A Robust Learning Journey to Unleash the Leadership Potential

Acknowledgements
Sincere appreciations to following colleagues as this manual would not
have been possible without their input, support and contributions.

Acknowledgements

Name

Designations

Mr. Omar Khalid

EVP (Carrier Services & Wholesales)

Mr. Taimur Qadar Khattak

EVP (Revenue Management & Assurance)

Mr. Mohamed Essa Al-Taheri

EVP (Cost & Credit Management)

Mr. Amjad Iqbal

EVP (Talent Management & Learning)

Mr. Farhan Malik

EVP (Internal Audit)

Mr. Muhammad Abrar Ch

RGM (FTR) Faisalabad

Mr. Arslan Haider

RGM (HTR)

Mr. Muhammad Anwar Gaddafi

GM (Sales Strategy)

Mr. Omar Swati

GM (Commercial Planning)

Mr. Abdul Basit

GM (Development & Projects)

Mr. Khalid Mahmood Ch

GM (Revenue Accounts)

Mr. Muhammad Yar Anwar

SM (PMO) Finance

Mr. Muhammad Hashim Memon

SM (Quality Assurance) Karachi

Mr. Mahmood Ahmed

SBM(Iba-II)Islamabad

Mr. Swar Khan

SBM Rawalpindi

Dr. Irfan Zafar

SM (HOD) PTCL Academy

Dr. Kahif Azim Janjua

SM (Training) Lahore

Mr. Umair Ashraf Khawaja

SM Certification, PTCL Academy

Ms. Adila Rashid

SM (TM & L)

Ms. Rida Vaka

Manager (TM & L)

Mr. Syed Arsalan Zaidi

AM (TM & L)

Developing Next Generation Business Leaders

Copyright

Copyright 2016 PTCL Academy.

All rights reserved.
1: Note that this training material / document is intended for PTCLs internal
use and its circulation is restricted to PTCL employees only. This training
material has been prepared by Training & Development Department (T&D)
for the development of PTCL employees which shall not be changed,
modified or used for any other purpose. Also the reproduction or
transmission of this material in any form for any other purpose without the
written consent of T&D Department is strictly prohibited.
2: Note that the pictures / diagrams used herein are only for illustration
purposes.

Copyright

3: This training material is only for PTCLs internal use and any external
circulation is prohibited.

Developing Next Generation Business Leaders

The Learning Journey

Registration

Day 1

0900 - 0915 Hrs

Address by CBOO

Mr. Jahanzeb Taj

0915 - 0945 Hrs

Orientation

Mr. Amjad Iqbal

0945 - 10:15 Hrs

The Art of Sales

Mr. Anwar Qadaffi

1015 - 1130 Hrs

Tea Break
The Art of Sales

1130 - 1145 Hrs

Mr. Anwar Qadaffi

Lunch and Prayer Break

1300 - 1400 Hrs

Finance for Business Managers

Mr. Farhan Riaz Malik 1400 - 1800 Hrs

Managing Business Operations

Mr. Arsalan Haider

Tea Break
Day 2

Managing Business Operations

Mr. Arsalan Haider

Program Schedule

1145 - 1300 Hrs

1300 - 1400 Hrs

Managing Business Operations

Mr. Arsalan Haider

1400 - 1700 Hrs

Managing Business Operations

Mr. Arsalan Haider

0900 - 1130 Hrs

Tea Break
Managing Business Operations

1130 - 1145 Hrs

Mr. Arsalan Haider

Lunch and Prayer Break

1145 - 1300 Hrs

1300 - 1400 Hrs

Managing Business Operations

Mr. Arsalan Haider

1400 - 1600 Hrs

Technology/IT

Mr. Abdul Basit

1600 - 1700 Hrs

Leadership & Culture

Mr. Amjad Iqbal

0900 - 1130 Hrs

Tea Break
Day 4

0900 - 1130 Hrs

1130 - 1145 Hrs

Lunch and Prayer Break

Day 3

1145 - 1300 Hrs

Leadership & Culture

1130 - 1145 Hrs

Mr. Amjad Iqbal

Lunch and Prayer Break

People Management

1145 - 1300 Hrs

1300 - 1400 Hrs

Mr. Amjad Iqbal

Closing Ceremony (CXO's)

Developing Next Generation Business Leaders

1400 - 1500 Hrs

1500 - 1600 Hrs

PTCLs X Factor

The Five Leadership Roles

Developing Next Generation Business Leaders

Developing Next Generation Business Leaders

Customer Bills Management

[Bill generation, Delivery, Paid, Unpaid, Analysis etc.]

Store Management
[Stock Planning, Stock in / Stock out, Record Updation, Audit etc.]

Quality Compliance
[As per defined standards etc.]

Uninterrupted Service
[Preventive & Corrective Maintenance, Repeat Faults etc.]

Service Provisioning
[Order details, Prioritization (new customer, add. subscription etc.)]

Sales Management
[Target Market, Product & Services, Competitor analysis, Target Management etc.]

Business Leader
Role

Disconnection / Reconnection Management

[Policy & Process compliance etc.]

Technology/Systems Operations
[IT, CRM, PCRM etc.]

Up keeping Company Assets

[Assets, Building, Exchange etc.]

Leadership / People Management

[Direction, Engagement & Development etc.]

Documentation / Governance
[Network Diagrams, civil works etc.]

Revenue & Profitability Management

[Product / Service wise sales expense, OPEX, Cost of Doing Business etc.]

Business Leaders Roles

Business Leaders Roles

Corporate
Values /
Culture

Marketing & Sales

Business Value Chain

Talent / Leadership / Culture

Finance / Revenue / Cost / Profitability

Technology & Information

Procurement & Supply Chain

Rehabilitation

Quality Management

Operations Management

Service

Business
Results

Business Value Chain

Developing Next Generation Business Leaders

Overall Program Purpose

The overall purpose of this development program is to ensure:

Nurture a workforce with competence, not only

for today but also for future; who show
commitment and is able to make value added
contributions to business

Talent

Leadership

Culture

Develop and build consistent leadership

bench strength at all the levels and grow
organization as an abundant organization

Provide an enabling environment where

people find meaning at workplace and love to
come office with full energy & zeal.

Program Purpose

.that delivers business agenda, drives growth and makes

business results more sustainable!

Developing Next Generation Business Leaders

Program Objectives
1.

Convert our business managers into sales champions with business acumen
by developing a solid understanding of complete Commercial Cycle

2.

Enable business leaders to make sound financial decisions by sharpening the

financial management skills.

3.

Develop an understanding for managing customer billing analysis and

receivables management.

4.

Ensure uninterrupted service to our valued customers through high quality

installations and active preventive & corrective maintenance of
network/systems.

5.

Develop an understanding of service delivery concepts for efficient and timely

service provisioning to customer requests.

6.

Transfer inventory management concepts & techniques for effective stock

management and record keeping.

7.

Manage churn & Win back by clarifying connection/disconnection policies &

processes and their compliance.

8.

Explain the automated IT systems/tools deployed at PTCL, their business

application and features.

9.

Develop an ownership of company assets for assuring safety and optimal

utilization.

Program Objectives

10. Help people understand applicable quality standards and ensure compliance.
11. Transform individual contributors into people managers; capable of engaging,
developing and motivating their team in a culturally aligned manner

Developing Next Generation Business Leaders

Target Audience

Business Managers and Senior Business Managers

Human Resource Business Partners

Duration:

Target Audience

4 Days

Developing Next Generation Business Leaders

10