IIM Ahmedabad

Corporation & Its Customer: An Integrated Perspective
Programme Director: Prof. M. R. Dixit
December 13-18, 2004
Fees: Rs. 35000 (US$ 1000 for participants from other countries)

Objectives:

• Define and discuss the multiple roles of the customers vis-à-vis the corporation

• Delineate the implications of the roles for various functions within the corporation

• Design strategies to harness the opportunities from each role and think through implementation issues

• Provide a platform for sharing experiences and learning from each other

For: CEOs of corporations, heads of independent strategic business units, top and senior executives in charge of major functions. The corporations would benefit more from the programme if they sponsor a cross-functional or cross-divisional team.

Contents:

• Our customers, key value propositions, and roles

• Corporation, customers, and competitive advantage

• Customer satisfaction and dissatisfaction: measurement and strategies

• Collaborating with customers

• Harnessing new product and customer opportunities

• Role review and reformulation of strategies

• Implementation issues