eNewsletter June 2007

GCA Scores Top Recognition at SCATA:

Outstanding Contribution to Training

Only three months old and pitted against larger, more established competitors- GCA has come out on top at the inaugural Supply Chain and Transport Awards 2007, winning the Judge's Award for Outstanding Contribution to Training.

Jan Farnelid recived the SCATA Judge's Award for Outstanding Contribution to Training on GCA's behalf.

Organised by the prominent supply chain and transportation publications of ITP- the largest business and consumer magazine publisher in the Middle East, the Awards acknowledge outstanding transportation and logistics firms in the region that have gone above and beyond in terms of innovation and industry contribution.

The Outstanding Contribution to Training Award recognizes the initiatives taken in the investment of human resource development, which GAC Group Vice President Jan Farnelid received on behalf of the company. "Investing in human capital is tantamount to investing in the future of GAC," he said. "The GAC Corporate Academy creates a platform where our people can develop skills critical to their personal and professional growth through harnessing the power of eLearning in cross-cultural, cross-borders settings."

GCA GM, Damien O'Donoghue, was delighted that the GAC Group was recognised as the leading contender for this award, having successfully beaten rivals from a range of big hitting organisations with significant budgets for human capital development initiatives.

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How much do you know about the global logistics and transport industry, and more importantly– how can you market and sell GAC’s range of innovate logistics solutions to the right clients?

If you're a logistics or transport professional, or engaged in sales, business development, key account management and customer service, then GCA's VSL– Value Added Selling- Logistics course may be the next step to advancing your skillset.

Value Selling - Logistics (VSL) is a course that aims to teach advanced selling skills, and is specifically designed for those professionals who are actively engaged in business development or sales activities.

To learn more, please contact GCA.

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BSC Launched: The Measurement of Strategy and Success

GCA launches leading edge Balanced
Scorecard course for Strategy-
focussed organisations

In response to demand from client companies in the GAC World, GCA has launched the Balanced Scorecard Program. This innovative and intensive program offers a two day workshop in combination with four weeks of online learning, providing participants the opportunity to learn the philosophy and tools of the Balanced Scorecard. Key areas of focus include building strategy maps, tailoring scorecards to business needs, and gaining in-depth insight into the culture of measurement and alignment of strategy to the business.

One of the innovate features of the course is the practical application of the BSC to participants’ work environments, using teams comprised of diverse parts of the business, providing a rich blend of insights.

The first course was launched in Dubai, with 20 participants meeting for the two-day workshop portion. Annalisa Cummings, Marketing Manager of UPS UAE, said, "The BSC workshop not only provided me with a fundamental understanding of the concept but it did so in a creative environment which capitalised on the variety of experience and business areas that the other course attendees brought to the table. A fun way of learning a valuable business tool!"

Dave Medley, Manager of Road Transport Division UPS UAE said, "I believe the BSC training can be of significant value to all GAC and UPS members. It helps us focus on the important issues surrounding our day-to-day and long term business strategies in an easy and manageable way. I found the training of great value and intend to use it as a means of improvement in the manner in which I manage road transport division of UPS here in Dubai. Thank you to Damien, Waleed and Lydia for offering us such valuable training".

Daniel Nordberg, Finance & Administration Manager of GAC Kuwait said, "It was very interesting to see how the cause-effect relationships between various strategic objectives come together, and how the proper use of measurement can drive the business strategy. Also, looking at the drivers of the financial outcome help us to focus on the “enablers” in the business – ie., Customer, Internal Process and Learning & Growth. The culture of measurement is an important element of these ideas, and seems very relevant to the GAC World today and the future".

Demand for this course has been strong, and additional programmes have been scheduled in Q3 and Q4. For information about future courses, or more details about how the Balanced Scorecard can be a powerful addition to your management toolbox, please contact GCA.


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I have a learning problem...
Waleed Jameel
Manager of Business and Technology– GCA

"I have a learning problem," someone once jokingly told me, "The problem is, I already know everything." "You're right," I replied, "That's a pretty big problem." Plutarch once said that the mind was a 'fire to be kindled,' not a vessel to be filled, but the truth is if you think your cup of knowledge is already full, you will never add anything to it.

Chances are a person who 'knows it all' won't be willing to accept, or even see that they do, but could you be one of them? When's the last time you learned Waleed Jameel Manager of Business and Technology– GCA something new? When is the last time you heard something that surprised you, and you followed up by searching for more information? Listening closely and following up on something you hear, either to learn more or to simply confirm, is an important part of making learning an active behaviour.

Compare this to a more passive form of hearing, and not necessarily listening, which involves no follow-up of your own and closely resembles believing whatever you're told or worse - not paying attention. If you know it all, and you're just hearing what the other person says instead of really listening to it, you're not going to learn anything. Chances are you brush new information off with "Yeah, ok," or the "Ok, but did you know…" of a typical know-it-all response, the steering of conversation back to familiar subject waters where the know-it-all feels confident that they know it all.

I recognize some of these symptoms in myself, and I wonder how to correct it. I don't think of myself as a Know It All. Hardly. The friend over last night drilling holes for my new bookshelf was sufficient proof. I had acknowledged the need gap in my Home Improvement knowledge and called him and asked for help. Looking back though, I realized I spent large chunks of the evening discussing education, my forte, instead of learning how to drill; I think I'll call him back for another lesson. We all suffer from Knowing It All at times. The cure is simple: learn to listen.

Listening is a powerful tool, yet it is heavily under-utilized. In a world of personal opinions, individualized facts and Time magazine declaring You (yes you, and only you!) to be the Person of the Year, listening is a forgotten art. In his best-selling work, The 7 Habits of Highly Effective People, Dr Steven Covey discuss habit #5 - Seek First to Understand, Then to be Understood. This habit relies on you listening carefully and attentively, understanding what was just said and then performing the powerful act of demonstrating your comprehension - iterating what you have just understood. A great way to do so is to pause the conversation and say "Let me make sure I understand this correctly. What you are saying is...". Not only do you successfully assimilate new information and demonstrate comprehension, you have also won the gratitude of your listener.

Next time you're in a meeting, listen. Listen to what is being said to you. Listen to what each sub-ordinate is sharing with you. And if you don't understand, ask for more information. In those moments, you are no longer primarily the GM, the director or the guru. You, my friend, are the student and your teacher stands in front of you. Pay attention now.


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