Course Descriptions (Fall: Oct. 7-Nov. 28, 2014)

Goodman School of Business

Course Descriptions (Fall: Oct. 7-Nov. 28, 2014)

Coaching for performance

Leadership is the single most important element in the success or failure of any organization. A leader’s primary responsibility is to mobilize his/her employees to take action and get “stuff” done. Their ability to increase employee’s capabilities and capacity has a direct impact on productivity and will ensure they have the right people ready for succession. In fact, developing others is emerging as the critical competency for leaders and managers in the 21st century. From this workshop you will improve your ability to have honest conversations with employees, heighten their awareness and increase their motivation and engagement which will ultimately improve your business results.

Caren Burt is an entrepreneur and owner of a business consulting practice, C Burt & Associates. Her practice specializes in leadership development, coaching, performance management, change management, strategic planning, succession and facilitation. She has a particular affinity towards working with individuals and teams that are in a state of flux or conflict, using her facilitation and coaching skills to move them forward. Previously she worked in the financial service sector in a variety of leadership positions including Branch Manager and Director of Human Resources. Caren has her Certified Human Resources Professional (CHRP) and is a certified leadership and life coach through CTI (Coaches Training Institute) and has been trained to facilitate The Leadership Circle 360 assessment and cultural survey.

Wed. Oct. 8, 2014, 6:30pm-9:30pm, Chamber Education Centre, $149 plus HST.

Success strategies for winning bids and tenders

Winning a bid or tender requires specialized strategies and selling skills. Organizing and presenting a winning bid is a huge challenge. How do you score the highest on the tender evaluation without being able to do any face-to-face selling? This seminar gives you a step-by-step plan for success. In just two evenings, you'll get practical, workable ideas for making your tender your "silent sales rep". You'll learn techniques for handling the entire transaction: evaluating the RFP (request for proposal), preparing a winning written presentation, sealing the deal and setting the stage for future business and profits.

James Bannister graduated from the University of Toronto (Arts and Law) and did graduate studies in social sciences and business administration. For 30 years, he has operated his own consulting practice, specializing in marketing and sales. He has worked with private- and public-sector organizations in Canada and internationally. He is known for his ability to present large quantities of practical information in a concise and entertaining manner.

Two Thurs. evenings, 6:30-9:30 pm, Oct. 9 & 16, 2014, Chamber Education Centre, $249 plus HST.

Selling today: Creating customer value

Managing client and customer relationships is crucial for success in sales, regardless of whether you are selling goods or services. This workshop will focus on principles from both marketing and personal selling that can help people manage relationships with customers and customer organizations. Included will be such topics as developing a sales philosophy, managing communication styles, and personal selling techniques that maintain and grow customer relationships in today’s increasingly competitive sales environment.

Dr. H.F. (Herb) MacKenzie is an Associate Professor of Marketing in the Goodman School of Business at Brock University. Dr. MacKenzie is author of Sales Management in Canada and co-author of Selling Today: Partnering to Create Value, two best-selling texts. He has taught at institutions throughout Canada, Europe and the Middle East.

Two Wed. evenings, Oct. 15 & 22, 2014, 6:30-9:30pm, Chamber Education Centre, $249 plus HST.

Overview of business analytics

Analytics is becoming increasingly important for organizations in both the private and public sectors. Recent research reports and the media are emphasizing the benefits of business analytics citing widely publicized cases in various sectors ranging from presidential campaigns, major league sports to highly competitive industries such as insurance, banks, and retailing. Business analytics empowers institutions and organizations with proactive decision-making capabilities and delivers insights gleaned from data about their stakeholders, operations, and performance. This seminar covers managerial approaches, business and technology trends, as well as core business analytics techniques and tools as methods of understanding, exploring, and analyzing various types of business problems.

Anteneh Ayanso is an Associate Professor of Information Systems in the Goodman School of Business at Brock University. He received his MBA from Syracuse University and Ph.D. in Information Systems from the University of Connecticut. He is also certified in Production and Inventory Management (CPIM) by APICS. Anteneh teaches data management, data mining techniques and applications, data analysis and business modelling, and management of information systems. His research interests include data management, business analytics, E-commerce, and E-government. He has published many articles in leading journals and presented at major international conferences in information systems and related fields.

Tues. Oct. 21, 2014, 9:00am-4:00pm, Brock University, 500 Glenridge Ave., St. Catharines, ON, Room TBA, $299 plus HST (lunch and parking included).

Recruiting and retaining young talent

This workshop will address the common misconceptions of the ever-growing millennial generation and will specifically illustrate the marketplace shifts which have begun to occur as it relates to recruiting and retaining this demographic. Participants will receive practical advice and guidance on how to effectively and creatively recruit and retain young talent. This workshop is designed for organizations of any size who either foresee an opportunity to recruit young professionals, actively recruit for entry to mid-level roles or have a growing population of the millennial generation within their organizations. 

Stephanie Harper is Manager of the Career Development Office, and Rachel Williams is Career Consultant in the same office in the Goodman School of Business. Both hold the CHRP designation. With a combined 10 years of experience in the areas of career education and campus recruitment, Stephanie and Rachel have worked directly with students and recent graduates of the millennial generation for their career planning and post-graduate job search, and have supported employers of all sizes in the private, public, and not-for-profit sectors with their recruitment and hiring strategies for this target demographic.

Thurs. Oct. 23, 2014, 6:30-9:30pm, Chamber Education Centre, $149 plus HST.

Turning activity into results-The essentials of planning, prioritizing and productivity

Working within the realities of the ever-shifting and increasingly demanding business environment has brought a whole new meaning to the concept of being busy. In fact, busy is the new normal, especially in these times of constant electronic communications resulting in “always being on the job”. Taking a critical eye and a pragmatic approach to the essentials of planning, prioritizing and productivity, this workshop will explore opportunities for managers and leaders to turn activity into results.

Rashmi Biswas is co-owner of Lake and Associates Canada Inc., an Ontario based Management Consulting firm. An accomplished business leader with experience in the travel, gaming, retail, and car rental industries, Rashmi has worked in corporate and academic arenas in Canada, the US, and the UK. Rashmi is particularly skilled in the diagnosis and development of workplace learning solutions to address operational and strategic business needs. An experienced coach and exceptional facilitator, Rashmi holds an MSc in Human Resource Management, a BSc (HONS), a Postgraduate Certificate in Adult Education, Facilitation and Training, and is a certified Myers-Briggs© Practitioner. Rashmi is the author of Rash Decisions: Accept where you are, and then…Be Amazing published by Balboa Press in January 2012.

Tues. Oct. 28, 2014 6:30-9:30pm, Chamber Education Centre, $149 plus HST.

The leadership labyrinth

When it comes to leadership, does gender matter?

This highly interactive workshop is designed for both men and women who want to increase their leadership effectiveness in an increasingly diverse workplace. Explore how differences in gender communication styles, corporate culture, societal expectations and self-concepts affect traditional leadership models. We will explore tripwires and strategies to increase awareness of how gender influences the workplace. You will leave with practical tools to:

  • Increase the effectiveness of your communication
  • Ensure your words count and your voice is heard
  • Increase political savvy and understand the importance of corporate culture
  • Ask for what you want....and get it.
  • Identify and create strategic relationships

Janice Locke is a senior executive, entrepreneur and educator who has held the positions of CEO, COO and CFO for a variety of companies ranging from $40 million - $225 million in North America and Europe. She is the recipient of both the Women of Influence and Women of Distinction Award for Business Leadership and Community Involvement. As a senior executive in a variety of industries including automotive, aerospace and retail, Janice became fascinated by the importance and often unconscious role gender plays in leadership and corporate culture. In addition to teaching at McMaster University and the Rotman School of Business, Janice partners with private and not-for profit organizations in all aspects of business leadership and success.

Tues. Nov. 4, 2014, 6:30-9:30pm, Chamber Education Centre, $149 plus HST.

Human resources management for the non-Human Resources Manager

Organizations today depend increasingly on their people to assist them in meeting business goals and maximizing efficiency and profits. While some organizations can afford the opportunity to have qualified HR professionals on staff, not all organizations are able to have dedicated HR professionals, and the burden of implementing appropriate human resources systems falls to managers and supervisors.

This seminar involves an explanation of some of the key requirements of effective HR as they fall under the Employment Standards Act, Human Rights, Employment Equity, and Health and Safety, to name just a few relevant pieces of legislation that are important to effective development of HR programs. Some basic requirements pertaining to recruitment and selection, performance appraisals, discipline, and employee relations will be discussed. This seminar will be ideally suited to smaller organizations where there is no HR department, or where an individual is responsible for some aspects of HR.

Michael Michalski earned his MBA in the field of Human Resources and Industrial Relations and has subsequently taught human resource topics at Brock University and at McMaster University in Hamilton. Michael has been a practitioner in the field of human resources for over twenty five years. He was most recently the senior HR Executive for a large social service agency in southern Ontario, where he had responsibility for recruitment and selection, collective bargaining, training, benefits, as well as health and safety. Michael is currently involved in exploring a variety of distance education formats for human resource-related teaching. 

Wed. Nov. 12, 2014, 6:30-9:30pm, Chamber Education Centre, $149 plus HST.

Lean process improvement

The goal of “Lean” is to reduce waste and accelerate the flow of goods, customers, and information through a process. It provides employees with a set of tools and concepts they can use to continuously improve their work. This allows workers to spend more of their time adding value for their customers, and getting that value to them sooner. 

Also known as Lean Manufacturing or Lean Enterprise, this approach makes use of relatively simple tools and concepts. It is therefore a good entry point for firms that are just getting started in quality and process improvement. It has been used successfully at local organizations like MC Healthcare in Grimsby and the Regional Municipality of Niagara.

This interactive course will introduce you to the principles and practices of Lean, so that you can improve your own workplace. It will include examples from both services and manufacturing.

Michael J Armstrong is an Associate Professor in the Goodman School of Business. He holds a BSc, an MBA, and a PhD. Michael is certified by the American Society for Quality in quality management and as a six sigma black belt in process improvement. His articles have appeared in many publications, including Quality Progress Magazine and the Globe & Mail newspaper. Before his academic career, Michael worked as an aircraft maintenance manager. In 2012 he received both a Faculty Award for Excellence in Teaching and a Chancellor’s Chair for Teaching Excellence in 2012, and a Fulbright Scholar award in 2013.

Two Thurs. evenings, Nov. 13 & 20, 2014, 6:30-9:30pm, Chamber Education Centre, $249 plus HST.

Applied business analytics

The Applied business analytics seminar is the second of two seminars in business analytics and it builds upon the concepts and techniques covered in the first seminar - Overview of Business Analytics. This second seminar introduces participants to the concepts and frameworks of predictive modelling and provides hands-on training in predictive methods and applications using current business analytics tools.

The seminar will be delivered as a 6-hour hands-on session in a computer lab to allow participants to gain practical experience using current application software. A basic knowledge of Windows (navigational skills) is required in order to get full benefit from this seminar.

Instructor: Anteneh Ayanso (see above)

Tues. Nov. 18, 2014, 9am-4pm, Brock University, 500 Glenridge Ave., St. Catharines, ON, Room TBA. $299 plus HST (lunch and parking included).

Governance Workshop – The importance of boards for early-stage technology ventures

Watch for this special program this fall! 

Instructor: Deborah Rosati

Sponsored by Innovate Niagara and The Centre for Innovation, Management and Enterprise Education (CIMEE). For details, please visit the Innovate Niagara website.


To register for any of these seminars, please contact the Greater Niagara Chamber of Commerce (GNCC) at 905 684 2361 or

Seminars, unless otherwise noted, are offered at the GNCC Education Centre, 1 St. Paul St., St. Catharines (enter on Ontario St.).

Members of the Greater Niagara Chamber of Commerce receive a 20 per cent discount on all seminars.

Individuals who complete five different seminars over a 12-month period will be granted the Professional Management Certificate.

For further information, please refer to our website or contact Foster Zanutto, CIMEE, at or 905 688 5550 x 5202 or Stephanie Charlton, CIMEE Liaison, Greater Niagara Chamber of Commerce at 905 684 2361 x 221.