Compact MBA for Telecoms Professionals

4 Day Course
Code PWL130

Book Now - 2 Delivery Methods Available:

Classroom Virtual Classroom Private Group - Virtual Self-Paced Online


Practical tools and techniques for improved strategic, commercial and financial management in the telecommunications sector. The MBA programme is developed specifically for those working in the telecommunications sector. Participants will learn how to use a range of forecasting techniques designed to deal with the uncertainty created by rapid technological change and convergence. Participants will then develop a toolkit of strategic analysis and planning tools with which to analyse their company's industry, environment and competitors as well as models for developing strategic options. The workshop will also develop participant's financial skills so that they can use investment appraisal techniques to evaluate strategic alternatives as well as learning the basic techniques of financial management to ensure the successful execution of their chosen strategy. The course is highly practical and extensive use is made of computer based simulation models, group exercises and case studies. All the techniques are illustrated with worked examples and exercises drawn from the communication sector.

For those that already hold a business degree or have financial training the course is relevant for business professionals looking to understand “the big picture”, those wanting to refresh their knowledge and skills, and professionals wishing to gain an insight into the communications market.

The MBA programme can be run over three, four or five days and each programme is developed specifically for your organisation.


At the end of the course delegates will learn:

  • How to “speak the same language” as strategists, financiers and accountants
  • Gain an understanding of the fundamental concepts and tools of strategy and how they apply to the communications sector
  • How to analyse the strategies of successful companies within the communication sector and how to develop your own winning strategies
  • Explore a range of forecasting techniques designed to tackle the challenges presented by uncertainty
  • How to use investment appraisal techniques such as Pay Back, Discounted Cash Flow, Break-Even Analysis and
  • Internal Rates of Return in order to evaluate strategic choices
  • Gain an appreciation of the anticipated levels of financial performance required by stakeholders
  • How to prepare and present compelling business plans
  • Develop the skills to review and analyse management accounts and financial information in order to ensure the successful execution of your company's strategy

Target Audience

The MBA assumes prior financial, accounting or business school training and so is particularly relevant for:

  • Non-accounting managers and executives with financial performance responsibilities
  • Cost centre managers and budget holders
  • Engineers, IT and technical managers
  • Sales and marketing managers
  • Product development managers
  • Operational managers
  • Project managers
  • Corporate attorneys / legal professionals


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Overview of strategic and commercial planning (6 topics)

  • Stakeholder analysis and corporate objectives
  • USPs, differentiation and sources of sustainable competitive advantage
  • Creating shareholder value
  • Business planning framework
  • Layout and contents of a business plan
  • Strategic challenges facing the communication sector

Introduction to financial concepts and analysis (6 topics)

  • Overview of the layout and contents of the Profit and Loss, Balance Sheet and Cash Flow Statements
  • Definitions of key financial terms
  • Profits and profit margins
  • Return on capital employed
  • Free Cash Flow
  • Historic financial performance within the communication sector

Industry and environmental analysis (5 topics)

  • PESTEL analysis
  • Value chain analysis
  • Industry life cycle
  • Porter's Five Forces model
  • Managing uncertainty in the communications sector

Forecasting Techniques - Part 1 (6 topics)

  • Understanding the process of forecasting demand and essential forecasting concepts
  • Forecasting in real vs. nominal terms
  • Determining the potential market demand for a product or service
  • Understanding the suitability of different forecasting techniques in particular situations
  • How to use the time series method to make a forecast based on trend and seasonality
  • How to use explanatory methods, notably regression analysis to make a forecast

Forecasting Techniques - Part 2 (6 topics)

  • Using the product life cycle and s-shaped growth curves to forecast take-up
  • The Bass model of diffusion of innovation to forecast new demand for new services
  • Price elasticity of demand in telecoms markets, practical applications
  • Price elasticity coefficient estimates
  • Empirical evidence of price elasticity of demand for telecoms services
  • Demand for mobile internet services, a sample survey: methodology and results

Advanced financial concepts and accounting (6 topics)

  • Revision of basic financial concepts from Day One
  • Fundamental principles of accounting and account preparation
  • Accounting for capital expenditure and fixed assets
  • Accruals and prepayments
  • Interest, corporation tax and shareholder funds
  • The importance of economies of scale and the strategic implications within the communications sector

Financial ratio analysis - part I (5 topics)

  • Contribution analysis and profitability margins, e.g. EBITDA margins
  • Sources of finance or capital and measures of capital employed
  • Expected returns and the Weighted Average Cost of Capital
  • Returns on investment including the Return on Capital Employed (ROCE), Equity (ROE) and Net Assets (ROTA)
  • Quantifying expected levels of profitability and returns within the communications sector

Financial ratio analysis - part II (4 topics)

  • Measures of liquidity and solvency, e.g. Current Ratio, Acid Test, Gearing and Interest Cover
  • Investment ratios, e.g. PE Ratios, EBITDA and Sales multiples
  • The role of the financial institutions and equity analysts
  • Learning from the Dot Com bubble

Reviewing management information (5 topics)

  • The typical layout of management accounts
  • The importance of materiality
  • Trend analysis and the use of Excel
  • Variance analysis
  • Sources of variances

Case study (4 topics)

  • Based around current issues in the communication sector
  • Draws together the learning from previous sessions
  • Allows participants to deploy their new skills in a practical exercise
  • Team working and presentation skills tested

Typical Ratios, Profitability and Expected Returns in the Telecom Industry (3 topics)

  • Evolution of ratios, margins, returns and capital expenditure at different stages of the industry life-cycle - a 20 year historic analysis of the UK mobile industry
  • Benchmarks for expected levels of profitability, return, capital expenditure and gearing in the telecoms sector
  • Understanding financial analyst's reports, a practical example working through a real analyst's report

Understanding Costs and Increasing Profitability (5 topics)

  • Increasing return on investment, an overview
  • Different types of costs, including cost of sales, operational expenditure, depreciation and amortisation, weighted average costs of capital (WACC)
  • Identifying and costing value chain activities, value add analysis
  • Strategies to reduce costs and increase returns
  • Overview of regulatory cost accounting and setting interconnect rates

Essential Marketing Concepts (5 topics)

  • The marketing strategy development process and understanding markets and customers
  • Understanding the suitability of different market research methods
  • The benefits of market segmentation and applying segmentation methods and targeting
  • The 4 Ps: Adjusting the he elements of the marketing mix
  • Developing a value proposition and market positioning

Generating strategic alternatives (6 topics)

  • Learning from the experience of other markets
  • The TOWS matrix
  • The Boston Consulting Group Matrix
  • The Ansoff Matrix
  • The industry attractiveness screen
  • Successful strategies within the communications sector

Investment appraisal - part I (5 topics)

  • How companies create shareholder value
  • The fundamental principles of investment appraisal
  • Pay back analysis, J-curves and peak funding
  • Break even analysis
  • Typical financial targets in the communication sector

Investment appraisal - part II (6 topics)

  • Discounted Cash Flow analysis and Net Present Value
  • The risks of relying on terminal values
  • The Internal Rate of Return
  • Using Excel to calculate the NPV and IRR
  • Investment decisions when capital is limited
  • Investment appraisal and the challenges of uncertainty


The course requires no previous knowledge of finance or accounting or strategic analysis and planning techniques.

Scheduled Dates

Please select from the dates below to make an enquiry or booking.


Different pricing structures are available including special offers. These include early bird, late availability, multi-place, corporate volume and self-funding rates. Please arrange a discussion with a training advisor to discover your most cost effective option.

Code Location Duration Price Feb Mar Apr May Jun Jul
Virtual Classroom (London)
3 Days $2,940

What Our Customers Say

The training was delivered with a high level of expertise and excellence. Instructor was highly knowledgeable.”

Technical Trainer, Aviat Networks

Overall the course was really good, the trainer really understood the material and was very approachable.”

Customer Training Manager, Aviat Networks

Excellent course, informative and well-paced.”

CSE, Cisco

Course was very well outlined. Topics were great and bridged many gaps.”

System Engineer, Cable & Wireless

An excellent intro to video encoding & MPEG transport streams - I would definitely recommend it.”

Broadcast Engineer, Cisco

Definitely an excellent intro. Left me interested in learning more.”

Broadcast Engineer, Eircom

Excellent training course with real examples and practical classroom demonstrations.”

Transport Designer, Orange

Instructor knowledge and experience was excellent.”

Solutions Engineer, Akamai

Excellent course, very clear and well organised. Course content delivery was very good.”

Assistant Engineer, Dhiraagu

Very informative and appropriate.”

Network Support Technician, BT

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