of audiences. And if you can, develop be in. But as they say, great power

Clear your desk of clutter and keep a day

planner, digital or otherwise, which can help you track your

appointments and tasks.

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By Dr. Abdul Ghaffar

1

For answers see page 8

Muhammad Ali Jinnah

Expect the best, prepare

for the worst.

Life is too important to be taken .------------1

How well do you know

Oscar WildeHow well do you know

Oscar Wilde

Born on October 16, 1854 in Dublin, author, playwright and poet Oscar Wilde was a popular literary figure in late Victorian England, known for his brilliant wit and flamboyant style. He was known for his acclaimed works including The Picture of Dorian Gray and The Importance of Being Earnest.

As a dramatist, many of Wilde’s plays were well received including his satirical comedies: Lady Windermere's Fan (1892), A Woman of No Importance (1893), and An Ideal Husband (1895).

Below is a selection of his famous quotes from his writings.See how many can you complete

-------- is simply the name we give ourmistakes.

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Some cause wherever they go;others whenever they go.

-----------3

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--------------- is the last refuge of theunimaginative.

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The heart was made to be . -------------6

----------- means simply the bludgeoning

of the people by the people for the people.7

------------ is never fair, and perhaps it is

a good thing for most of us that it is not.

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The only thing to do with good is

to pass it on. It is never of any use to oneself.

----------9

An that is not dangerous is

unworthy of being called an idea at all.

-----------10

There are only two in life: oneis not getting what one wants, and the

other is getting it.

-------------

---------is simply the attitude we adopt

towards people whom we personally dislike.

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Every has a past and every sinnerhas a future.

-----------12

A man can't be too careful in the choiceof his .----------

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I can resist everything except . ---------------15

Always forgive your enemies; nothing

them so much.-------------

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All women become like their .

That is their tragedy. No man does.

That's his.

------------17

-------------is a form of ugliness so intolerable

that we have to alter it every six months.

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There is only one thing in life than being talked about, and that is not

being talked about.

------------19

The old believe everything, themiddle-aged suspect everything, the

young know .------------

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-----------is blind, as well as love.

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10 SIMPLE TRUTHS SMART PEOPLEMUST REMEMBER

Some of the smartest people can two different questions. product choices a consumer is faced continuously struggle to get ahead. with, the less products they typically This is because they forget to address buy. After all, narrowing down the 3. Everyone runs their own a few simple truths that collectively best product from a pool of three business.govern our potential to make prog- choices is certainly a lot easier than No matter how you make a living or ress. narrowing down the best product who you think you work for, you only

from a pool of three hundred choices. work for one person, yourself. The If the purchasing decision is tough to Here are some to reflect on: big question is: What are you selling, make, most people will just give up.1. Education and intelligence and to whom? Even when you have a

accomplish nothing without full-time, salaried, position, you are So if you’re selling a product line, action. still running your own business. You keep it simple. And if you’re trying are selling one unit of your existence It doesn’t matter if you have a genius to make a decision about something (an hour of your life) at a set price IQ and a PhD., you can’t change in your life, don’t waste all your time (the associated fraction of your anything or make any sort of real-evaluating every last detail of every salary) to a customer (your world progress without taking action. possible option. Choose something employer).There’s a huge difference between that you think will work and give it a knowing how to do something and shot. If it doesn’t work out, choose actually doing it. Knowledge and something else and keep pressing intelligence are both useless without forward.action. It’s as simple as that. For

some practical guidance on taking action, you may read The Now 5. All people possess dimensions Habit. A book written by psycholo- of success and dimensions of gist Neil Fiore on overcoming failure.procrastination at work and enjoying This point is somewhat related to our free time guilt-free. point #2 on happiness and success,

So how can you simultaneously save but it stands strong on its own as your time and increase your profit? well…Trying to be perfect is a waste 2. Happiness and success are two The answer is slightly different for of time and energy. Perfection is an different things.everyone. But it’s an answer you illusion.An extremely enterprising lady should be seeking. In The 4-Hour made almost a million dollars online. Workweek by Timothy Ferris is a She is considered to be wildly All people, even our idols, are good read on this topic. It tells us a successful. But guess what? A few multidimensional. Powerful busi-new way of solving a very old days ago, out of the blue, she told her ness men, polished musicians, best problem: just how can we work to friend that she’s depressed. Why? selling authors, and even our own live and prevent our lives from being “I’m burnt out and lonely. I just parents all have dimensions of all about work? haven’t taken enough time for myself success and dimensions of failure

lately,” she said. Can you believe that present in their lives.4. Having too many choices inter-one of the most successful people feres with decision making.isn’t happy. Our successful dimensions usually Here in the 21st century where encompass the things we spend the information moves at the speed of There are also people who are most most time doing. We are successful light and opportunities for innovation lighthearted and optimistic – always in these dimensions because of our seem endless, we have an abundant smiling from ear to ear. But live quite prolonged commitment to them. array of choices when it comes to humbly with no fancy homes and This is the part of our lives we want designing our lives and careers. But cars. They seem happy, but would not others to see – the successful part that sadly, an abundance of choice often be classified as a success story. holds our life’s work. It’s the notion leads to indecision, confusion and of putting our best foot forward. It’s inaction. the public persona we envision as our “What will make me happy?” and

personal legacy: “The Successful “What will make me successful?” are Several business and marketing ABC” or “The Award Winning two of the most important questions studies have shown that the more XYZ.”you can ask yourself. But they are

But behind whichever polished though he did not like doing it, he was 9. Emotional decisions are rarely storyline we publically promote, good at what he did. good decisions.there lies a multi-dimensional human Decisions driven by heavy emotion being with a long list of unprofessed are typically misguided reactions And there are many such examples. failures. Sometimes this person is a rather than educated judgments. Just realize that if someone dedicates bad husband or wife. Sometimes this These reactions are the byproduct of enough time and attention to perfect-person laughs at the expense of minimal amounts of conscious ing a skill or trade, they can be others. thought and primarily based on insanely good at doing something

momentary ‘feelings’ instead of they don’t like to do. The Talent mindful awareness.6. Every mistake you make is Code: Greatness Isn't Born. It's

progress. Grown by Daniel Coyle is an insight-ful read in this department. Mistakes teach you important The best advice here is simple: Don’t

lessons. Every time you make one, let your emotions trump your intelli-you’re one step closer to your goal. gence. Slow down and think things 8. The problems we have with The only mistake that can truly hurt through before you make any life-others are typically more about you is choosing to do nothing simply changing decisions.us.because you’re too scared to make a Quite often, the problems we have mistake. with others – our spouse, parents, 10. You will never feel 100% ready

siblings, etc. – don’t really have when an opportunity arises.So don’t hesitate – don’t doubt much to do with them at all. Because The number one thing that is persis-yourself. In life, it’s rarely about many of the problems we think we tently seen as holding smart people getting a chance; it’s about taking a have with them we subconsciously back is their own reluctance to accept chance. You’ll never be 100% sure it created in our own mind. Maybe they an opportunity simply because they will work, but you can always be don’t think they’re ready. In other 100% sure doing nothing won’t words, they believe they require work. Most of the time you just have additional knowledge, skill, experi-to go for it! ence, etc. before they can aptly

partake in the opportunity. Sadly, this is the kind of thinking that stifles And no matter how it turns out, it personal growth.always ends up just the way it should

be. Either you succeed or you learn did something in the past that something. Win-Win. Remember, if The truth is nobody ever feels 100% touched on one of our fears or insecu-you never act, you will never know ready when an opportunity arises. rities. Or maybe they didn’t do for sure, and you will be left standing Because most great opportunities in something that we expected them to in the same spot forever. life force us to grow emotionally and do. In either case, problems like these

intellectually. They force us to are not about the other person, stretch ourselves and our comfort 7. People can be great at doing they’re about us.zones, which means we won’t feel things they don’t like to do.totally comfortable at first. And This is not to suggest that you choose And that’s okay. It simply means when we don’t feel comfortable, we a career or trade you dislike, I’ve these little predicaments will be don’t feel ready.heard way too many smart people say easier to solve. We are, after all, in

something like, “In order to be great charge of our own decisions. We get at what you do, you have to like what Just remember that significant to decide whether we want to keep you do.” This just isn’t true. moments of opportunity for personal our head cluttered with events from

growth and development will come the past, or instead open our minds to and go throughout your lifetime. If There is a story about a public the positive realities unfolding in you are looking to make positive accountant who disliked his job – front of us.changes in your life you will need to “that it bored him to death.” But he embrace these moments of opportu-frequently got raises and promo- All we need is the willingness to look nity even though you will never feel tions. At the age of 28, out of nearly a at things a little differently – letting 100% ready for them.thousand Jr. Accountants in his go of ‘what was’ and ‘what should

division, he was one of only two who have been,’ and instead focusing our were promoted to be Sr. Accountants energy on ‘what is’ and ‘what could this past year. Why? Because even be possible.’

Decisions driven by heavy emotion are typically misguided

reactions rather than educated judgments

The truth is nobody ever feels 100% ready when an opportunity

arises

8

Page 6 8. Life 9. Advice 10.Idea 11.Morality 12.Saint 13.Enemies 14.Hatred 15.Temptation 16.Annoys 17.Mothers 18.Fashion 19.Worse 20. Everything

Quiz Answers: 1. Seriously 2. Experience 3. Happiness 4. Tragedies 5. Consistency 6. Broken 7. Democracy

Character Development:10 Pointers

It is something special to be around someone who has your weaknesses even better, and avoid feeding into them.real character in all that they do. Below are 10 ways to

build your character by adopting a positive attitude in 6. Recognise your choices and use them wisely.

achieving your own level of personal and business

success. 7. Develop self-discipline and know how not to overdo it.

1. Do it even if it's difficult.

8. Develop the ability to luxuriate, know when it's time 2. Take responsibility for your choices, your actions and to stop, and be able to stop.

your consequences.9. Know the difference between what you want and what

3. Know why you do what you do. you need.

4. Be honest, and be true to your word, both with 10. Recognise and respect boundaries. Be clear about your own, and give equal value and weight to those of yourself and with others.others.5. Know your strengths, and work from them. Know

But behind whichever polished though he did not like doing it, he was 9. Emotional decisions are rarely storyline we publically promote, good at what he did. good decisions.there lies a multi-dimensional human Decisions driven by heavy emotion being with a long list of unprofessed are typically misguided reactions And there are many such examples. failures. Sometimes this person is a rather than educated judgments. Just realize that if someone dedicates bad husband or wife. Sometimes this These reactions are the byproduct of enough time and attention to perfect-person laughs at the expense of minimal amounts of conscious ing a skill or trade, they can be others. thought and primarily based on insanely good at doing something

momentary ‘feelings’ instead of they don’t like to do. The Talent mindful awareness.6. Every mistake you make is Code: Greatness Isn't Born. It's

progress. Grown by Daniel Coyle is an insight-ful read in this department. Mistakes teach you important The best advice here is simple: Don’t

lessons. Every time you make one, let your emotions trump your intelli-you’re one step closer to your goal. gence. Slow down and think things 8. The problems we have with The only mistake that can truly hurt through before you make any life-others are typically more about you is choosing to do nothing simply changing decisions.us.because you’re too scared to make a Quite often, the problems we have mistake. with others – our spouse, parents, 10. You will never feel 100% ready

siblings, etc. – don’t really have when an opportunity arises.So don’t hesitate – don’t doubt much to do with them at all. Because The number one thing that is persis-yourself. In life, it’s rarely about many of the problems we think we tently seen as holding smart people getting a chance; it’s about taking a have with them we subconsciously back is their own reluctance to accept chance. You’ll never be 100% sure it created in our own mind. Maybe they an opportunity simply because they will work, but you can always be don’t think they’re ready. In other 100% sure doing nothing won’t words, they believe they require work. Most of the time you just have additional knowledge, skill, experi-to go for it! ence, etc. before they can aptly

partake in the opportunity. Sadly, this is the kind of thinking that stifles And no matter how it turns out, it personal growth.always ends up just the way it should

be. Either you succeed or you learn did something in the past that something. Win-Win. Remember, if The truth is nobody ever feels 100% touched on one of our fears or insecu-you never act, you will never know ready when an opportunity arises. rities. Or maybe they didn’t do for sure, and you will be left standing Because most great opportunities in something that we expected them to in the same spot forever. life force us to grow emotionally and do. In either case, problems like these

intellectually. They force us to are not about the other person, stretch ourselves and our comfort 7. People can be great at doing they’re about us.zones, which means we won’t feel things they don’t like to do.totally comfortable at first. And This is not to suggest that you choose And that’s okay. It simply means when we don’t feel comfortable, we a career or trade you dislike, I’ve these little predicaments will be don’t feel ready.heard way too many smart people say easier to solve. We are, after all, in

something like, “In order to be great charge of our own decisions. We get at what you do, you have to like what Just remember that significant to decide whether we want to keep you do.” This just isn’t true. moments of opportunity for personal our head cluttered with events from

growth and development will come the past, or instead open our minds to and go throughout your lifetime. If There is a story about a public the positive realities unfolding in you are looking to make positive accountant who disliked his job – front of us.changes in your life you will need to “that it bored him to death.” But he embrace these moments of opportu-frequently got raises and promo- All we need is the willingness to look nity even though you will never feel tions. At the age of 28, out of nearly a at things a little differently – letting 100% ready for them.thousand Jr. Accountants in his go of ‘what was’ and ‘what should

division, he was one of only two who have been,’ and instead focusing our were promoted to be Sr. Accountants energy on ‘what is’ and ‘what could this past year. Why? Because even be possible.’

The truth is nobody ever feels 100% ready when an opportunity

arises

9

Some words sound so similar, it's in the affair. I have an enormous capacity for easy to confuse or misuse them when hard work.writing. Computer spell check won't Resign : This book is within the capacity of catch these mistakes! Use this list as a (A) Give up a job or a position younger readers. (This book can be reference whenever you're unsure I resigned my post as Chairman of understood by younger readers.)about which word fits in the context. this Company.

She resigned her directorship and 4. What is the difference 1. What is the difference left the firm. between Abnormal and between Abandon and Desert? SubnormalAbandon : Relinquish : Abnormal(A) go away from a thing, place or (A) Give up or cease to feel or (A) Different (in an undesirable

person not intending to return practice something way) form what is normal or The crew abandoned the sinking You should relinquish bad habits. ordinary or expectedship. They relinquished their struggle for Is he mentally abnormal?(B) leave something / someone to be power.

taken by someone (B) Give up or renounce a claim or SubnormalThey abandoned their land and surrender something (A) Below normal – less than property to the invading forces. I relinquished the possession of the normal(C) give up completely house in favour of my brother. Subnormal temperature does not The Match Was Abandoned because (C) Release or cease to hold suit my health.of bad weather. somebody or something (B) Below the normal level of (D) yield completely to an emotion Do not relinquish your hold on her. intelligence

or impulse He was a subnormal child.He abandoned himself to despair. 3. What is the difference

between Ability and Capacity? 5. What is the difference Desert : Ability : between Abstain and Refrain? (A) leave somebody without help or (A) Power to do something mental Abstain :

support or physical (A) To keep oneself from doing or He deserted his young wife and went Mazhar has the ability to do the enjoying something especially taking abroad. work. alcoholic drinks(B) leave service in the armed forces (B) Cleverness or intelligence He abstains from drinks and drugs.Ten soldiers deserted from the army. He is a man of great ability. (2) To Decline to use one’s vote(C) fail somebody (C) Talent At the last election, I abstained from His courage deserted him. He has the great musical ability. voting.

2. What is the difference Capacity : Refrain :between Abdicate and Resign and (A) Ability to hold or contain (A) To keep oneself from doing Relinquish? something somethingAbdicate : This hall has the seating capacity of You should refrain from smoking.(A) Resign from or formally 5000. I hope she will refrain from hostile

renounce the throne The cinema is filled to capacity. action.The King of Egypt abdicated about (B) Power to produce somethingthirty years ago. Our factory is working at full 6. What is the difference

capacity. between Accede and Exceed?(B) Formally give up power or a (C) Ability to produce or experience

high official position o r u n d e r s t a n d o r l e a r n Accede :He has abdicated all responsibilities something (A) To Agree to request , proposal

and so on activity Our school admits seventy new boys She acceded to my earnest request. He is an ace pilot. and girls every year.(B) To take office They are not ace foot-ball players. (C) Have room for someone/ I acceded to the chancellorship of somethingthe university last year. Ache : The theatre admits only 400 (C) To become a monarch (A) Continuous dull pain persons.When did Akbar, The Great accede She has an ache in her chest. (D) To recognize something as true the throne? This is not for head-ache. often reluctantly

He admitted his mistake.Exceed : 9. What is the difference between (E) Leave room for something – (A) To go beyond what is allowed , Acknowledge and Admit and al low the poss ib i l i ty of

necessary or advisable Confess? somethingDo not exceed the speed limit. Acknowledge : The plan does not admit of Your expenses should not exceed (A) Accept the truth, reality or improvement.your income. existence of something Your conduct admits of no excuse.(C) Be greater or more numerous We acknowledge the need for social

than something reform. Confess :H e r s u c c e s s e x c e e d e d a l l He acknowledged it to be true. (A) Say formally that one has expectations. They refused to acknowledge their c o m m i t t e d a c r i m e o r The price will not exceed two defeat. something wronghundred rupees. (B) Report that one has received The prisoner confessed that he had

something murdered her.7. What is the difference between I acknowledged receipt of her letter. The politician confessed that he Accident and Incident? (C) Express thanks for something received bribe for this project.Accident : He acknowledged my help.(A) E v e n t t h a t h a p p e n s His services to the country were

unexpectedly and causes never officially acknowledged.damage and injury and so forth (D) Show by a smile, nod of the

Fivespersons were killed in a road head, greeting, etc… that one accident. has noticed or recognized (B) Chance – fortune somethingBy accident of birth, he is entitled to I was standing right next to her. But British Citizenship. she did not even acknowledge my

presence.Incident :(A) Event or happening of minor (E) Accept somebody as something

importance I acknowledged him as my heir.He narrated every trial incident in He was generally acknowledged to great details. be greatest historian in the country.(B) Host i le mil i tary act ivi ty (F) Accept or recognize something

between countries or opposing The country acknowledged his forces claim to the throne.

There were many border incidents in the recent past. Admit :(C) Public disturbance – accident or (A) Allow someone / something to

violence enterThe demonstration proceeded Each ticket admits two persons to without incident. the party.

(B) Accept someone into a hospital 8. What is the difference between as a patient or into a school as a Ace and Ache? pupilAce : He was admitted to hospital with (A) Person who is an expert at some minor burns.

Easily Confused Misused Words OR

10

and so on activity Our school admits seventy new boys She acceded to my earnest request. He is an ace pilot. and girls every year.(B) To take office They are not ace foot-ball players. (C) Have room for someone/ I acceded to the chancellorship of somethingthe university last year. Ache : The theatre admits only 400 (C) To become a monarch (A) Continuous dull pain persons.When did Akbar, The Great accede She has an ache in her chest. (D) To recognize something as true the throne? This is not for head-ache. often reluctantly

He admitted his mistake.Exceed : 9. What is the difference between (E) Leave room for something – (A) To go beyond what is allowed , Acknowledge and Admit and al low the poss ib i l i ty of

necessary or advisable Confess? somethingDo not exceed the speed limit. Acknowledge : The plan does not admit of Your expenses should not exceed (A) Accept the truth, reality or improvement.your income. existence of something Your conduct admits of no excuse.(C) Be greater or more numerous We acknowledge the need for social

than something reform. Confess :H e r s u c c e s s e x c e e d e d a l l He acknowledged it to be true. (A) Say formally that one has expectations. They refused to acknowledge their c o m m i t t e d a c r i m e o r The price will not exceed two defeat. something wronghundred rupees. (B) Report that one has received The prisoner confessed that he had

something murdered her.7. What is the difference between I acknowledged receipt of her letter. The politician confessed that he Accident and Incident? (C) Express thanks for something received bribe for this project.Accident : He acknowledged my help.(A) E v e n t t h a t h a p p e n s His services to the country were

unexpectedly and causes never officially acknowledged.damage and injury and so forth (D) Show by a smile, nod of the

Fivespersons were killed in a road head, greeting, etc… that one accident. has noticed or recognized (B) Chance – fortune somethingBy accident of birth, he is entitled to I was standing right next to her. But British Citizenship. she did not even acknowledge my

presence.Incident :(A) Event or happening of minor (E) Accept somebody as something

importance I acknowledged him as my heir.He narrated every trial incident in He was generally acknowledged to great details. be greatest historian in the country.(B) Host i le mil i tary act ivi ty (F) Accept or recognize something

between countries or opposing The country acknowledged his forces claim to the throne.

There were many border incidents in the recent past. Admit :(C) Public disturbance – accident or (A) Allow someone / something to

violence enterThe demonstration proceeded Each ticket admits two persons to without incident. the party.

(B) Accept someone into a hospital 8. What is the difference between as a patient or into a school as a Ace and Ache? pupilAce : He was admitted to hospital with (A) Person who is an expert at some minor burns.

There was a farmer who sold a pound of butter to a baker. One day the baker decided to weigh the butter to see if he was getting the right amount, which he wasn’t. Angry about this, he took the farmer to court.The judge asked the farmer if he was using any measure to weight the butter. The farmer replied, “Honor, I am primitive. I don’t have a proper measure, but I do have a scale.”The judge asked, “Then how do you weigh the butter?”The farmer replied;“Your Honor, long before the baker started buying butter from me, I have been buying a pound loaf of bread from him. Every day when the baker brings the bread, I put it on the scale and give him the same weight in butter. If anyone is to be blamed, it is the baker.”Moral of the story: In life, you get what you give. Don’t try and cheat others.

A Pound of Butter(Honesty)

11

This is the fourth article in this six series of Supply Chain Management write ups. It gives an overview of some basics and then discusses why supply chain mastery is critical to business success. Hers the writer talks about the symptoms of a broken supply chain.Mastering the complexity of today’s environment is a challenging act. You might be experiencing some of the following growing worries as a manufacturer:• “I’m not meeting service level targets, and I don’t see how I can improve.”• “Our plans are so inflexible that it’s always a major disruption and margin hit to take advantage of a new opportunity or react to

problems.”• “Achieving my production goal isn’t helping me achieve my sales goal.”

By Aslam SoniPIM Faculty

SYMPTOMS OF A BROKENSYMPTOMS OF A BROKEN

Or these if you’rea retailer:

• “Why are my forecasts always inaccurate?”• “Why my customers are leaving me?”• “I am unable to react to market changes quickly enough.”

Or these if you oversee thewarehousing and distributionprocesses within your company:

• “Safety stocks are out of control; profit is shrinking.”

• “My labor costs are increasing rapidly.”

• “Why do my vehicles wait longer at my warehouses?”

The good news is that most of these issues can be resolved with today’s a d v a n c e d s u p p l y c h a i n management processes and technology. Much value can be • Fill ratederived from supply chain solutions, which typically address • Logistics costs as a percentage of Cost of Goods Sold different areas of the planning horizon from strategic to (COGS)tactical, or different functional areas such as demand, supply, • On-time shipping rateand inventory. Companies define this value by measuring

• Customer order cycle timekey supply chain metrics such as:

Improving these supply chain metrics is possible and well • Inventory turnswithin supply chain manager’s grip.

• Perfect order measurement

60

50

40

30

20

10

0Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Forecast Act. Sales

12

Lucy Butters is an Advance CQ certified trainer and facilitator. She is certified by, and works in collaboration with, the Cultural Intelligence Centre.

Lucy works with a wide range of clients from public and commercial organizations. Her experience with CQ ranges from one-to-one CQ assessment to leadership coaching, CQ assessments and webinars to team development and training.

She is the founder and Director of Elembee Ltd. Elembee provides training and coaching services which support people working in international or multicultural environments.

INTERVIEW

LUCY BUTTERS

By Muhammad Ovais

Outlook: Outlook:

Outlook:

What are cultural found across the world. Later, What are the tips for values? academics drew on this work to interacting with someone with a LB: Core principles and ideals upon conduct the Global Leadership p a r t i c u l a r c u l t u r a l v a l u e which a community exists are termed Project, the largest study done to date orientation?as cultural values. This is made up of LB: The seven dimensions are the looking at leadership across cultures. several parts: customs, which are guides in general for interacting with

These Global Clusters are:traditions and rituals; values, which particular culture.Angloare beliefs; and culture, which is Australia, Canada, New Zealand, On Individualism (emphasis on group's guiding values. Cultural UK, USA individual goals and individual value dimensions are one of the most Arab r igh ts ) versus Col lect iv i sm helpful ways to understand cultural Bahrain, Egypt, Jordan, Kuwait, (emphasis on group interests and differences. There is nothing better or Lebanon, Morocco, Saudi Arabia, relationships.worse about where peoples’ UAE preferences are along these Confucian Asia Dimensions tips are:dimensions. But knowing the Ch ina , Hong Kong , J apan , Individualism: allow for autonomy orientation of yourself and others can Singapore, South Korea, Taiwan and recognize the importance of provide powerful insights. Therefore Eastern Europe rapid decision making. it is important to respect and follow Albania, Czech Republic, Greece,

the norms from ten global cultural Hungary, Mongolia, Poland, Russia Collect ivism: recognize the clusters. Germanic Europe Austria, Belgium, importance of building lasting

Germany, Netherlands relationships, create time for What are these ten global Latin America consultation and understanding cultural clusters? Argentina, Bolivia, Brazil, Chile, group dynamics.LB: These ten clusters are by no Colombia, Costa Rica, Mexico means an exact or exhaustive Latin Europe On Low Power Dif ference grouping of thousands of cultures France, French speaking Canada, (emphasis on equality and shared that exist across the world, but they Italy, Portugal, Spain decision making) versus High

Nordic Europecan provide a helpful starting point Power Difference (emphasis on Denmark, Finland, Iceland, Norway, for people who travel widely – but status differences; superiors make Sweden not necessarily deeply – into various decisions)Sub-Saharan africamul t i cu l tu ra l con tex t s . The

Ghana, Kenya, Namibia, Nigeria, groupings are based on the work of Dimension tips are:Zambia, Zimbabwe Simcha Ronen and Oded Shenkar, L o w P o w e r D i f f e r e n c e : Southern Asiawho were interested in mapping the deemphasize formalities and can India, Pakistan, Indonesia, Malaysia, most significant cultural grouping question and challenge authority. Philippines, Thailand

High Power Difference: follow the important of silence/reflection and LB: For improvement one has to chain of command carefully and do pay careful attention to what is not work on all four; CQ Drive, CQ not questions authority – especially said. Knowledge, CQ Strategy, and CQ in public. Action.

On Being (emphasis on quality of On Low Uncertainty Avoidance life) versus Doing (emphasis on To improve CQ Drive you have to (emphasis on flexibility and being busy and meeting goals) work in the following manner:

• Intrinsically – find out ways you adaptability) versus (emphasis on Dimension tips are: can gain more enjoyment from planning and predictability) Being: affirm who the person ‘is’ not your intercultural interactions and just their performance, manage the Dimensions tips are: work, e.g. if you love sport, how

Low Uncertainty Avoidance: avoid relationship. can you learn more about a new dogmatic statements and invite them culture through sport? Brainstorm

Doing: affirm accomplishments and to explore solutions. new insights (e.g. innovation) you new opportunities, manage the can gain by increased exposure to

High Uncertainty Avoidance: give process. different cultures, Think of one explicit instructions and rely on w a y y o u r i n t e r c u l t u r a l

What is Cultural formalized procedures and policies. experiences can benefit someone Intelligence Quotient (CQ)?

else.LB: Cultural Intelligence (CQ) is the On Cooperative (emphasis on capability to relate and work collaboration, nurturing, and family) • Extrinsically – make a list of the effectively in culturally diverse versus Competitive (emphasis on benefits the person can obtain by situations. Research on cultural competition, assertiveness, and improving his/her CQ (e.g. intelligence, which to date spans 98 achievement) promotion, job security). Identify c o u n t r i e s a n d o v e r 6 0 , 0 0 0 a n o p p o r t u n i t y f o r y o u r

Dimensions tips are: individuals, demonstrates those with organization in a new cultural Cooperative: communicate to build cultural intelligence have skills in market (domestic or overseas). rapport and create time for everyone four capabilities. How will your organization to contribute and build consensus. describe your abilities about CQ Drive: your interest, drive, and cultural intelligence? Competitive: communicate to report confidence to adapt to multicultural

information and focus on task first. situations. CQ Drives leads to CQ • Self-Efficacy – meet someone Knowledge: your understanding from different culture and discuss On Short-term Time Orientation: about how cultures and similar and similarities and differences that (emphasis on immediate outcomes – different. CQ Knowledge defines the exist in your respective contexts, success now) versus Long-term CQ Strategy: your awareness and Switch roles for a day with one of Time Orientation (emphasis on ability to plan for multicultural your peers who work with a long term planning) interactions. CQ Strategy leads to cultural group that is unfamiliar to CQ Action: your ability to adapt you. Recall a time when you felt Dimensions tips are:when re la t ing and work ing Short-term Time Orientation: out of your element but ended up interculturaly. CQ Action helps to priorities ‘quick wins’ and focus on succeeding. What led to your increase CQ Drive.the present implications. success in that cultural context?

For example: Long-term Time Orientation: To improve CQ Knowledge you • CQ Drive: What part of this

invest now for the future and have to work on:situation is most frustrating for • Culture – General: Business – emphasize long-term implications.you? read widely on culture from

• CQ Knowledge: What cultural On Low Context (emphasis on authors such David Livermore, knowledge would help address explicit communication – words) Erin Meyer, and Geert Hofstede. this dilemma? versus High Context (emphasis on Choose a country, region or • CQ Strategy: What next steps

indirect to communication – context, cultural group that is new to you, can be used to resolve this tone, etc.) or one that is important for your challenge?

business and commit to learn • CQ Action: What behaviors Dimension tips are: about it.should/shouldn’t be adapted? Low Context: be direct and explicit How? Why? and focus on getting your message • Culture – General: Values and

across clearly. norms – which cultural value W h a t a r e y o u r differences create the most suggestions to improve CQ?High Context: recognize the

Outlook:

O u t l o o k :

frustration for you in your role If you are working with a team, another culture and when is doing (e.g.: uncertainty avoidance, write your assumptions separately so unauthentic or detrimental to direct/indirect, etc.). and then bring together to see if gaining best results, or worse yet,

any are shared. Look for insulting? Devote time to learn more about LB:To adapt or not, for this you need similarities and differences this specific value and identify to ask yourself four questions:between cultures. ways to more effectively manage

• Is it a “tight” or “loose” culture? the differences. Take a CQ • Checking – recruit a CQ coach Determine the culture’s level of assessment and discover your a n d g a i n i n s i g h t s a b o u t tolerance for people who deviate cultural value scores approaches you are using in from the preferred social norms. situations you find challenging or

• C u l t u r e – G e n e r a l : The tighter the culture, the more to better enable you to seize Sociolinguistic – learn basic you should consider adapting. opportunities. Take time to reflect vocabulary for a new language When you are both from “tight” or on the behaviors you noticed – not (e.g. greetings, thank you, etc.). “loose” cultures, then a key what feelings these behaviors Focus on words and expressions question is who holds most provoked in you. Separate what is that will help you build rapport power?cultural and what is personal in with individuals who use this this situation.

• How can I best express my language. Write down idioms and intent ions? Discover the metaphors for the different culture To improve CQ Action you have to behaviors tha t wi l l mos t you are interacting with. work on:

• Speech acts – practice asking the effectively communicate what • Cultural – Specific: Leadership same thing in a very direct way you want to express. Come back

Identify leadership styles in and a very indirect way. Choose to the goal and ask whether the different cultures you come in three different cultural groups policy, practice or behavior contact with. Review resources with which you work (e.g. accomplishes that goal in this that describe the leadership Millennial, Accountants, British) cultural context.preferences for this culture (e.g. and write a different email for

• Am I comprising myself or the study the leadership styles of each group that communicates the organization? Know what people who have effectively led in same message in a way they will v a l u e s , c o n v i c t i o n s , a n d that context.) Understand what hear and respond to most behaviors you are unwilling to aspects of the article are biased effectively. compromise regardless of the towards a particular culture.

• Verbal – film yourself giving a goal. Determine your non-To improve CQ Strategy you have to presentation. Watch it and note negotiable ahead of time and plan work on: which cultures are likely to accordingly. Anticipate the • Planning – think about what connect most/least with it. Record consequences of not adapting and

challenges you face most any verbal behaviors that would see if there are other ways to consistently when working with a erode your credibility with certain compensate. different culture. Based on these cultural groups (e.g. levels of challenges develop a series of “If • Will retaining the differences enthusiasm, pace, volume, etc.). – Then” scenarios and develop actually make us stronger? Map several cultural intelligence • Nonverbal – choose a nonverbal the cultural differences and look responses (e.g. If a vendor doesn’t behavior that is uncomfortable for for how to use them to create deliver on time – then what will you, particularly if it is a common better solutions. Create a third you do?). Create a checklist for behavior in a group that you work space that brings together the best what you need to consider when with (e.g. looking/not looking of each culture involved.that task involves individuals someone in the eye, speaking to

Kindly share some tips from different cultures. fill any silences/allowing long for working effectively with silences after questions, etc.).

• Awareness – when meeting with culturally diverse colleagues and Research which cultures could culturally diverse participants, teams.find those behaviors annoying or

LB:n o t i c e t h e n o n v e r b a l offensive. If travelling to those • Formalize leader and member communication. Afterwards, cultures, observe above for a week

roles. Culturally diverse teams write down what you observed. before eliminating them from need clarity on the organization of When embarking on new ventures your interactions.the team. of entering new markets take time

• Create explicit instructions of to write down your assumptions. When should we adapt to

Outlook:

Outlook:

how decisions will be made. similar to what would be done for s o m e c u l t u r e s t e a c h t h e • E s t a b l i s h a p p r o p r i a t e a diverse team located in the same importance of saying“thank you”

communications patterns (e.g. place. after being served. In other what should or shouldn’t be • Find creative ways to develop cultures it is an insult to say communicated via email). relationships. “thank you” to someone who

• Create a cycle where members • Do not mix local and remote expects to serve you).deliver specific results in a meetings. • Chain of command: It may seem

• Remind everyone to speak more predetermined sequence. like some customers are trying to • Schedule a regular check-in slowly and clearly to help with “go over your head” when asking

process to assess team climate. sound interference and accent and to speak to a manager. In some language barriers. cultures, it is assumed you would

Idea Sharing and Feedback • Develop email protocol (e.g. prefer to defer the problem to • Ensure that each team member when to cc; when to pick up the someone more senior.

has an opportunity to share ideas phone; what team members prefer and innovations. what kinds of communication, Resolve Conflict Creatively

• Offer varied ways for team etc.) • Listen: Listen longer than usual members to share information to understand their point of view. (e.g. face to face, one-on-one, Tips for working with • Use empathy appropriately: written, etc.) culturally diverse customers and Learn how to express empathy for

• Offer the option for team constituents? various cultural contexts. Some members to provide collective LB: Avoid Using Standard individuals are simply happy to input from multiple team Responses h e a r “ I ’ m s o r r y ” o r “ I m e m b e r s ( e . g . w r i t t e n • Speech: When speaking with understand”. Other cultures need submission). nonnative-speakers, slow your to see some kind of action, even if

• Schedule a private conversation rate of speech, clearly articulate you cannot offer everything they with individuals who are averse to your words, and pause frequently want. direct conflict to determine their to allow the other person time to • Flexibility: Offer flexibility when point of view, rather than asking process the information or ask for you can and realize culture may them in front of other team clarification. play a role in your differing members. • Information: Determine whether perspectives.

• Clarify whether everyone needs to the person wants you “to the • Slow down: In tercul tura l provide input and if so, by when. point” or if they prefer more communication inevitably takes

details or social interaction. longer. Count the cost on Effective Meetings • Humor: Use humor with caution, customer satisfaction when trying • Establish meeting ground rules especially sarcasm. to finish an interaction too

and review them regularly. • Emai l s : Respec t cu l tu ra l quickly.• Communicate the agenda in differences. It is best to start advance. formally with how you address Do not Profile Anyone

• Review the purpose of the people (e.g. by title) and mirror • Anticipate: Use your increased meeting (information update, how people order importance of understanding about cultural make a decision, debate an issue, information. differences to anticipate how a etc.). • A w a r e n e s s : S h o w a n customer is likely to respond.

• If necessary, allow time for understanding for the customer’s • Adjust your approach: Be questions and responses to be context. (e.g. by referencing ready to adjust your approach discussed in native languages relevant events – such as Chinese when you receive cues that prior to sharing with business New Year – or changing the way suggest you should go a different language being used. you write the date – 20 March, or direction than anticipated.

• Understand that team members March 20) • Do not overdo it: A passing from certain cultures are less reference to the local context of likely to share opinions in a Do not take it Personally your client or customer can be meeting, particularly if it is a • Perspective: Do not jump to useful (e.g. how was Chinese dissident perspective or one that conclusions too quickly when a New Year?) but too much of this could create conflict. Others may customer appears upset. The can come across as insincere or believe their best contribution reaction could be cultural. Take a patronizing.c o m e s f r o m a s s e r t i v e l y pause and deep breath before • Never Profile: Never assume you confronting different opinions. responding. know what a customer does or

• Politeness varies: What you does not want based upon their Virtual Teams consider polite may come across cultural background.• Develop team expectations as insulting in other cultures (e.g.

Outlook:

13

High Power Difference: follow the important of silence/reflection and LB: For improvement one has to chain of command carefully and do pay careful attention to what is not work on all four; CQ Drive, CQ not questions authority – especially said. Knowledge, CQ Strategy, and CQ in public. Action.

On Being (emphasis on quality of On Low Uncertainty Avoidance life) versus Doing (emphasis on To improve CQ Drive you have to (emphasis on flexibility and being busy and meeting goals) work in the following manner:

• Intrinsically – find out ways you adaptability) versus (emphasis on Dimension tips are: can gain more enjoyment from planning and predictability) Being: affirm who the person ‘is’ not your intercultural interactions and just their performance, manage the Dimensions tips are: work, e.g. if you love sport, how

Low Uncertainty Avoidance: avoid relationship. can you learn more about a new dogmatic statements and invite them culture through sport? Brainstorm

Doing: affirm accomplishments and to explore solutions. new insights (e.g. innovation) you new opportunities, manage the can gain by increased exposure to

High Uncertainty Avoidance: give process. different cultures, Think of one explicit instructions and rely on w a y y o u r i n t e r c u l t u r a l

What is Cultural formalized procedures and policies. experiences can benefit someone Intelligence Quotient (CQ)?

else.LB: Cultural Intelligence (CQ) is the On Cooperative (emphasis on capability to relate and work collaboration, nurturing, and family) • Extrinsically – make a list of the effectively in culturally diverse versus Competitive (emphasis on benefits the person can obtain by situations. Research on cultural competition, assertiveness, and improving his/her CQ (e.g. intelligence, which to date spans 98 achievement) promotion, job security). Identify c o u n t r i e s a n d o v e r 6 0 , 0 0 0 a n o p p o r t u n i t y f o r y o u r

Dimensions tips are: individuals, demonstrates those with organization in a new cultural Cooperative: communicate to build cultural intelligence have skills in market (domestic or overseas). rapport and create time for everyone four capabilities. How will your organization to contribute and build consensus. describe your abilities about CQ Drive: your interest, drive, and cultural intelligence? Competitive: communicate to report confidence to adapt to multicultural

information and focus on task first. situations. CQ Drives leads to CQ • Self-Efficacy – meet someone Knowledge: your understanding from different culture and discuss On Short-term Time Orientation: about how cultures and similar and similarities and differences that (emphasis on immediate outcomes – different. CQ Knowledge defines the exist in your respective contexts, success now) versus Long-term CQ Strategy: your awareness and Switch roles for a day with one of Time Orientation (emphasis on ability to plan for multicultural your peers who work with a long term planning) interactions. CQ Strategy leads to cultural group that is unfamiliar to CQ Action: your ability to adapt you. Recall a time when you felt Dimensions tips are:when re la t ing and work ing Short-term Time Orientation: out of your element but ended up interculturaly. CQ Action helps to priorities ‘quick wins’ and focus on succeeding. What led to your increase CQ Drive.the present implications. success in that cultural context?

For example: Long-term Time Orientation: To improve CQ Knowledge you • CQ Drive: What part of this

invest now for the future and have to work on:situation is most frustrating for • Culture – General: Business – emphasize long-term implications.you? read widely on culture from

• CQ Knowledge: What cultural On Low Context (emphasis on authors such David Livermore, knowledge would help address explicit communication – words) Erin Meyer, and Geert Hofstede. this dilemma? versus High Context (emphasis on Choose a country, region or • CQ Strategy: What next steps

indirect to communication – context, cultural group that is new to you, can be used to resolve this tone, etc.) or one that is important for your challenge?

business and commit to learn • CQ Action: What behaviors Dimension tips are: about it.should/shouldn’t be adapted? Low Context: be direct and explicit How? Why? and focus on getting your message • Culture – General: Values and

across clearly. norms – which cultural value W h a t a r e y o u r differences create the most suggestions to improve CQ?High Context: recognize the

Outlook:

O u t l o o k :

14

frustration for you in your role If you are working with a team, another culture and when is doing (e.g.: uncertainty avoidance, write your assumptions separately so unauthentic or detrimental to direct/indirect, etc.). and then bring together to see if gaining best results, or worse yet,

any are shared. Look for insulting? Devote time to learn more about LB:To adapt or not, for this you need similarities and differences this specific value and identify to ask yourself four questions:between cultures. ways to more effectively manage

• Is it a “tight” or “loose” culture? the differences. Take a CQ • Checking – recruit a CQ coach Determine the culture’s level of assessment and discover your a n d g a i n i n s i g h t s a b o u t tolerance for people who deviate cultural value scores approaches you are using in from the preferred social norms. situations you find challenging or

• C u l t u r e – G e n e r a l : The tighter the culture, the more to better enable you to seize Sociolinguistic – learn basic you should consider adapting. opportunities. Take time to reflect vocabulary for a new language When you are both from “tight” or on the behaviors you noticed – not (e.g. greetings, thank you, etc.). “loose” cultures, then a key what feelings these behaviors Focus on words and expressions question is who holds most provoked in you. Separate what is that will help you build rapport power?cultural and what is personal in with individuals who use this this situation.

• How can I best express my language. Write down idioms and intent ions? Discover the metaphors for the different culture To improve CQ Action you have to behaviors tha t wi l l mos t you are interacting with. work on:

• Speech acts – practice asking the effectively communicate what • Cultural – Specific: Leadership same thing in a very direct way you want to express. Come back

Identify leadership styles in and a very indirect way. Choose to the goal and ask whether the different cultures you come in three different cultural groups policy, practice or behavior contact with. Review resources with which you work (e.g. accomplishes that goal in this that describe the leadership Millennial, Accountants, British) cultural context.preferences for this culture (e.g. and write a different email for

• Am I comprising myself or the study the leadership styles of each group that communicates the organization? Know what people who have effectively led in same message in a way they will v a l u e s , c o n v i c t i o n s , a n d that context.) Understand what hear and respond to most behaviors you are unwilling to aspects of the article are biased effectively. compromise regardless of the towards a particular culture.

• Verbal – film yourself giving a goal. Determine your non-To improve CQ Strategy you have to presentation. Watch it and note negotiable ahead of time and plan work on: which cultures are likely to accordingly. Anticipate the • Planning – think about what connect most/least with it. Record consequences of not adapting and

challenges you face most any verbal behaviors that would see if there are other ways to consistently when working with a erode your credibility with certain compensate. different culture. Based on these cultural groups (e.g. levels of challenges develop a series of “If • Will retaining the differences enthusiasm, pace, volume, etc.). – Then” scenarios and develop actually make us stronger? Map several cultural intelligence • Nonverbal – choose a nonverbal the cultural differences and look responses (e.g. If a vendor doesn’t behavior that is uncomfortable for for how to use them to create deliver on time – then what will you, particularly if it is a common better solutions. Create a third you do?). Create a checklist for behavior in a group that you work space that brings together the best what you need to consider when with (e.g. looking/not looking of each culture involved.that task involves individuals someone in the eye, speaking to

Kindly share some tips from different cultures. fill any silences/allowing long for working effectively with silences after questions, etc.).

• Awareness – when meeting with culturally diverse colleagues and Research which cultures could culturally diverse participants, teams.find those behaviors annoying or

LB:n o t i c e t h e n o n v e r b a l offensive. If travelling to those • Formalize leader and member communication. Afterwards, cultures, observe above for a week

roles. Culturally diverse teams write down what you observed. before eliminating them from need clarity on the organization of When embarking on new ventures your interactions.the team. of entering new markets take time

• Create explicit instructions of to write down your assumptions. When should we adapt to

Outlook:

Outlook:

15

how decisions will be made. similar to what would be done for s o m e c u l t u r e s t e a c h t h e • E s t a b l i s h a p p r o p r i a t e a diverse team located in the same importance of saying“thank you”

communications patterns (e.g. place. after being served. In other what should or shouldn’t be • Find creative ways to develop cultures it is an insult to say communicated via email). relationships. “thank you” to someone who

• Create a cycle where members • Do not mix local and remote expects to serve you).deliver specific results in a meetings. • Chain of command: It may seem

• Remind everyone to speak more predetermined sequence. like some customers are trying to • Schedule a regular check-in slowly and clearly to help with “go over your head” when asking

process to assess team climate. sound interference and accent and to speak to a manager. In some language barriers. cultures, it is assumed you would

Idea Sharing and Feedback • Develop email protocol (e.g. prefer to defer the problem to • Ensure that each team member when to cc; when to pick up the someone more senior.

has an opportunity to share ideas phone; what team members prefer and innovations. what kinds of communication, Resolve Conflict Creatively

• Offer varied ways for team etc.) • Listen: Listen longer than usual members to share information to understand their point of view. (e.g. face to face, one-on-one, Tips for working with • Use empathy appropriately: written, etc.) culturally diverse customers and Learn how to express empathy for

• Offer the option for team constituents? various cultural contexts. Some members to provide collective LB: Avoid Using Standard individuals are simply happy to input from multiple team Responses h e a r “ I ’ m s o r r y ” o r “ I m e m b e r s ( e . g . w r i t t e n • Speech: When speaking with understand”. Other cultures need submission). nonnative-speakers, slow your to see some kind of action, even if

• Schedule a private conversation rate of speech, clearly articulate you cannot offer everything they with individuals who are averse to your words, and pause frequently want. direct conflict to determine their to allow the other person time to • Flexibility: Offer flexibility when point of view, rather than asking process the information or ask for you can and realize culture may them in front of other team clarification. play a role in your differing members. • Information: Determine whether perspectives.

• Clarify whether everyone needs to the person wants you “to the • Slow down: In tercul tura l provide input and if so, by when. point” or if they prefer more communication inevitably takes

details or social interaction. longer. Count the cost on Effective Meetings • Humor: Use humor with caution, customer satisfaction when trying • Establish meeting ground rules especially sarcasm. to finish an interaction too

and review them regularly. • Emai l s : Respec t cu l tu ra l quickly.• Communicate the agenda in differences. It is best to start advance. formally with how you address Do not Profile Anyone

• Review the purpose of the people (e.g. by title) and mirror • Anticipate: Use your increased meeting (information update, how people order importance of understanding about cultural make a decision, debate an issue, information. differences to anticipate how a etc.). • A w a r e n e s s : S h o w a n customer is likely to respond.

• If necessary, allow time for understanding for the customer’s • Adjust your approach: Be questions and responses to be context. (e.g. by referencing ready to adjust your approach discussed in native languages relevant events – such as Chinese when you receive cues that prior to sharing with business New Year – or changing the way suggest you should go a different language being used. you write the date – 20 March, or direction than anticipated.

• Understand that team members March 20) • Do not overdo it: A passing from certain cultures are less reference to the local context of likely to share opinions in a Do not take it Personally your client or customer can be meeting, particularly if it is a • Perspective: Do not jump to useful (e.g. how was Chinese dissident perspective or one that conclusions too quickly when a New Year?) but too much of this could create conflict. Others may customer appears upset. The can come across as insincere or believe their best contribution reaction could be cultural. Take a patronizing.c o m e s f r o m a s s e r t i v e l y pause and deep breath before • Never Profile: Never assume you confronting different opinions. responding. know what a customer does or

• Politeness varies: What you does not want based upon their Virtual Teams consider polite may come across cultural background.• Develop team expectations as insulting in other cultures (e.g.

Outlook:

16

Laiqu Rehman – Team Lead, PIM Consulting

PIM Consulting Services Successfully Implemented Quality Circles at

DOLLAR INDUSTRIES

The ‘ACE HAWKS’ QCC team at Dollar Industries won the “CHAMPIONS” title during the Quality Circle competition 2017 held at Dollar Industries (PVT) Ltd.

Over 100 employees comprising 14 Quality Circle teams participated in the Competition. A team of three independent judges assessedthe projects presented by team leads during the QCC convention held on 6 December 2017. The assessments were made on a weighted scale covering different aspects of the QCC projects that included annual corporate savings, project theme, final presentation, problem solving approach and the use various quality tools.

Dollar Industries (Pvt) tools, mentoring teams Limited is one of the dur ing the projec t l e a d i n g s t a t i o n e r y

selection, guiding them m a n u f a c t u r e r i n on solutions develop-Pakistan. Dollar has

successfully developed ment and finally orga-technical solutions and

nizing a successful QCC stands out as a one of the

convention event. leading brands in the stationery market. The company also continu- The basic motive behind ously strives to develop

Quality Circle activities and implement state of w a s t o d e v e l o p the art quality tools and fully implement Quality Circles at

techniques in their production employee ownership, identification their state of the art production facilities to ensure product quality facilities at SITE, Karachi. of improvement areas and develop-resulting in customer satisfaction.

ing a culture of continuous improve-The QCC Circle technique was The team of PIM consultants led by introduced by Dollar Industries ment in the organization. PIM Mr. Zafar Kamal, worked closely management in their facilities a with Dollar Industries employees consultancy helped Dollar Industries couple of years ago. Later they during this journey. The process

to successfully implement QCC, and approached PIM to develop and started with the introduction of also enabled them to utilize QCC implement a more professional Quality Circles at multiple tiers in the

mechanism for Quality Circles. The organization and included activities platform more professionally in the PIM consulting services therefore like training employees on QCC upcoming years.helped Dollar Industries to success-

“100 Participants, 14 Projects, 5 Million savings, well done Team Dollar” MD Dollar Industries (Pvt) Ltd.

17

PIM’s Professional Diploma Awarding Ceremony

Pakistan Institute of Management organized a Professional Diploma Awarding Ceremony on 2nd February, 2018 in Karachi. Diplomas were awarded to over 150 students who mainly consisted of professionals from various leading organizations in Pakistan. The guest speaker was

Secretary (Planning) Planning, Development & Special Initiative Department Government of Sindh. She gave a motiva-tional talk to the participants. This was followed by distribution of certificates.

PIM’s diploma programs provide professionals an opportunity to upgrade their knowledge and skills in their respective fields through an intensive and structured learning experience. Over the years, the increased participation of professionals is the reflection of effectiveness of PIM’s diploma programs and their market recognition.

Professional diplomas were awarded to the students for the following programs:

Dr. Shereen Mustafa,

Accounting and Finance, Management & Leadership, Healthcare & Hospital Management, Human Resource Management, Supply Chain Management, Marketing, Sales & Distribution Management, MS-Office Professional Program, Project Management, Health Safety & Environment and Industrial Relations & Labor Laws.

18

Human Resources Management

Team Work: Getting People to Work Together

Principles of Good Management

Financial Analysis: Concepts and Techniques

Skills in Administration

Brand Management

Negotiation Skills

Effective Communication Skills

creditors. This program will help managers to develop the skills, styles and confidence necessary to negotiate effectively. The program is especially appropriate for line or specialist executives who wish to understand the negotiation process.

PIM will conduct a course on “Human Resources Management” at Lahore from March 14 to 16, 2018 & Karachi from April 16 to 18, 2018.

The course is designed to provide a from April 18 to 20, 2018. sound basis of the field of Human

Resources Management and how is Communication is a manager's most Human Resources Management PIM will conduct a course on “Team important activity and he spends 90% of different from personnel management. Work: Getting People to Work Together” his time on it. Yet it is amazing how The aim of the course is to provide the at Karachi from March 05 to 07, 2018 & ineffective many managers are at the participants with the latest tools and Lahore from April 02 to 04, 2018. process. With effective communication, techniques in the field with special managers can make people, departments reference to the Pakistani scenario. Poor team-work is a phenomenon which and organizations work more efficiently.

many organizations suffer from. Getting This course is designed to teach people to work together in a cooperative m a n a g e r s e f f e c t i v e s k i l l s i n and collaborative manner, calls for skills communication and to improve their and attitudes on the part of managers and PIM will conduct a course on “Principles communication styles.group members which experience alone of Good Management” at Karachi from does not teach. This course has been March 5 to 7, 2018 & Islamabad from specially designed to help managers April 23 to 25, 2018.improve team-work and organizational effectiveness, and will benefit managers PIM will conduct a course on “Financial This program depicts the development at all levels. Analysis: Concepts and Techniques” at of management thinking over the past

Lahore from March 19 to 21, 2018. 120 years, from the three distinct earlier schools to contemporary management. It

The course is intended to develop skills provides managers with an in-depth PIM will conduct a course on “Skills in to assess the overall financial position of knowledge of all the managerial Administration” at Lahore from March the firm its strengths, weaknesses and functions, and how these can be used in 19 to 20, 2018 the financial implications of alternative our organizations. It also features the course of actions. This course will help most significant pathfinders, thinkers Administration is a process through in evaluating the performance of the and practitioners-whose ideas continue which hundreds of activities are organization, the course is useful for to shape management today. Managers initiated, coordinated and controlled. managers involved in corporate learn about the practical principles of The main instrument for administration planning and control, as well as for good management that make their are the rules, policies, procedures and personnel of DFI's and banks involved in organizations excel.work system which are designed to the financial evaluation of clients. A

ensure that work gets done effectively basic understanding of accounting is a with minimum time, effort and money. prerequisite.

PIM will conduct a course on “Brand The course is designed for junior and Management” at Karachi from April 9 to middle level managers who want to 10, 2018.e n h a n c e t h e i r a d m i n i s t r a t i v e

PIM will conduct a course on capabilities.“Negotiation Skills” at Karachi from The objective of the marketing function March 26 to 27, 2018 & Lahore from is only achieved through effective brand April 16 to 17, 2018. management. Brand Management gives

personality to a product, increasing its PIM will conduct a course on “Effective Negotiation skills are essential for all perceived value in the marketplace. Communication Skills” at Islamabad managers, be it negotiating with unions, Products are viewed in terms of their from March 14 to 16, 2018 & Lahore suppliers, customers, employees or market value and therefore, brand

Advanced MS Excel

Enhancing Leadership Skills

Management” at Lahore from December “Development Course for Supervisors” 11 to 12, 2017. at Karachi from December 18 to 19, PIM will conduct a course on

2017.“Advanced MS Excel” at Karachi from Stress is known as the silent killer. Its October 10 to 11, 2017.continued impact, which is seldom felt This course is designed to provide by an individual, weakens the human superv isors an oppor tuni ty to This course is designed for existing system and eventually leads to a understand the basic principles, Excel users who have a working breakdown of psychological and concepts and techniques of management knowledge of Excel and wish to further physical health. that will contribute to their effectiveness develop their spreadsheet skills by using

in leading people and utilizing the more complex features of the Today’s managers, burdened by ever resources. This course is primarily suited application. Basic knowledge in MS-increasing demands of information age for supervisors who have a large number Excel or any other spread sheet is management, are becoming increasingly of employees reporting to them. required.vulnerable to stress induced problems Overview of the Exceland decisions. Create and use worksheet templates

Define and use custom lists This program is aimed at providing Customize Excel defaultsmiddle and senior managers with a

Use Goal-seek and Solver to find PIM will conduct a course on comprehensive understanding of stress

answers “Enhancing Leadership Skills” at loaders in the i r personal and

Customize Excel toolbars Lahore from December 19 to 20, 2017.organizational lives, and helps them to

Specify, sort, filter, Advanced Filter develop effective stress management What are the attributes of quality & extract more complex data using strategies. leadership? How do we lead so our co-list management functionsworkers, supervisors and customers will Use the Advanced Excel Formulae

Finance and Accounting for want to follow us? Quality leaders create Import and export data from other Non-Financial Executives a compelling vision of the future and sources PIM will conduct a course on “Finance develop the strategies to achieve it. They Record a macro for automating tasksand Accounting for Non-Financial lead with both emotional intelligence Attach a macro to a command button Executives ” at Karachi from December and work to move the organization and a toolbar button11 to 13, 2017. forward. They are change creators and Write your own function in Excel

change managers. Drawing on examples using VBAThe course is intended for executives from your life and work experience, who do not have an accounting research on leadership, and classroom background, or who desire to brush up thought stimulating exercises, this their financial accounting. It provides course offers key principles and proven

Conflict Management extensive exposure to concepts and s t r a t eg ie s gua ran teed to g ive PIM will conduct a course on “Conflict practices of financial accounting, as well participants the confidence and know-Management” at Karachi from as to certain tools of financial analysis. how to successfully practice the art and December 5, 2017. science of leadership.Conflict is a disagreement among two or Presentation Skills for more individuals or groups. The modern

Managersview regarding conflict is that it is PIM will conduct a course on inevitable, and when it is channelized “Presentation Skills for Managers” at properly, it can actually be used for Lahore from December 12 to 14, 2017.enhancing performance. The hallmark

of a progressive organization is the way Managers have to spend a lot of their it uses the free flow of information to valuable time, preparing for a formal or achieve its goals; this free flow often an informal presentation. This course is results in conflict and becomes designed to impart skills that will help detrimental to the organization. The managers deliver their presentations program aims at recognizing effects of with confidence and ease, so that their dysfunctional and suppressed conflict, audience could easily grasp what is and at exploring how conflict can be presented to them and get appropriately handled cordially and constructively in influenced.the organization, so that organizational

interests are held paramount.Development Course for

Stress Management SupervisorsPIM will conduct a course on “Stress PIM will conduct a course on

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Management & Leadership held at Karachi

Improving Personal Effectiveness

Developing Marketing Skills

Effective Project Proposals

Project Monitoring, Evaluation and Control

How do Effective Managers Organize Themselves

Development Course for Supervisors

Strategic Management

Skills in Goal Setting and Work Planning

an opportunity to develop insights into how to develop effective market oriented strategies which will provide

PIM will conduct a course on their organizations a competitive PIM will conduct a course on “Improving Personal Effectiveness” at advantage and edge. “Developing Marketing Skills” at Karachi from August 21 to 23, 2017.

Islamabad from October 2 to 3, 2017.

This course has been designed to help For effective development of employees PIM will conduct a course on “Effective participants to make self-analysis from the proper identification of training Project Proposals” at Islanabad from different angles and identify their needs is critical. Training needs analysis December 18 to 19, 2017.weaknesses and strengths so that they is a key part of every manager’s role but, may be able to determine the required unfortunately, seldom are managers In order to win a potential project the course of action to improve their skills, equipped to deal with this specialist task. comprehensive proposal must contain knowledge and personality. The course

all the necessary information.is based on self-learning through The primary objective of this course is to This course has been designed for questionnaires, tests and exercises.provide the participants with relevant professionals who are responsible for tools and techniques to assess the generating project proposal.training needs within their respective roles. The course will be covering the

following topics:PIM will conduct a course on “Project Table of ContentsMonitoring, Evaluation and Control” at

Executive SummaryLahore from September 12 to 13, 2017.

IntroductionPIM will conduct a course on “How do E f f e c t i v e M a n a g e r s O rg a n i z e Scope of ServicesProject monitoring allows project Themse lves” a t Karach i f rom managers and project stakeholders to Project PlanSeptember 26 to 27, 2017.continuously evaluate the performance Resource Requirements

of projects against agreed parameters, Terms and ConditionsEffective time management and whereas project control provides Case Studypersonal organization skills are essential effective mechanisms to keep projects

for effectiveness of a manager in any on track. This training program enables organization system. In a business participants to understand the tools and organization every effective manager techniques for effective monitoring and requires excellent time management control during the life of a project. PIM will conduct a course on skills to organize his/her activities and

“Development Course for Supervisors” roles. If you want to improve your T h e p r o g r a m w i l l p r o v i d e at Karachi from December 18 to 19, managerial effectiveness, to make your comprehensive knowledge about the 2017.organization more competitive, then you methods for project monitoring and should attend this course. evaluation. It will also assist in This course is designed to provide

understanding project reporting superv isors an oppor tuni ty to requirements and developing effective understand the basic principles, strategies for controlling projects PIM will conduct a course on “Strategic concepts and techniques of management

Management” at Lahore from October that will contribute to their effectiveness 10 to 11, 2017. in leading people and utilizing

resources. This course is primarily suited In today’s global and indigenous for supervisors who have a large number PIM will conduct a course on “Skills in environment which is dominated by fast of employees reporting to them. Goal Setting and Work Planning” at paced change, an international financial

Karachi from August 29 to 31, 2017.contagion, an emergent recession, spiraling cost of inputs, food inflation,

In this course extensive exposure to growing unemployment, nascent

exercises will help participants to learn protectionism and serious terrorism and

the concepts of corporate planning and law and order issues, the challenge

its linkage with corporate objectives and facing all strategists is to correctly

the strategy for the accomplishment of envision the future and develop

each goal. The focus will be to help competitive but flexible strategies.

participants to learn the art of negotiating goals with others, and

This program will provide strategy monitoring and controlling goals and

makers a forum to intensively discuss their achievement.

and understand key strategic issues, and

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management is a highly rewarding challenge. The principles, techniques and concepts behind brand management have evolved highly in an intensely competitive market of today, where competition has become globalized with the information revolution. It is therefore, critical to learn cutting edge strategies and tactics for effective brand management.

PIM will conduct a course on “Contracts Management” at Islamabad from April 09 to 10, 2018.

Are your projects being derailed by demands for international level April 09 to 10, 2018.outsourcing with high hidden costs? Are management, organizations and contracted services exceeding budget individuals need to invest in Contracts Increasingly, people want to find a and schedule due to poor internal Management skills to survive and balance between work, personal and contracts management? Are contracts compete in an extremely competitive family lives that enables success in each being terminated or tied up in claims or future. Let us help you get started on the area. Finding this balance is difficult but, litigation? road to contracts management success when found, the benefits to the

today. individual and the organization are I f these sound fami l ia r, your enormous . In an inc reas ing ly organizat ion needs to develop pressurized environment, this course professional Contracts Managers, who will help employees at all levels to take can manage your contracts in an efficient control of their working lives and

PIM will conduct a course on way. Contracts management training achieve the goals and objectives of their “Presentation Skills for Managers” at prepares you to understand the complete job. Lahore from April 09 to 10, 2018.project cycle from acquisition planning

and source selection to contracts This engaging program is highly Managers have to spend a lot of their administration up to final claims participative and covers a wide variety valuable time, preparing for a formal or management. of personal organization and personal an informal presentation. This course is effectiveness topics. By the end of the designed to impart skills that will help Through this course, you’ll learn how to course, participants will have practical managers deliver their presentations use the core set of contracting skills that and worthwhile action points that they with confidence and ease, so that their are needed to: can implement immediately to help audience could easily grasp what is improve their effectiveness in, and away Manage risks effectively.presented to them and get appropriately from, the work.influenced

Evaluate price and cost proposals efficiently.

Define, establish and justify "fair and PIM will conduct a course on “Skills in PIM will conduct a course on “Problem reasonable" prices. Goal Setting and Work Planning” at Solving and Decision Making Skills” at Karachi from March 05 to 07, 2018 & Karachi from April 09 to 11, 2018. Lahore from April 02 to 04, 2018.Use p roven t echn iques fo r

conducting successful negotiations.This course will provide a conceptual In this course extensive exposure to framework for rationale, accuracy and exercises will help participants to learn Contracts management training is for efficiency in problem identification and the concepts of corporate planning and you if you are a contracts manager, a effective decision making. The its linkage with corporate objectives and p r o j e c t m a n a g e r, a c o n t r a c t s workshop is designed for senior and the strategy for the accomplishment of administrator, a sales or business middle level managers involved with each goal. The focus will be to help development manager, a contracts the decision making process. participants to learn the art of proposal writer, a member of a source

negotiating goals with others, and selection team or a commercial contracts monitoring and controlling goals and professional who wants to strengthen his their achievement.or her abilities. With shrinking project PIM will conduct a course on “Art of

profits and increasing customer Peak Performance” at Islamabad from

Contracts Management

Presentation Skills for Managers

Skills in Goal Setting and Problem Solving and Work PlanningDecision Making Skills

Art of Peak Performance

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Supply Chain ManagementManagement Course for Junior Executives

Training Techniques for Trainers

Training Needs Analysis

Developing Human Resource and Administrative Policy Manual

Executive Secretaries Course

Strategic Marketing Planning

The fast paced business environment, where the competition is cut throat, PIM will conduct a course on “Supply requires marketing activities that are Chain Management” at Karachi from better planned and controlled to pre-November 6 to 7, 2017. Lahore from PIM will conduct a course on empt environmental and competitive November 29 to 30, 2017. “Management Course for Junior threats with due consideration given to

Executives” at Islamabad from the company’s marketing assets and Organizations all over the world are November 13 to 16, 2017.brand position. This workshop is going through significant changes, designed to provide the participants with refocusing on core activities and PIM's very popular course MJE is an concepts and skills in strategic divesting themselves of many of the ideal vehicle for giving first exposure in marke t ing beyond bas i c s and support functions traditionally carried management to those who are about to fundamentals. it takes a closer look at the ‘in-house’. We are on the brink of a begin their management careers, and to key strategies, customer insights and major movement towards outsourcing those who have recently been promoted knowledge that are invaluable to the the logistics function. This development to the management cadre. It covers, in success of an organizationhas led to the broader concept of considerable depth, the process of

logistics that encompasses the functions management and the functions of of both suppliers and customers in an administration, modern concepts and integrated supply chain. The topics practices in all functional areas of include value chain analysis, strategic management e.g. Organizational partnerships and alliances, international Behavior and Management, Personnel operations, network optimization, best Management, Marketing Management, PIM will conduct a course on “Training practices and bench marking. O p e r a t i o n s M a n a g e m e n t , Techniques for Trainers” at Karachi

Administrative Control, Financial from December 26 to 28, 2017.Management etc.

PIM will conduct a course on “Training Managers have to be good trainers for Needs Analysis” at Lahore from both the organization's success as well as November 6 to 7, 2017. for their own success. It is a key

responsibility of managers to train and For effective development of employees develop their subordinates however, the proper identification of training organizations pay little attention to equip needs is critical. Training needs analysis their managers with the necessary skills is a key part of every manager’s role but, and knowledge to carry out these PIM will conduct a course on unfortunately, seldom are managers responsibilities successfully. This “Developing Human Resource and equipped to deal with this specialist task. course is beneficial for all managers.Administrative Policy Manual” at

Lahore from November 27 to 30, 2017.The primary objective of this course is to Contracts management training is for provide the participants with relevant you if you are a contracts manager, a With the increase in pressure from global tools and techniques to assess the p r o j e c t m a n a g e r, a c o n t r a c t s market it is imperative for managers in training needs within their respective administrator, a sales or business Pakistani industry to have complete roles. development manager, a contracts understanding of the Human Resource

proposal writer, a member of a source issues in the industry. The purpose of selection team or a commercial contracts developing a manual is to define the professional who wants to strengthen his policies and procedures that affect and

PIM will conduct a course on “Executive or her abilities. With shrinking project Secretaries Course” at Lahore from profits and increasing customer apply to the various types of employees November 6 to 7, 2017. demands for international level in the organization. The policies provide

management, organizations and information about working conditions, This course has been designed to train individuals need to invest in Contracts employee benefits, and policies and develop personal secretaries so that Management skills to survive and affecting employment. This course is they may be able to provide effective compete in an extremely competitive designed for HR personnel & administrative support to their future. Let us help you get started on the individuals involved in developing executives and run the office efficiently. road to contracts management success polices & procedures.

today.C o r r e s p o n d e n c e a n d f i l i n g responsibilities, secretarial services, information handling, dealing with people, managing time, etc. are essential PIM will conduct a course on “Strategic elements of this training program. Marketing Planning” at Islamabad from

November 27 to 29, 2017.

management is a highly rewarding challenge. The principles, techniques and concepts behind brand management have evolved highly in an intensely competitive market of today, where competition has become globalized with the information revolution. It is therefore, critical to learn cutting edge strategies and tactics for effective brand management.

PIM will conduct a course on “Contracts Management” at Islamabad from April 09 to 10, 2018.

Are your projects being derailed by demands for international level April 09 to 10, 2018.outsourcing with high hidden costs? Are management, organizations and contracted services exceeding budget individuals need to invest in Contracts Increasingly, people want to find a and schedule due to poor internal Management skills to survive and balance between work, personal and contracts management? Are contracts compete in an extremely competitive family lives that enables success in each being terminated or tied up in claims or future. Let us help you get started on the area. Finding this balance is difficult but, litigation? road to contracts management success when found, the benefits to the

today. individual and the organization are I f these sound fami l ia r, your enormous . In an inc reas ing ly organizat ion needs to develop pressurized environment, this course professional Contracts Managers, who will help employees at all levels to take can manage your contracts in an efficient control of their working lives and

PIM will conduct a course on way. Contracts management training achieve the goals and objectives of their “Presentation Skills for Managers” at prepares you to understand the complete job. Lahore from April 09 to 10, 2018.project cycle from acquisition planning

and source selection to contracts This engaging program is highly Managers have to spend a lot of their administration up to final claims participative and covers a wide variety valuable time, preparing for a formal or management. of personal organization and personal an informal presentation. This course is effectiveness topics. By the end of the designed to impart skills that will help Through this course, you’ll learn how to course, participants will have practical managers deliver their presentations use the core set of contracting skills that and worthwhile action points that they with confidence and ease, so that their are needed to: can implement immediately to help audience could easily grasp what is improve their effectiveness in, and away Manage risks effectively.presented to them and get appropriately from, the work.influenced

Evaluate price and cost proposals efficiently.

Define, establish and justify "fair and PIM will conduct a course on “Skills in PIM will conduct a course on “Problem reasonable" prices. Goal Setting and Work Planning” at Solving and Decision Making Skills” at Karachi from March 05 to 07, 2018 & Karachi from April 09 to 11, 2018. Lahore from April 02 to 04, 2018.Use p roven t echn iques fo r

conducting successful negotiations.This course will provide a conceptual In this course extensive exposure to framework for rationale, accuracy and exercises will help participants to learn Contracts management training is for efficiency in problem identification and the concepts of corporate planning and you if you are a contracts manager, a effective decision making. The its linkage with corporate objectives and p r o j e c t m a n a g e r, a c o n t r a c t s workshop is designed for senior and the strategy for the accomplishment of administrator, a sales or business middle level managers involved with each goal. The focus will be to help development manager, a contracts the decision making process. participants to learn the art of proposal writer, a member of a source

negotiating goals with others, and selection team or a commercial contracts monitoring and controlling goals and professional who wants to strengthen his their achievement.or her abilities. With shrinking project PIM will conduct a course on “Art of

profits and increasing customer Peak Performance” at Islamabad from

Contracts Management

Presentation Skills for Managers

Skills in Goal Setting and Problem Solving and Work PlanningDecision Making Skills

Art of Peak Performance

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Project Management (Group-A) held at Karachi

Essential of Performance Management System and Its ImplementationProduction Operations Management Managerial Transition: From Operational Manager to Strategic ThinkerManaging Learning and Development FunctionTeam Work: Getting People to Work TogetherSkills in Goal Setting and Work PlanningProject Monitoring, Evaluation & ControlPresentation Skills for ManagersCounselling SkillsA Comprehensive Approach to Strategic HR ManagementNegotiation SkillsEffective Letters, Report and PresentationsContinual Improvement Through KAIZEN Management SystemThe Power of Connection (Activity Based Learning)Effective Communication SkillsMotivating Self & OthersSelling CompetenciesAdvanced MS OfficeData Analysis Techniques for Effective Decision Making

Advanced MS ExcelArt of Managing Conflicts EffectivelyHealth and Wellness at WorkCorporate & Business LawWorkshop on Project ManagementEffective Communication SkillsDigital ForensicsStrategic Delivery of Change: Organizational SuccessStress ManagementDigital TransformationWorkplace DiversityWorkplace Harassment & ViolenceAnger Management How To Become Successful ConsultantPreventing Executive Derailment Art of Peak PerformanceContracts ManagementFinance And Accounting For Non-financial ExecutivesIntegrated QHSE Management SystemFostering Intra-Preneurial Skills in Organizations Energy ManagementEmotional Intelligence for Workplace SuccessInternet of Things (IOTs)Principles of Good ManagementEnhancing Leadership Skills

Team Work: Getting People to Work TogetherSkills in Goal Setting and Work PlanningPrinciples of Good ManagementHandling Difficult PeopleCreating Competitive and Productive MindsetEffective Purchase ManagementDashboard Reporting & Data Analysis with MS ExcelUnderstanding Labour Laws & PoliciesNegotiation SkillsMaterial Handling and WarehousingStrategic Marketing ManagementInsurance Sales ManagementEnhancing Leadership SkillsHow Do Effective Managers Organize ThemselvesAssertiveness SkillsLean Six Sigma: Green BeltTechnology Governance: Concepts and TechniquesProblem Solving and Decision Making SkillsAdvanced MS ExcelPlanning & Scheduling With Primavera P6 V16.1CISCOM – Certificate In Supply Chain & Operations ManagementBrands Management Digital TransformationCost Evaluation and BudgetingHuman Resource ManagementWorkshop on Project ManagementDevelopment Course for SupervisorsStress ManagementBuilding Resilience: Prepare Yourself to Thrive in Challenging Times

Understanding PPRA RulesMaintenance Management: From Breakdown Maintenance to Total Productive Maintenance Advanced MS Access 2010 with MySQL ServerQuality Assurance & ManagementLeadership for CEOsDashboard Reporting & Data Analysis with MS ExcelBuilding Resilience: Prepare Yourself to Thrive in Challenging TimesTraining Techniques for TrainersHuman Resource ManagementSkills in AdministrationFinancial Analysis: Concepts and TechniquesLean 5S Advance CourseInnovative LeadershipSecurity and Risk ManagementSkills in SupervisionLearn MS Office 2016

March - April 2018

KARACHI

LAHORE

ISLAMABAD

For details and registration please contact the Program Office

Head Office:

Branch Office Lahore:

Branch Office Islamabad:

Branch Office Peshawar:

Shahrah Iran, Clifton, Karachi. Tel: (021) 99251718 EPABX (021) 99251711-14

Fax: (021) 99251715 E-mail: pimkhi@pim.com.pk Website: www.pim.com.pk

70-B/2, Gulber-III, Lahore. Tel: (042) 99263137

EPABX: (042) 99263133-35 Fax: (042) 99263138 E-Mail: pimlhe@pim.com.pk

International Islamic University, Faisal Masjid Campus,

Faisal Avenue, Islamabad. Telephone: (051) 9262610 E-mail: pimisb@pim.com.pk

ICMS College System, Opposite Board of Intermediate and

Secondary Education, Jamrud Road, Peshawar. Phone: (091) 5851634-35Email: pimpeshawar@pim.com.pk

Certified MS Excel Professional Program

Starting: Nov 19, 2017 Day: Sunday

Duration: 3 MonthsTimings: 10 a.m. to 4 p.m.

Achieving Global Goals 2030 through Corporate Social Starting: Nov 26, 2017 Day: Sunday

Duration: 4 MonthsTimings: 10 a.m. to 4 p.m.

Diploma in Human Resource Management

Starting: Dec 6, 2017 Day: Mon & Wed

Duration: 4 MonthsTimings: 6 p.m. to 9 p.m.

Diploma in Industrial Relations and Labor LawsStarting: Sep 24, 2017 Day: Sunday

Duration: 3 MonthsTimings: 10 a.m. to 4 p.m.

Diploma in Insurance Management

Starting: Dec 10, 2017 Day: Sunday

Duration: 4 MonthsTimings: 10 a.m. to 4 p.m.

Diploma Management and Leadership Starting: Dec 6, 2017 Day: Tue & Thur

Duration: 4 MonthsTimings: 6 p.m. to 9 p.m.

Diploma in Industrial Relations and Labor LawsStarting: Dec 10, 2017 Day: Sunday

Duration: 3 MonthsTimings: 10 a.m. to 4 p.m.

Diploma in Administrative Skills

Starting: Jan 10, 2018 Day: Mon & Wed

Duration: 4 MonthsTimings: 6 p.m. to 9 p.m.

Arabic Language Course - Level 01

Starting: Nov 19, 2017 Day: Thursday Timings: 6 p.m. to 9 p.m& Sunday Timings: 2 p.m to 5 p.m.

Duration: 3 Months

Diploma in Project ManagementStarting: Dec 7, 2017 Day: Tue & Thur

Duration: 4 MonthsTimings: 6 p.m. to 9 p.m.

Diploma in Healthcare and Hospital Management Starting: Dec 10, 2017 Day: Sunday

Duration: 4 MonthsTimings: 10 a.m. to 4 p.m.

Diploma in Accounting and Finance

Starting: Nov 22, 2017 Day: Mon & Wed

Duration: 3 MonthsTimings: 6 p.m. to 9 p.m.

CSCP Study GroupStarting: Dec 7, 2017 Day: Tue & Thur

Duration: 4 MonthsTimings: 6 p.m. to 9 p.m.

Chinese Language - Long Live Pakistan China FriendshipStarting: Nov 17, 2017 Day: Tue & Fri

Duration: 3 MonthsTimings: 6 p.m. to 9 p.m.

March 05 - 07March 05 - 07March 05 - 07March 05 - 06March 05 - 06March 12 - 13March 12 - 13March 19 - 20March 26 - 27March 26 - 27March 26 - 27March 26 - 27April 02 - 03April 02 - 03April 02 - 03April 02 - 06April 02 - 04April 09 - 11April 09 - 10April 09 - 11April 09 - 13April 09 - 10April 12 - 14April 16 - 17April 16 - 18April 16 - 20April 23 - 24April 23 - 24April 23 - 24

March 02 - 03March 05 - 06March 05 - 07March 07 - 09March 07March 12 - 13March 12 - 13March 12 - 14March 14 - 16March 19 - 20March 19 - 21March 19 - 20March 26March 26 - 27March 26 - 27March 26 - 27

March 26 - 27March 26 - 28March 27 - 28April 02 - 03April 02 - 04April 02 - 04April 09 - 10April 09 - 10April 12 - 13April 12 - 13April 16 - 17April 16 - 18April 16 - 18April 16April 18 - 20April 19 - 20April 23 - 24April 23 - 25April 25 - 27

March 05 - 06March 07 - 08March 07 - 08March 12 - 13March 12 - 16March 14 - 16March 15 - 16March 19 - 20March 19 - 20March 19 - 21March 22March 29 - 30April 02 - 03April 02 - 04April 05April 09 - 10April 09 - 10April 09 - 11April 10 - 12April 12 - 13April 16 - 17April 17 - 19April 19 - 20April 23 - 25April 23 - 24

LAHORE

Diploma in Education ManagementStarting: Mar 10, 2018 Day: Saturday

Duration: 3 MonthsTimings: 3pm to 9pm Diploma in Quality Management

Starting: Mar 11, 2018 Day: Sunday

Duration: 3 MonthsTimings: 10am to 4pm

Certified MS Excel Professional ProgramStarting: Mar 18, 2018 Day: Sunday

Duration: 3 MonthsTimings: 10am to 4pm

CSCP Study Group at KarachiStarting: Apr 11, 2018 Day: Mon & Wed

Duration: 5 MonthsTimings: 6pm to 9pm

Diploma in Accounting and FinanceStarting: Apr 6, 2018 Day: Mon & Wed

Duration: 3 MonthsTimings: 6pm to 9pm

Diploma in Project Management at KarachiStarting: Apr 24, 2018 Day: Tue & Thr

Duration: 4 MonthsTimings: 6pm to 9pm

®PMP Exam Preparation

Starting: Mar 11, 2018 Day: Sunday

Duration: 2 MonthsTimings: 4pm to 10pm Diploma in Organizational

PsychologyStarting: Mar 25, 2018 Day: Sunday

Duration: 3 MonthsTimings: 10am to 4pm

Diploma in at Lahore

Project Management

Starting: Mar 20, 2018 Day: Tue & Wed

Duration: 4 MonthsTimings: 6pm to 9pm

PMP® Exam Preparation

Starting: Mar 11, 2018 Day: Sunday

Duration: 2 MonthsTimings: 4pm to 10pm

CSCP Study Group at LahoreStarting: Mar 11, 2018 Day: Sunday

Duration: 5 MonthsTimings: 10am to 4pm