First Year: Term 2 (7 Weeks)

Managing Customer Value

The premise in this course is that customer value is a prerequisite to business success. We explore what the term “customer value” means, how to align the company’s product or service with customer needs and distinguish it from competitive offerings. The task involves marshalling the efforts of the company and its network partners to provide customers with a superior total package of benefits – comprising the product itself, associated services, brand image, appropriate pricing and availability. An intimate understanding of customers’ needs and behaviour is critical and we will focus strongly on this topic. Students will be engaged in active research and interpretation of information about potential areas for delivering value. The course develops skills in strategy development, research and analysis, and judgment in making business decisions that touch on customer value.

Fundamentals of Strategic Management

These courses introduce students to the basic concepts, frameworks and methodologies useful to managers in crafting and executing business strategy. Integrating concepts and tools learned in other courses, the focus is on the fundamental conditions that enable a firm to conceive, develop, and sustain a superior strategic position. The material covers the functions and responsibilities of senior management, the issues affecting the success of the organization, and the decisions determining its direction. Upon completion, this course helps students acquire the knowledge, skills, and attitudes needed for a managerial approach to running a business in today’s competitive environment.

Finance I: Capital Markets and Evaluation

The first module of our introductory Finance courses focuses on capital markets, including discounted cash flow, portfolio theory and firm valuation. 


This course teaches future managers how to extract information from data using statistical tools and how to apply probabilistic thinking to managerial problems. Topics include statistical study design, process control, inference, regression analysis, time series, model building, probabilities and decision analysis. Applications to all functional areas of management are discussed. Upon course completion, the student will be better able to:

  • Identify and formulate problems where statistics can have an impact
  • See the relevance of statistics and apply what has been learnt to career practice and to other business courses
  • Distinguish between routine and special problems requiring statistical analysis
  • Understand statistical methods for quality improvement
  • Assess data with healthy skepticism and seek expert help when needed
  • Recognize when better data and information are needed for decision-making