Emerson Learning Centers

Around the World

Emerson Learning Centers Around the World
North America
Terrence Donahue
Europe and Russia
Andrea Atkinson

Asia-Pacific
Mei Cheng
Catherine del Valle

Latin America
MEA
Soledad Dorato
Alsacia Fonseca Binesh Menon
Erik Roman
 STARTS With Leadership Behaviors

70/20/10 Development THE GOAL

Framework
Positive work organization
Environment perfoRmance

VALUES COMPETENCIES
(COMMITMENT) (SKILLS)
Supporting Global
Talent Management
Initiatives

All Learning Center Workshops are mapped to the Korn Ferry

Competencies and the Career Stallers and Stoppers.
 OUR VISION
for 2018 and beyond… a unified, One Emerson leadership development
framework creating a full pipeline of ready leaders in all our talent pools

Executive
Leadership

Large Business /
Functional Leadership
Strategic
Leadership
Program
Business /
Functional Leadership Successful Strategic
Emerson Leadership Leadership
Leadership Transitions Program
Rising
Talent Pools Intentional
Leaders
Program
Leadership
Mid-Level
Management TBD

TBD

First-Line Leading at
Management Emerson
Performing &
Developing
at Emerson
Individual
Contribution

Foundational Leadership Development Accelerated Leadership Development

Integrating experience-based developmental assignments from Talent Review and Organization

Review with our One Emerson Workshops and Programs helps build strong pipelines of quality talent.
Leadership
Latin America
Development Model
Reference of Leadership Model
for Latin America Automation Solutions
Strategic Leadership Program / Executive Leadership Program
Nomination Rising Leaders Program
Based Intentional Leadership (replacing LPMA)
Successful Leadership Transitions

Crucial Conversations
Development Presenting at Emerson
Based Leadership Process: Motivating Change

Individual Contributor First-Line Management

Leading at Emerson
Required Performing and Developing
at Emerson Safety Leadership
Korn Ferry Interview and Leadership Architect

PERFORMING AT EMERSON
New Hire Orientation Trade Compliance CWT Travel Platform Oracle HCM Cloud Data Protection
Ethics Training Checkpoint Expense Report Anti-bribery
Information Security Awareness
Training Content and
General Information
Performing & Developing
at Emerson Overview
STRATEGIC PURPOSE COMPETENCIES
This workshop equips employees Action Oriented
with the skills and tools to become Communicates Effectively
a high-performing individual Nimble Learning
Plans and Aligns
contributor with the responsibility
Drives Results
to develop their own career at Demonstrates Self Awareness
Emerson. FACILITATOR LOCAL HR
Self Development

LEARNING OBJECTIVES 2 DAYS (IT CAN BE DIVIDED IN 4

DURATION
1. Perform your role as a consistent and self-directed high-performing contributor MODULES)
2. Set Performance Goals and Professional Development Goals
3. Work with your manager to understand the performance that is expected of you 100% INDIVIDUAL
TARGET AUDIENCE
4. Self-diagnose and self-correct when you need to improve CONTRIBUTORS
5. Receive and act upon feedback from your manager
6. Communicate effectively COST NO TUITION FEE
7. Work collaboratively with others
8. Prioritize and plan your work
9. Use the Emerson Career Planner to map your personal development
10. Apply the Emerson Values Framework in your everyday work situation
Crucial
Conversations
BUSINESS IMPACT
Increase employee engagement by fostering open
dialogue around high-stakes, emotional, and risky topics
DURATION 2 DAYS
COMPETENCIES
TARGET
Manages Ambiguity 80% LEADERS
AUDIENCE
Collaborates
Communicates Effectively
Courage SEE TUITION FEES FOR
COST
Situational Adaptability LA
Instills Trust
Drives Vision and Purpose
 Presenting
at Emerson

STRATEGIC PURPOSE
This workshop equips you with Emerson’s best practices
and proven tools for designing and delivering quality
presentations. You will prepare and deliver three
presentations. Your presentations will be video recorded DURATION 2 DAYS
and you will receive personalized feedback from your
workshop faciliator and your peers.
TARGET
DEVELOPMENT
COMPETENCIES AUDIENCE
Communicates Effectively
Persuades SEE TUITION FEES
COST
Demonstrates Self-Awareness FOR LA

Situational Adaptability
Leading
at Emerson
Inflection Point: First-Line Management
STRATEGIC PURPOSE
This workshop equips you with Emerson’s best practices
so you can effectively manage and lead others to drive
business results. DURATION 3 DAYS

COMPETENCIES
TARGET 90% OF SUPERVISORS WITHIN 1ST 12
• Ensures Accountability AUDIENCE MONTHS
• Communicates Effectively
• Develops Talent
COST SEE TUITION FEES FOR LA
• Directs Work
• Drives Engagement
Availabl
Updated witehnow.
• Interpersonal Savvy
• Plans & Aligns new
• Instills Trust content
Leadership Process: Updated in

Motivating Change October 2018

STRATEGIC PURPOSE
This workshop will help you monitor and mange
the change process. You will lead employees,
customers, and other stakeholders during times DURATION 3 DAYS

of change in the business.

SUPERVISORS-
TARGET PREFERRED CHANGE
COMPETENCIES
AUDIENCE MANAGEMENT
Manages Ambiguity
Collaborates
SEE TUITION FEES
Communicates Effectively COST
FOR LA
Courage
Situational Adaptability CONTACT ALSACIA FONSECA TO SCHEDULE
A WORKSHOP.
Instills Trust
Drives Vision and Purpose
Korn Ferry
Interview Architect
BUSINESS IMPACT
Learn best practices in conducting competency-
based interviews for hiring and promoting.

LEARNING OBJECTIVES
1. Create structured interview guides
2. Apply the Four-Dimensional Interview
DURATION 4 HOURS
approach and learn to ask the best questions
3. Use the Interview Architect tools for recruiting,
interviewing and promoting internally TARGET 100% LEADERS
AUDIENCE
4. Create guidelines and practices to train others
to use the Interview Architect tools
COST NO TUITION FEE

STRATEGIC PURPOSE
This workshop equips you with the knowledge THIS TRAINING IS PROVIDED BY LOCAL HR
(KF CERTIFIED) OR KORN FERRY CERTIFIED
and skills to implement Korn Ferry’s competency-
FACILITATOR.
based interview processes.
 Korn Ferry
Leadership Architect
BUSINESS IMPACT
Integrate competency systems into all aspects of the employee life cycle.

LEARNING OBJECTIVES
1. Understand the research behind the Leadership Architect Suite studies on experiential DURATION 4 HOURS

learning, derailment and development.

2. Learn best practices for developing leaders at all levels and implementing competency- TARGET 100% LEADERS
AUDIENCE
based HR systems.
3. Learn to implement competency-based HR systems that follow best practices.
4. Use the Leadership Architect Competency Sort Cards to create job profiles. COST NO TUITION FEE
5. Assess and prioritize gaps between individuals’ competencies and job profiles.
6. Create integrated, competency-based HR processes such as interviewing, feedback, THIS TRAINING IS PROVIDED BY LOCAL HR
(KF CERTIFIED) OR KORN FERRY CERTIFIED
development and succession planning and apply them to individual development FACILITATOR.
 ABC
Coaching

OBJECTIVES
Gain a deeper understanding of coaching for development.
DURATION 1 DAY
1. Use the Interaction Guidelines, Key Principles and STAR Feedback to conduct
an effective coaching for development discussion.
TARGET 100% LEADERS
2. Learn a new structured coaching model AUDIENCE
3. Practice conducting coaching for development discussions

COST NO TUITION FEE

FACILITATORS ARE EMERSON EMPLOYEES

CERTIFIED IN KORN FERRY.
Safety
Leadership
BUSINESS IMPACT
1. Incorporate safety and health considerations into every business decision by
enlisting all employees as safety leaders and making safety a value for your
team and company.
DURATION 1 DAY
2. Decrease the incident rate of accidents and the resulting downtime.
3. Reduce your operational costs and increase overall productivity.
TARGET AUDIENCE 100% LEADERS
LEARNING OBJECTIVES
1. Develop a “want to” safety attitude rather than a “have to” attitude.
2. Fulfill your role as a safety leader at work and home. FACILITATOR TRAVEL
COST
3. Consistently model the message of safety with your words and actions. & LIVING
4. Identify and eliminate unsafe workplace practices.
5. Acknowledge the financial liability that unsafe acts bring to the company. FACILITATORS ARE EMERSON CERTIFIED
EMPLOYEES.
 Successful
Leadership Transitions
Inflection Point: the Developing Mid-Level Manager
Updated
BUSINESS IMPACT in 2018
• Accelerate your learning about your leadership role in order to make meaningful
contributions in less time
• Secure early wins that build momentum for you, your team and your business
• Minimize the impact of your transition on your direct report and others in your business
• Approach your transition in a thoughtful manner with a detailed 90-day plan in place

LEARNING OBJECTIVES
1. Accelerate your learning
2. Match your transition strategy to your business situation
3. Gain alignment with your boss and key stakeholders
4. Establish direction for you and your team
DURATION 1 DAY ½
5. Build your team
6. Secure early wins TARGET LEADS IN NEW
AUDIENCE POSITIONS
7. Manage yourself
$600 + TRAVEL &
COST
LIVING
Intentional
Leadership
Inflection Point: the Developing Mid-Level Manager
INTENTIONAL
LEADERSHIP

Cover concept in design

BUSINESS IMPACT
• Create a work environment where your employees consistently give above and beyond what is expected of them
• Consciously select and apply the appropriate leadership style(s) as you interact with others
• Increase your employees’ sense of fulfillment from their work
• Apply intentional leadership skills in a matrixed environment

LEARNING OBJECTIVES
1. Identify your personal motives and how they influence your leadership behavior. Launches
2. Identify the impact your leadership behavior is having on the climate in your organization. December
3.Create a climate where people are motivated and willingly provide discretionary effort. 2018
4. Apply the concepts of personal motivation and organizational climate to Emerson’s matrix environment.
5. Learn how the Korn Ferry competencies supports the framework for Delivering Organizational Performance.
Additional Trainings
Conducting Virtual Presentations
STRATEGIC PURPOSE

This workshop equips you to plan, design, and deliver engaging virtual presentations using
Emerson’s approved Internet tools and services.

Session 1 is 3-hours of skill building. Session 2 requires participants to design and deliver
a 15-minute virtual presentation. Participants will receive in-the-moment coaching and

feedback from their workshop facilitator.

COMPETENCIES:
• Communicates Effectively
• Persuades
• Situational Adaptability
• Tech Savvy

TARGET AUDIENCE ALL EMPLOYEES BRUCE SMITH AT THE CHARLES F. KNIGHT LEARNING
CENTER FACILITATES THIS WORKSHOP VIRTUALLY.
DURATION 4 ¼ HOURS WORKSHOPS MUST BE SCHEDULED A MINIMUM OF 6
MONTHS IN ADVANCE. CONTACT ALSACIA FONSECA.
COST $250
The Edge for Professionals-Virtual
and Instructor-led Workshops
BUSINESS IMPACT

This workshop equips you to use Microsoft Outlook and its numerous features effectively

and efficiently. You will use Outlook features to manage email, voicemail, calendar items,

tasks, and projects.

COMPETENCIES:

Plans and Aligns

Optimizes Work Processes

TARGET AUDIENCE ALL EMPLOYEES

DURATION 6 HOURS

COST $575

THE EFFECTIVE EDGE IS A VENDOR-FACILITATED WORKSHOP AND IS

OFFERED AS A 6-HOUR VIRTUAL SESSION OR CAN BE OFFERED AS A
1-DAY INSTRUCTOR-LED SESSION FOR INTACT WORK GROUPS.
Sales Academy
Training Catalogue
 Strategic Leadership Program
Nomination Rising Leaders Program
Based Intentional Leadership (replacing LPMA)
Successful Leadership Transitions

Entry Level Direct & Functional Sales Leadership

Development Sales Site Planning SSP- SITE / ICE Selling 3.0- SELL ICE Strategic Site Planning Coaching for
Based Academy Solid Blue Onboarding
Sales Negotiations
Funnel/Forecast/Patt Excellence 3.0
The Emerson Management of the Process
Industries: White Belt Level Sales Mgr Coaching SPI
Presenting at Emerson / Sales Strategic Presentations
Quote to cash
Industries: Brown & Black Belt Level Presenting at Emerson / Sales Strategic
CRM: Business Intelligence
Solutions Pack 2.0 PPT
Solid Blue Professional and Consultant
ABC Coaching / Coaching for career path
Crucial Conversations

Online Key Principles for ICE Solution Selling- 6 Microlessons Online 8 Modules Introduction
Required to the Solution Selling

PERFORMING AT EMERSON
New Hire Orientation Trade Compliance CWT Travel Platform Oracle HCM Cloud Data Protection
Ethics Training Checkpoint Expense Report Anti-bribery
Information Security Awareness
Critical
Competencies
for Sales
Force
Korn Ferry Sort Card
Online w/Team One
Solutions
Pack 2.0 DEVELOP SOLUTION SELLING MINDSET

Top-Down, Bottom-Up Approach to Introduce Solutions; How to use the Presentation

which lets you guide the Solutions Discussion (Top-Down or Bottom-Up) based on
OBJECTIVES Customer Interest; How we help Customers achieve Top Quartile Performance; How
to Make the Elevator Pitch as well as have a detailed understanding on how the
Solution Works – 7 Step Sales Collateral for Solution.
COMPETENCIES Customer Focus, Business Insight, Negotiation, Drives Vision.

FACILITATOR /VENDOR Alcino Beirao/ Guido Mangieri

2 Day Workshop- Role Playing
METHODOLOGY
Expected to identify new $150K per attendee on Action Plan
TARGET AUDIENCE Site Team Leaders; Sales Leaders/Managers/ KAM, Salesmen

PRE WORK None

COST Trainer Travel & Living / Attendees T&L

PLEASE CONTACT SOLEDAD DORATO FOR MORE INFORMATION
 Introduction to ICE 3.0
Selling Methodology Online 6 Microlessons (2.5 hours)

ICE 3.0 SELLING METHODOLOGY ONLINE

This learning plan contains a recorded intro lesson that explains the update from
2.0 to 3.0 and also includes the learning plan ST60 ICE Solution Selling 3.0 - Key
Principles, containing 6 microlessons and a Webinar:
OBJECTIVES
• How Buyers Buy Today - Dynamic Sales Process - Importance of Situational
Fluency - Sales Success Formula - Differentiation - Value Cycle
• SELL Webinar
COMPETENCIES Customer Focus, Business Insight, Negotiation.

FACILITATOR/VENDOR SPI

METHODOLOGY Online

TARGET AUDIENCE Salesforce and customer facing employees

PRE WORK None

COST No charge until September 30th 2018- After that: U$225 per person
PLEASE CONTACT SOLEDAD DORATO FOR MORE INFORMATION
 ICE 3.0
Selling Methodology Online

ICE 3.0 SELLING METHODOLOGY ONLINE

Understanding Solution Selling and really Knowing your customer

Basic concepts to develop P x P x V x V x C business plan: Get customer POWER
OBJECTIVES
to see a VISION of VALUE that we bring to him/her by addressing their PAIN, while
CONTROLLING the sale
COMPETENCIES Customer Focus, Business Insight, Negotiation.

FACILITATOR/VENDOR Global Learning Center

METHODOLOGY Online

TARGET AUDIENCE New Sales Managers, Site Team Leaders; Sales Leaders/Managers/ KAM, Salesmen

PRE WORK None

COST U$225 per person

PLEASE CONTACT SOLEDAD DORATO FOR MORE INFORMATION
ICE 3.0 Selling SPI Rollout Plans
Methodology
Sales Excellence Program
Initiative 7.4 - ICE Selling
Workshop/SELL ICE 3.0 SELLING METHODOLOGY

Understand and Develop solution selling approach to improve sales results

Develop P x P x V x V x C business plan: Get customer POWER to see a VISION of
VALUE that we bring to him/her by addressing their PAIN, while CONTROLLING the
sale
OBJECTIVES 1. Identifying Pain – Pain Chain 2. Getting to Power 3. Creating a Vision – 9 Block
Vision Processing Model 4. Defining Value 5. Negotiating (closing the deal)
Team Role-Play/Presentation after each section. Final Business case and role-play
presented to Sr. Management
Business case follow-up process with Sponsor and Sr. Management
COMPETENCIES Customer Focus, Business Insight, Negotiation.

FACILITATOR SPI and Internal Trainers (after taking methodology)

METHODOLOGY 3 and 1/2 Day Workshop- Role Playing

TARGET AUDIENCE Site Team Leaders; Sales Leaders/Managers/ KAM, Salesmen

Complete ICE Selling Methodology online; Gather Customer business plan and Main
PRE WORK Strategic Priorities (Sources: Annual report, Corporate Website, Sustainability report,
etc.)
COST Travel & Living for Trainer & $1750 per person
PLEASE CONTACT SOLEDAD DORATO FOR MORE INFORMATION
Sales SPI Rollout Plans
Management
Coaching
Sales Excellence
Program Initiative
7.1 Mgr Coaching –
SELL
Specialized training program for sales managers that enables them to forecast
future sales accurately, manage sales team pipelines, review opportunities, develop
OBJECTIVES
individual sales professionals’ skills, and provide insightful opportunity coaching to win
more business.
COMPETENCIES Customer Focus, Business Insight, Negotiation.

FACILITATOR SPI and Internal Trainers (after taking methodology)

METHODOLOGY 1 and ½ day Workshop- Role Playing

TARGET AUDIENCE First-line and Second-line Sales Managers and Executives.

PRE WORK ICE training

COST Travel & Living for Trainer & & $1250 per person

PLEASE CONTACT SOLEDAD DORATO FOR MORE INFORMATION

Strategic SPI Rollout Plans
Site
Planning
(SSP 3.0)
Adopt sales methodology and tools to Improve and Expand Site Sales Plans and
Coverage
• Refresh of ICE Selling methodology concepts
• Understand the Site Planning Process (SSP 2.0) and apply to Site Plans
• Each participant will work in the development / improvement of an assigned site sales plan that
OBJECTIVES will pursue for at least 12 months; Align sales approach to customer Business Strategies and local
organization
• Expand the reach of Sponsors and Power Sponsors; Identify white spaces, establish action plan and sales
commitment; Identify regional/global support needed to achieve sales commitment;
• Establish an evergreen sales process for assigned sites/account
• Site Plan follow-up process with Sponsor and Sr. Management
COMPETENCIES Customer Focus, Business Insight, Negotiation, Drives Vision

FACILITATOR SPI and Internal Trainers (after taking methodology)

METHODOLOGY Workshop- Role Playing

TARGET AUDIENCE Site Team Leaders and salespersons working with specific strategic accounts
Gather customer site organizational charts, be able to map it by departments
PRE WORK (including Production, Safety, Operations, Finance, etc.) and identify sponsors and
anti-sponsors
COST $1400 per person
PLEASE CONTACT SOLEDAD DORATO FOR MORE INFORMATION
 Acclivus Sales Trainings for
Sales People
STRATEGIC SALES
SALES NEGOTIATIONS
PRESENTATIONS
Elevate negotiations to Deliver clear messages
OBJECTIVES collaborative model qith a and gain customer buy in,
strategic focus get orders and close deals
Communicates Effectively,
COMPETENCIES Negotiation
Persuades
FACILITATOR Acclivus
2 Days Workshop 2 and ½ Day Workshop
METHODOLOGY
120 Days Follow Up
TARGET AUDIENCE Anybody in a Sales Position (mid to high level)

PRE WORK
U$ 669 per person (or U$ 602 per person (or
request for a certified request for a certified
trainer within Emerson) trainer within Emerson)
COST
+ $3000 USD a day for + $3000 USD a day for
trainer plus travel and trainer plus travel and
lodging lodging
Acclivus Sales Trainings for
NON Sales People

R3 INSIDE SALES R3 SERVICES SALES

Deliver Sales Skills headed to People who are not

OBJECTIVES directly customer facing but who can take the lead on
the interaction
COMPETENCIES

FACILITATOR Acclivus
2 Days Workshop 2 Days Workshop
METHODOLOGY
120 Days Follow Up
TARGET AUDIENCE Anybody in a Sales Position (mid to high level)

PRE WORK
U$ 499 per person (or request for a certified trainer
COST within Emerson) + $3000 USD a day for trainer plus
travel and living
 Industries
REFINING OIL & GAS MINING AGRICHEMICAL POWER CHEMICAL

• Geology and Field • Business • Mining Industry • Phosphoric Acid • Introduction to • Distillation Basics -
Types Methodology Overview Boiler Processes Introduction
• Ammonium
• Exploration and • Production • Mining, Minerals & Nitrate Production • Introduction to • Distillation Basics
Facilities Management Metals Processing Combustion -Instrumentation
Trainings in Oracle Learn

• Urea Production
• Well Construction • Production Wells Process • Introduction • Distillation -
to Electrical Advanced Control
• Production • Main Drivers and • Fertilizer Industry Generation
Characteristics Challenge Overvew • Nitric Acid
• Why focus on Production Process
• Production • Platform type and • Ammonia Industrial Energy?
Methodology concepts Production Process • Acetic Acid
• Customers Pains Production Process
• Business • Compact Remote • Steam Methane and Emerson Value
Methodology well testing Reformer • Methanol
solution • Emerson Solutions Production Process
• Separation- • Diammonium & Differentiation
Production • Key players Phosphate (DAP) • Hydrocarbon
Management • Key Customer Process Overview
• Natural Gas Stakeholders
• Production Wells Fundamentals • Olefins Process
Overview
• Main Drivers and • Natural Gas
Challenge • Pyrolysis Furnace
• Gas Processing Overview
• Platform type and Key Players
concepts • Cracked Gas
• LNG Compressor
• Compact Remote Overview
well testing • Anatomy of a
solution Terminal • Recovery Section
Overview
• Key players • Understanding the
supply chain • Chemical - Fixed
• Natural Gas Bed and Tubular
Fundamentals • Terminals in the Reactors
O&G value chain
• Natural Gas • Economics of a
Treatment • Terminals market Chemical Plant
funnel • OBJECTIVES:

& forecast management.

• Emphasize CRM use as a corporate tool for Automation

Solutions in Funnel and Forecast.

CRM
in charge in Automation Solutions for data entry and information
supervision roles.

• DURATION:

3 Hours

• COMPETENCIES:

Business Acumen, Decision quality, Perspective, Strategic Agility,

Organizing, Planning, Organizational Agility.

• *Contact Learning Center for Facilitators*