The ChiCago ManageMenT insTiTuTeinfo.chicagobooth.edu/.../chicago-booth-cmi-2017.pdf · business...

The ChiCago ManageMenT insTiTuTe

January 20–JunE 30, 2017

george wu John P. and LiLLian a. GouLd ProfEssor of BEhavioraL sciEncE

MaKe TheChiCago aPProaCh Your ownsimply put, the chicago approach builds you up. The Executive Education curriculum, faculty, and community are all designed to support and strengthen you every day, every step of your advancing career.

it gives you the agility to navigate the complexity of leading in a world of constant change, the acumen to inspire high-impact ideas through purposeful inquiry, the concepts for turning data into actionable insights, and the frameworks for multidimensional problem solving.

Most importantly, it provides you with a mutually supportive community that collaborates in the spirit of helping you succeed even further in your own way.

it all comes together through the chicago approach that’s empowering leaders who are creating enduring impact in the world.

whaT MaKes ChiCago BooTh The BesT PLaCe To aDVanCe Your organiZaTion anD Your Career?

Consistently ranked among the top programs in the United States and worldwide, Executive Education at Chicago Booth is founded in the same educational philosophy as our MBA, Executive MBA, and PhD programs.

Every idea is examined with a belief in data over dogma. We prefer to let arguments stand and fall on their own merit. Ideas are authentically and rigorously tested and refined through honest and thoughtful discussion and discourse.

In the Chicago Management Institute (CMI), ideas compete and people collaborate. After being immersed in this program, you will leave prepared to face any business challenge in your career. Those who study at Booth are comfortable when there is no formula to direct them and no path to follow. They are prepared to handle uncertainty and are known for the power and authenticity of their ideas.

You get access to cutting-edge, Nobel Prize-winning research

Our faculty redefined the science of the stock market, originated the study of modern finance, pioneered database marketing, and defined the concept of social capital. Booth continues to shape the way the world does business.

You learn from top faculty at Chicago Booth

Booth professors and practitioners collaborate and consult with firms, serve on corporate boards, and start their own companies. Government and business leaders worldwide seek them out for their expert analysis and advice. With their masterful mix of theory and application, you can start applying what you learn immediately.

You will build a strong network that lasts a lifetime

Our programs attract many of the brightest and best senior executives. After learning from each other in a confidential environment, you’ll create close bonds and networks you can tap into throughout your personal and professional life.

aPPLY ToDaY: chicagoBooth.edu/cMi

iT’s TiMe For CMiDesigned to give you maximum exposure to key business concepts and strategies, CMI grants access to highlights of our best programs taught by top Chicago Booth faculty.

The program is structured in a way that benefits our participants. Sessions convene every other Friday and on two Saturdays for a total of 15 class days over six months. Unlike traditional weeklong formats, CMI provides time for participants to absorb, implement, and experiment between sessions.

CMI also provides a forum to share business challenges and craft customized solutions as the cohort progresses from week to week.

Other key outcomes:

• You will develop the skills to anticipate and address critical business issues.

• The flexible format allows you the opportunity to immediately apply new concepts to your company’s challenges, confer with professors and classmates about the results at later sessions, and continue the conversations from month to month as you implement customized solutions.

• With no exams or grades, CMI allows you to maximize your learning experience even if it has been years since you took a seat in a classroom.

who shouLD aTTenD? High-performing executives from a wide variety of backgrounds and industries have used CMI to springboard their companies and their careers to the next level.

Past participants include: presidents, vice presidents, general counsels, general managers, directors, entrepreneurs, engineers, scientists, owners, and managers of small businesses.

KeY BeneFiTs oF The PrograM• Learn business essentials taught by world-

renowned faculty who teach how to think, not what to think.

• Develop a comprehensive understanding of the key issues for various functional areas within a company: strategy, leadership, decision making, brand management, marketing, accounting, and finance.

• Strengthen strategic decision-making skills.

• Learn new ways to define problems, gather data, and develop solutions.

• Learn how to manage across functional areas and lead cross-functional teams.

• Network and establish long-term relationships with key executives from other organizations.

The ChiCago ManageMenT insTiTuTeas an executive, you need access to the latest business thinking and tools to competitively position yourself and your company—for today and for the future. The chicago Management institute gives you access to both in a format that works with your busy schedule.

PrograM DeTaiLs2017 PrograM DaTesJanuary 20–June 30

inFo session DaTesTuesday, september 27, 6–7 p.m. Wednesday, october 5, 12–1 p.m.Thursday, november 3, 5:30–6:30 p.m.Thursday, december 1, 5:30–6:30 p.m.

PrograM Fee$25,725

The fee includes tuition, course materials, continental breakfast, lunches, refreshments, some group activities, and some dinners. Lodging and transportation costs are not included.

note: Program, instructors, and fee are subject to change.

TaLK To our CLienT serViCe sPeCiaLisTs: 312.464.8732

aCCess CuTTing-eDge ConTenT FroM BooTh’s BesT PrograMscMi covers the essentials of business in an engaging classroom environment. This is the knowledge you need, in a format you want.

The ChiCago ManageMenT insTiTuTe sEssions ouTLinE

Each full-day course session typically covers two topics. While there are no exams, participants are expected to read course materials, prepare for each session, and actively participate in class discussion. Course topics are presented in the following modules.

BuiLdinG and iMPLEMEnTinG GroWTh sTraTEGiEsExplore opportunities for growth while developing analytical frameworks for understanding competitors and market dynamics.

Select topics:

• The interplay between goals, strategies, and management

• Role of the general manager in setting strategy

• Analyzing competitor performance and patterns

financiaL accounTinG and anaLysisExplore the impact of accounting choices on external financial reporting and examine the role of financial statement analysis in the evaluation of the firm and in the prediction of its future.

Select topics:

• Accrual accounting and cash flows

• Revenue recognition, accounting choices, and estimates

• Financial statement analysis, forecasting, and working capital management

LEadErshiP EffEcTivEnEssDiscussions will focus on how to create a practical foundation for skill-building through reflection, self-awareness, learning the right lessons from experience, and application toward a Personal Leadership Challenge.

Select topics:

• The relationship between personal characteristics and situational factors

• How leadership styles and behaviors drive organizational performance

• Developing insight skills and creating action plans



sTraTEGic MarkETinG ManaGEMEnT

Focus on strategic customer analysis and management, leveraging core competencies, competitor analysis, creating strategies for sustainable competitive advantage, and new product strategy.

Select topics:

• Strategic customer analysis

• Pricing and new product development strategies

• Product strategy from positioning to market

nEGoTiaTion and dEcision-MakinG sTraTEGiEsUsing the latest advances in economics and psychology, learn how to recognize and overcome flaws in negotiation and decision making. Develop strategic frameworks for making sound decisions.

Select topics:

• A systematic framework for improving negotiation outcomes

• Understanding individual and group decision making

• Structuring problems to reach appropriate solutions

ManaGEriaL financEThis module offers a financial approach to managerial decision making and will increase your comprehension of current analytical practices and techniques.

Select topics:

• Capital markets and the corporate manager

• Net present value and discounted cash flow analysis

• Risk, return, and asset pricing

ThE PsychoLoGy of infLuEncE in orGanizaTions

Effective managers achieve goals by winning the cooperation of others. This module focuses on the psychological tools for influencing others.

Select topics:

• Techniques for motivating and influencing others

• Getting out of impasse situations

• Getting commitment from others and building reciprocity

undErsTandinG your cusToMErThis module provides a powerful framework to better understand your customers. What can we learn from “raving fan” customers, and how can we build more of these advocates among your customer base?

Select topics:

• How to create new customers

• How to guide a customer from ignorance to advocacy

• How to more fully engage existing customers

MErGErs & acquisiTions sTraTEGyGain an understanding of the analytical framework and tools necessary to evaluate and execute mergers, acquisitions, and corporate restructuring. You will develop a strategic plan for M&A activity and identify key issues to consider.

Select topics:

• M&A patterns that work and don’t work

• How to evaluate and select potential acquisitions

• Assessing organizational systems and cultural fit

BuiLdinG and ManaGinG sTronG BrandsGain an overview of the nature and power of brands that goes well beyond name or logo. Learn how brand power derives from the set of thoughts and associations that consumers have about that brand that is built over time.

Select topics:

• Customer mindset and customer-based brand equity pyramid

• A system of measuring, evaluating, and focusing brand efforts

• Eight characteristics of strong brands


• senior executives who need to update their MBa knowledge

• Executives with little or no formal training in business

• functional managers preparing for general management positions

Participants typically include presidents, vice presidents, general counsels, general managers, directors, entrepreneurs, engineers, scientists, owners, and managers of small businesses.

ConneCT To a PowerFuL neTworK Building relationships and sharing knowledge with your cMi colleagues and faculty enhances the value of the classroom experience.

ManageMenTLeVeL

46%

35%

19%

46% senior Management

35% upper/Middle Management

19% Middle Management

CoMPanY siZeBY nuMBer oF

eMPLoYees

34%

28%

19%

12%

7%

34% 5000+

28% Less than 250

19% 1000 to 5000

12% 250 to 500

7% 500-999

CoMPanY siZeBY saLesVoLuMe

43%

31%

9%

9%

8%

43% Less than $100 million

31% $1 billion +

9% $100 to $249 million

9% $250 to $499

8% $500 to $999

inDusTrY

22%21%

12%

11%

6%6%6%5%

4%3%3%

22% Manufacturing

21% Business services

12% health services

11% Transportation, communications, Electric, Gas, and sanitary services

6% Educational services

6% finance—insurance and real Estate

6% Engineering, accounting, research, Management, and related services

5% construction

3% retail Trade

3% Wholesale Trade

1% Membership organizations

snaPshoT oF reCenT CMi ParTiCiPanTscompanies recently represented by cMi participants include:


Barrington Lopezformer vice PresidentMidwest division of fortune 100 Technology company

“I decided to attend CMI during a career sabbatical because I wanted to develop additional decision making and business tools to help build businesses across a competitive and complex marketplace at the intersection of emerging technology, cultural changes, data acquisition, and unclear regulatory environments.

“CMI offered a multi-week framework for exploration across multiple business disciplines—such as strategy, marketing, accounting, leadership, management, and operations—which I believe is very important for 21st century leadership.

“In this rapidly changing technology environment, a course like CMI teaches you the breadth of scope of your high-impact decisions, the financial “language” around the decision making process, and the tools to analyze options based on historical patterns.”

“ i gained exceptional insight into the product, marketing and strategy decision-making process and how to place a business valuation on those decisions.”

ParTiCiPanT ProFiLeBarrinGTon LoPEz

sTaYingConneCTeDchicago Booth is committed to providing cMi graduates opportunities to network, socialize, and participate in continued learning opportunities long after the program ends.


ConTinue Your ConneCTion To The CMi CoMMuniTY Through:

CMI Reunions

Network across cohorts and upgrade your skills by participating in “back to the classroom” planned reunions.

CMI Social Events

Meet and mingle with other CMI participants by attending CMI Happy Hours and other planned social activities.

CMI on LinkedIn

Join the Chicago Booth Executive Education group on LinkedIn to professionally connect with the greater CMI community.

The CMI Listserve

Receive regular emails with Chicago Booth news events, CMI updates, featured faculty research, and featured faculty online presentations.

Chicago Booth Publications

Gain access to publications such as Chicago Booth Review, which summarizes current faculty research.

Booth-sponsored Events

Receive invitations to events such as the annual Management Conference, annual Economic Outlook Luncheon, Chicago Conversations, and the Global Leadership Speaker Series.


Meet Mehtahead of Global iT vendor ManagementMotorola solutions

“In my role, I lead the effort to develop holistic and forward-looking sourcing strategies that effectively balance the risk and return on the investment to the firm. I have responsibility to directly manage and lead large, complex, high value/high risk outsourcing deals.

“I wanted to develop new ways of analyzing and solving business challenges. In CMI, we are encouraged to critique which strategies are appropriate, in what situations, and why. It makes you think outside the box.

“The caliber of the participants in our cohort is incredible. Collectively, there’s such a vast amount of experience and practical wisdom that the opportunities to enhance your knowledge seem almost infinite.”

“ cMi’s unique schedule was perfect for learning new skills and applying them to work the very next week.”

ParTiCiPanT ProFiLeParTiCiPanT ProFiLeMEET MEhTa

Learn FroM The worLD’s BesT Business ProFessorsas world-class researchers and gifted teachers, chicago Booth’s faculty offers an exciting blend of academic excellence, rigorous scholarship, real-world relevance, and practical application.

collectively, cMi faculty members have won more than a dozen teaching awards. you will have an opportunity to discuss issues with professors who are frequently quoted in the national business press.


LinDa e. ginZeLcLinicaL ProfEssor of ManaGEriaL PsychoLoGychicaGo BooTh

Core FaCuLTY TeaMJames E. Schrager

Faculty Director, Chicago Management Institute, Clinical Professor of Entrepreneurship and Strategic Management

Professor Schrager teaches new venture strategy and international strategy courses at Chicago Booth, where he is consistently ranked as one of the top instructors. Schrager’s work focuses on understanding and using the power of strategy for both new and existing businesses. He previously was a general manager in a large international industrial conglomerate and started his own firm, which specialized in the buying and turning around of troubled businesses.

• MBA, University of Colorado; JD, DePaul University; PhD, University of Chicago

• Published multiple articles in the Wall Street Journal, CEO Magazine, and the Chicago Tribune

• Three-time recipient of the Emory Williams Teaching Award and named one of the top 12 teachers in entrepreneurship by BusinessWeek

Gregory D. Bunch

Adjunct Professor of Entrepreneurship

Professor Bunch brings years of practical experience as a general manager and entrepreneur to his classes at Chicago Booth. He is the founder and president of Masterplan International Corporation. Bunch works with Fortune 50, family, and start-up businesses in the areas of innovation and strategy. He was also a partner at Brandtrust, a brand strategy consultancy. Some of the companies he has worked with include: American Express, Danaher, ETS, and Harley-Davidson.

• MA, Harvard University

• Served on boards and advisory boards of companies in financial services, retail, franchising, and marketing.

• Lectures nationally and internationally on topics related to strategy, creating customers, and innovation


Haresh Sapra

Professor of Accounting

Professor Sapra joined the Booth faculty in 2000. He studies the real effects of accounting measurement policies, disclosure regulation, and corporate governance. His current research deals with issues of disclosure, transparency and financial reporting for financial institutions. He is a certified public accountant in Illinois and teaches an MBA elective on mergers and acquisitions and corporate restructuring issues. At Chicago Booth, Sapra has won numerous teaching awards and also won the Ernest R. Wish Accounting Research Award.

• PhD, University of Minnesota

• Published in The Accounting Review, Journal of Accounting Research, and Games and Economic Behavior

• Named one of the top-ranked professors in BusinessWeek’s Guide to the Top Business Schools in 2005

Douglas J. Skinner

Deputy Dean for Faculty and Eric J. Gleacher Distinguished Service Professor of Accounting, Chicago Booth

Professor Skinner is a leading expert in corporate disclosure practices, corporate financial reporting, and corporate finance, with a focus on payout policy. His research is published in prominent accounting and finance journals, and he’s currently the co-editor of the Journal of Accounting Research. Prior to joining Chicago Booth in 2005, he was KPMG Professor of Accounting at the Ross School of Business, University of Michigan.

• MA and PhD, University of Rochester

• Research has been prominently featured in the Wall Street Journal, Financial Times, The Economist, The New York Times, and BusinessWeek

• Named one of the top business school professors in the world in the Financial Times Global MBA Rankings in 2010

Sanjay K. Dhar

James H. Lorie Professor of Marketing

Professor Dhar has been on the Chicago Booth faculty since 1992. Prior to his academic career, he worked with Unilever. Professor Dhar has received the McKinsey Award for Excellence in Teaching and the Emory Williams Teaching Award among others. His teaching and research interests lie in the areas of marketing strategy formulation, brand management, new product development strategy, private label strategy, analysis of current practices in retail management, and purchasing decision making. By stressing the importance of learning fundamentals, Professor Dhar believes he enables his students to address any marketing problem—no matter how complex.

• PhD, University of California in Los Angeles

• Named as on of six “Must Have” professors at Chicago Booth by Veritas Prep in 2010

• Won several awards for research and best paper published in the Journal of Marketing Research and

Journal of Retailing

Ann L. McGill

Sears Roebuck Professor of General Management, Marketing, and Behavioral Science, Chicago Booth

Dr. McGill joined the Chicago faculty in 1997 and served as the deputy dean for the Full-Time MBA Programs from 2001 to 2003. She teaches MBA-level classes in marketing management and a doctoral-level marketing workshop. Her research focuses on consumer and manager decision making with special emphasis on causal explanations, comparative processes, and the use of imagery in product choice. Dr. McGill has also held faculty positions at New York University and Northwestern University.

• PhD, University of Chicago

• Work has been widely published in leading journals

• Recipient of the prestigious McKinsey Award for Excellence in Teaching


Linda E. Ginzel

Clinical Professor of Managerial Psychology, Chicago Booth

Professor Ginzel has been a member of the Booth faculty since 1992 and is the founder of Corporate Education at the University of Chicago. For nearly a decade, she was responsible for leading this educational enterprise. Her research has centered on social cognition and interpersonal dynamics, especially regarding the social psychology of organizational behavior. She held previous faculty appointments at both Stanford Graduate School of Business and Northwestern University’s Kellogg School of Management.

• MA and PhD, Princeton University

• Frequent speaker who teaches MBA courses in leadership, managerial psychology, and negotiation skills

• Recipient of several teaching awards, including Impact Professor in 2014 and 2013 Global Hillel Einhorn Teaching Award

Kevin F. Rock

Clinical Professor of Finance

Professor Rock joined the Booth faculty in 2004. Prior to this, he taught courses in corporate finance and mergers and acquisitions at MIT’s Sloan School of Management. He was formerly vice president at Citicorp Securities, Inc., where he was co-director of the Financial Institutions Group. He has also been a professor at Harvard Business School and the University of Pennsylvania’s Wharton School of Business. He studies privatizations, joint ventures, and mergers and acquisitions of banks and insurance companies in the developing world and emerging markets.

• MBA, MA, and PhD, University of Chicago

• Conducts research on the structure, behavior, and efficiency of public and private securities markets

• Named Teacher of the Year in 1996, 2000, and 2004 at MIT Sloan

George Wu

Professor of Behavioral Science

Professor Wu joined the Chicago Booth faculty in 1997 and teaches MBA and executive programs in negotiation and decision making. His research is centered on decision making under risk and uncertainty. His teaching utilizes a framework to enable managers to make better decisions. Wu has published in numerous management and decision-making journals. Before joining Chicago Booth, Wu held faculty positions at Harvard Business School and the University of Pennsylvania’s Wharton School. He also has several years of industry experience as an analyst at Procter & Gamble.

• MA and PhD, Harvard University

• Research published in a number of journals in economics, management science, and psychology including Psychological Science, and the Quarterly Journal of Economics

eMPLoYer PersPeCTiVe

shirLeY J. whiTeseLLvicE PrEsidEnT PEoPLE aMsTEd indusTriEs

“ We’ve sent eight employees, four of whom have an MBa, to the last four sessions of cMi. it’s a good way for senior people in our business units to get broader exposure to other companies—and other countries. often times, especially if their MBa is from a smaller institution, their exposure has been limited to local industries. cMi gives them a lot more insight and the opportunity to build relationships with other participants as well as find out how other companies do things. from my perspective, this broader exposure, as well as the knowledge gained from the faculty, are the most valuable aspects of the program. it’s a great opportunity for people to develop themselves.”


Kellee Mcintyresenior Process Engineeraux sable Liquid Products

“I manage the process engineering group and laboratory services. Much of our group focus is product quality, process optimization, and plant troubleshooting.

“The most valuable skill I learned at Booth so far is the importance of establishing a framework when faced with a problem or

key decision. I have applied a problem-solving framework to various short-term operational issues and am working to incorporate it into our long-term planning process.

“CMI provides an excellent overview of relevant management topics. The professors are outstanding and the diverse background of the participants provides new perspectives to various business problems. I always look forward to class.”

ParTiCiPanT ProFiLekELLEE McinTyrE

“ cMi has exceeded my expectations. The professors are excellent; they’ve raised my standards.”

PrograM aDMissionsif you are ready to build on your success and take your career and your organization to the next level, chicago Booth is ready for you.

PrograM DaTes anD Fees January 20–June 30, 2017 USD $25,725

The Chicago Management Institute convenes for a total of 15 class days from January to June. Classes typically meet every other Friday, from 8:30 a.m. to 4:30 p.m. Two Saturday sessions also are scheduled near the beginning of the program.

Classes meet at Gleacher Center, Chicago Booth’s state-of-the-art campus located in downtown Chicago at 450 North Cityfront Plaza Drive, on the north side of the Chicago River, one block east of Michigan Avenue. Gleacher Center is in the heart of Chicago’s “Magnificent Mile” and is in easy walking distance of numerous hotels, restaurants, and retail shops.

The fee includes tuition, course materials, lunches, refreshments, and class dinners. Accommodations and transportation costs are not included.

aDMissions CriTeria The Chicago Management Institute is designed for executives who have a minimum of 10 years of business experience with a significant portion of that experience in a managerial or leadership capacity. These executives will be prepared to navigate cross-functional areas and to think more strategically and analytically. Since the Chicago Management Institute is intense, it is vital that applicants possess a commitment to prepare for and engage in class discussions. The class is seeded with participants from a variety of industries, functional areas, and professional and educational backgrounds. The admissions committee considers the overall character of the class, as well as an individual candidate’s qualifications.

aDMissions ProCessEach candidate must submit a completed application form. An online application is available on our website. To ensure your place in the program and to receive your pre-program materials in a timely manner, please submit your application by Monday, December 12, 2016. Late applications will be considered if space is available.

DePosiTUpon acceptance into the program, participants have 30 days to provide a $1,000 deposit to secure their seat. This deposit is not refundable.

CerTiFiCaTion oF CoMPLeTion Upon successful completion of the program, participants receive the Chicago Management Institute certificate of completion from the University of Chicago Booth School of Business.

PrograM CanCeLLaTion PoLiCYDue to the commitment you make to your fellow classmates and the costs of organizing the program, the following cancellation policy is in effect:

• More than 30 days notice: 0% Cancellation - 0% Transfer Penalty

• 14 to 30 days notice: 30% Cancellation - 15% Transfer Penalty

• Less than 14 days notice: 50% Cancellation - 25% Transfer Penalty

No refunds will be given if withdrawal is made after the start of the program. Qualified substitutes for registrants can be accommodated in advance with written notice.

See full payment policy at ChicagoBooth.edu/EEPaymentPolicy

Chicago Booth reserves the right to change seminar arrangements without notice. This includes, but is not limited to, curricula, courses, faculty, tuition, fees, policies, and rules.

neeD More inForMaTion?Marissa LoveAssociate DirectorExecutive Education

The University of ChicagoBooth School of Business450 North Cityfront Plaza DriveChicago, Illinois 60611-4316

Phone: 312.464.8732Fax: 312.464.8769Email: [email protected]



LoCaTion anD aCCoMMoDaTionssessions are held at chicago’s Gleacher center, 450 north cityfront Plaza drive, on the north bank of the chicago river in the heart of the downtown area known as the “Magnificent Mile.” Gleacher center offers an ideal setting for academic programs with state-of-the-art classrooms and exceptional cuisine catered by Wolfgang Puck catering.

for our out-of-town participants, chicago Booth reserves a block of rooms at various hotels in close proximity to Gleacher center. Participants must directly contact the appropriate hotel at least three weeks prior to the program’s start date. after this time, the hotels cannot guarantee accommodations.

The university of Chicago Booth school of Business450 north cityfront Plaza drive, suite 514chicago, illinois 60611-4316 usa

e-mail: [email protected]: +1.312.464.8732Fax: +1.312.464.8769

PrograM DaTes anD FeesJanuary 20–June 30, 2017 usd $25,725

fees include tuition, course materials, lunches, and breaks.accommodations are not included.


LEarn MorE aBouT ThE univErsiTy of chicaGo BooTh schooL of BusinEss ExEcuTivE EducaTion ChicagoBooth.edu/CMi

ConTaCT us 450 norTh ciTyfronT PLaza drivE, suiTE 514 | chicaGo, iLLinois 60611-4316 312.464.8732 | [email protected]

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