Pearson SOW Business

Higher Nationals

Higher National Certificate Lvl 4

Higher National Diploma Lvl 5

Business

Schemes of Work

For use with the Higher National Certificate and Higher National Diploma in Business

First teaching from September 2016

Edexcel, BTEC and LCCI qualifications

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All the material in this publication is copyright © Pearson Education Limited 2020

Contents

1 Introduction 1

2 How to Read the SOW 1

3 Learning Outcomes and Assessment 2

4 SOW Sessions 3

5 Frequently Asked Questions 4

6 Schemes of Work 6

Unit 1: Business and the Business Environment 7

Unit 2: Marketing Essentials 15

Unit 3: Human Resource Management 25

Unit 4: Management and Operations 36

Unit 5: Management Accounting 46

Unit 6: Managing a Successful Business Project 54

Unit 7: Business Law 61

Unit 8: Innovation and Commercialisation 70

Unit 9: Entrepreneurship and Small Business Management 80

Unit 10: Financial Accounting 90

Unit 11: Research Project 98

Unit 12: Organisational Behaviour 107

Unit 13: Financial Reporting 117

Unit 14: Advanced Management Accounting 126

Unit 15: Financial Management 134

Unit 16: Operations and Project Management 143

Unit 17: Understanding and Leading Change 152

Unit 18: Global Business Environment 162

Unit 19: Resource and Talent Planning 170

Unit 20: Employee Relations 179

Unit 21: Strategic Human Resource Management 187

Unit 22: Product and Service Development 196

Unit 23: Integrated Marketing Communications 205

Unit 24: Digital Marketing 216

Unit 25: Principles of Operations Management 227

Unit 26: Supply Chain Management 241

Unit 27: Identifying Entrepreneurial Opportunities 250

Unit 28: Launching a New Venture 259

Unit 29: Managing and Running a Small Business 268

Unit 30: Taxation 278

Unit 31: Statistics for Management 286

Unit 32: Business Strategy 296

Unit 33: Business Information Technology Systems 305

Unit 34: Business Systems 313

Unit 35: Developing Individuals, Teams and Organisations 323

Unit 36: Human Resources − Value and Contribution to Organisational Success 332

Unit 37: Consumer Behaviour and Insight 340

Unit 38: Customer Value Management 349

Unit 39: Sales Management 357

Unit 40: International Marketing 366

Unit 41: Brand Management 374

Unit 42: Planning for Growth 383

Unit 43: Tapping into New and International Markets 392

Unit 44: Pitching and Negotiation Skills 401

Unit 45: E-Commerce & Strategy 412

Unit 46: Social Media Practice 419

Unit 47: Business Intelligence 426

Unit 48: Consumer and Intellectual Property Law 432

Unit 49: Company Law and Corporate Governance 443

Unit 50: Law of Contract and Tort 454

Pearson BTEC Levels 4 and 5 Higher Nationals in Business Schemes of Work – Issue 1 – August 2020 © Pearson Education Limited 2020 1

1 Introduction

These Example Schemes of Work (SOW) are intended to give you an insight into how you might structure the delivery of the Essential Content for the units within this Higher National Qualification. They are not an indication of what you must deliver or an example of the ideal manner in which to deliver the Essential Content. Rather, we hope that these SOW will give you ideas as to the types of teaching and learning activities that might be employed to meet the requirements of providing the requisite Guided Learning Hours (GLH) for the unit. You should ensure that the SOW you produce for your course are appropriate to your students, programme delivery plan, resources and local needs.

2 How to Read the SOW

In order to support consistency across our qualifications, in developing these SOW, we have taken a simple approach to the structure of the SOW. This is:

● A 15-credit unit requires 60 GLH

● To deliver 60 GLH we define 20 3-hour teaching sessions

● 20 sessions x 3-hours = 60 GLH

Similarly, for a 30-credit unit:

● A 30-credit unit requires 120 GLH

● To deliver 120 GLH we define 40 3-hour teaching sessions

● 40 sessions x 3-hours = 120 GLH

This is not intended to dictate the way that you may deliver the GLH. Depending on your mode of delivery (full-time, part-time, etc.), timetable, resources and approach to the subject, you will develop your own pattern of delivery.

Keep in mind that while we are using a standard length of time for each taught session, this is not required. You may find that it is necessary, or desirable, to vary the length of taught sessions; in order to give students a varied timetable, to manage (physical or human) resources, or to allow greater taught provision for other units running in parallel.


3 Learning Outcomes and Assessment

The SOW includes an indication of how the taught sessions support a particular approach to assessment, by indicating the number of assignments and their relation to learning outcomes. Keep in mind that this is not a suggestion of how you must assess, but an indication of how the SOW has been designed to support the number of assessments.

In the example below, we can see that this SOW is designed to support a Single Unit Assessment; where all learning outcomes will be covered in a single assessment.

Learning Outcome (LO) Assessment 1

LO1 Explain the different types, size and scope of organisations

LO2 Demonstrate the interrelationship of the various functions within and organisation and how they link to organisational structure

LO3 Use contemporary examples to demonstrate both the positive and negative influence/impact the macro environment has on business operations

LO4 Determine the internal strengths and weaknesses of specific businesses and explain their interrelationship with external macro factors

To find out more about different types of assessment, that can be used in Higher Nationals, see the BTEC Higher Nationals – (RQF) Assessment & Feedback Guidance for Centres & Tutors.

Pearson provide a range of information and guidance to support centres to deliver and manage quality in BTEC Higher Nationals.

Visiting our website, for Enhanced quality assurance, here, provides information and guidance related to:

● Centre approval and re-approval

● Teaching and learning

● Assessment (Peer, self, group work and time constrained activities)

● Quality assurance, including external examination

● Annual Programme Monitoring Review (APMR)

● Annual Student Survey

http://hnglobal.highernationals.com/sites/default/files/hn-assessment-feedback-guidance.pdf

http://hnglobal.highernationals.com/sites/default/files/hn-assessment-feedback-guidance.pdf

https://qualifications.pearson.com/en/qualifications/btec-higher-nationals/about/quality-assurance-process.html


4 SOW Sessions

Each 3-hour session, in the SOW, is in the format:

[1] [2] [3]

Session Learning Outcome(s)

Session Activities

Session 1

LO1 [4] Topic: Different types of business organisations [5] Sub-topic(s): ● Introduction to the unit’s content and two unit assignments. ● What is a business? ● Types of organisation, profit and non-profit entities. ● Formal and informal businesses. ● Legal structures – sole trader, partnerships, limited companies. ● Other forms of business entity. [6] Sample activities: ● Question and answer activity on general/prior knowledge of

different business types. ● Group activity – discuss and differentiate legal entities e.g. sole

trader, partnership etc. ● Activity in pairs to establish advantages and disadvantages of

each business type.

Note the numbers in brackets are for reference, here, and do not appear in the actual SOW.

[1] Session – this is the session number. Sessions are numbered in order to ensure that we are clear that we are meeting the GLH requirements.

[2] Learning Outcome(s) – this indicates to which learning outcomes the content of this session relates.

[3] Session Activities – these are the topics, sub-topics to be covered during this session, and the activities that may support student learning during the session.

[4] Topic – this is the main topic(s) of the session. Typically, this will correspond to one (or more) of the main topics from the Essential Content of the Unit.

[5] Sub-topics – not every session will have sub-topics, but where they are presented, they give information about the additional detail that will be covered in the session. Again, typically, these will be drawn from the Essential Content of the Unit.

[6] Sample Activities – these give an indication of the activities of the tutor and the students, for the given session. Depending on the nature of the session, you may find greater or lesser amounts of student or tutor activity. For example, if the main aim of the session is to introduce a body of knowledge to the students, the tutor activity may be a ‘lecture’; which may mean there is less student activity. Whereas, if the session is designed to allow students to explore the application of knowledge or skill, there may be much more student activity listed, with the role of tutor being that of support.


5 Frequently Asked Questions

Q. Am I required to have 20 3-hour sessions in my teaching plan for a 60 GLH unit?

A. No. The model used in the SOW has been designed to be a simple standard that is applied to all the SOW across our Higher Nationals qualifications. You will design your SOW or teaching plan based on the specific needs of your students, timetable and resources. However, you must ensure that you are providing the requisite number of Guided Learning Hours (GLH).

Q. Should every session cover a single topic (and sub-topics) from the Essential Content?

A. No. The Essential Content, for a unit, is the list of material that Pearson has determined a student must be taught to support their achievement of the related learning outcome. However, we recognise that there will be variations in what are deemed to be the most important parts of the Essential Content. This may be based on your location, employment opportunities and progression opportunities for your students. Therefore, tutors are able to determine; keeping in mind the requirements of the Assessment Criteria, how much time should be given to the delivery of the different topics and sub-topics in the Essential Content. This will consequently determine the way that individual sessions, in a SOW, cover single or multiple topics.

Q. Can I include assessment and feedback within my SOW?

A. Yes. Supervised assessment and feedback are part of the students’ learning and can; therefore, be included as part of the GLH.

Q. Are there any elements of good practice that I should include in my SOW?

A. It is advisable that you consider building the following into your SOW:

● Use your first session to introduce the subject of the unit and, most importantly, to allow time to discuss learning outcomes and assessment criteria with students. Try to make this a student-led discussion, so that you can gain an understanding how the students are interpreting the learning outcomes and assessment criteria. This understanding will help you to consider ways that you may need to adjust your learning and teaching strategy to ensure that both you and the students have a shared understanding of what learning outcomes and assessment criteria mean.


● Include some time for discussing feedback, after the assessment. This may be a group discussion; where you highlight some of the common challenges that students may have found in their assignments and some of the positive things that were common in their submissions. Or, you may timetable individual discussions with students so that you can address their specific assessment results. In either case, it will give students some additional support for their continued development in the future.

● Remember that Guided Learning Hours are not restricted to those that are classroom based or delivered by the tutor. Guided Learning Hours include any time that a student is directly supported by a suitable member of staff. This may include time in a workshop (supported by a workshop technician), time in the library (supported by a librarian who is helping the student with research), a field/study visit (when a student may be interacting with professionals under the guidance of a member of staff), work placement supervision where the student’s activities are being guided by a professional in line with the relevant learning outcomes etc. It is important to include a range of activities, that are appropriate to the specific Essential Content, and this may not always be a ‘tutor-led’ activity.


6 Schemes of Work


Unit 1: Business and the Business Environment

Please note that Schemes of Work are for guidance and support only. They can be customised and amended according to localised needs and requirements. All Schemes of Work can be adapted to suit specific establishment time frames in line with GLH delivery.

Scheme of Work

Programme Title:

Higher Nationals in Business Level: 4

Unit Title: Business and the Business Environment Tutor:

Unit Number: 1 Academic Year:

Learning Outcomes (LO) Assessment

1 Assessment

2 Assessment

3 Assessment

4

Explain the different types, size and scope of organisations

Demonstrate the interrelationship of the various functions within and organisation and how they link to organisational structure

Use contemporary examples to demonstrate both the positive and negative influence/impact the macro environment has on business operations

Determine the internal strengths and weaknesses of specific businesses and explain their interrelationship with external macro factors


Sessions Learning Outcome(s)

Session Activities

Session 1 LO1

Topic: Different types of business organisations

● Introduction to the unit’s content and two unit assignments.

● What is a business?

● Types of organisation, profit and non-profit entities.

● Formal and informal businesses.

● Legal structures – sole trader, partnerships, limited companies.

● Other forms of business entity.

Sample activities:

● Question and answer activity on general/prior knowledge of different business types.

● Group activity – discuss and differentiate legal entities e.g. sole trader, partnership etc.

● Activity in pairs to establish advantages and disadvantages of each business type.

Session 2 LO1

Topic: Size, scale and scope of different organisations

● Issue and introduce Assignment 1

● Explore differences in businesses on the basis of their main function, scope and the size of operations.

● National, international and global business development and growth.

Sample activities:

● Measure business size. Large and small organisations – business scale.

● Use of case studies to highlight differences in large, small and micro businesses.

● Group discussion – organic growth of a business through different structures e.g. sole trader, partnership, limited company.



Session Activities

Session 3 LO1

Topic: Stakeholders, roles and responsibilities

● Investigate different roles within typical businesses and the responsibilities associated with different levels and authorities.

● Stakeholder analysis and meeting stakeholder needs.

● Business obligations to stakeholders in the context of corporate social responsibility (CSR).

Sample activities:

● Small groups – research and identify different roles within different businesses.

● Each group create a quiz activity on responsibilities attached to different roles in a business and test one another.

● Group discussion – levels of authority and associated responsibilities.

Session 4 LO1

Topic: Business environment

● The purpose of economic activity and the production of goods and services to satisfy changing needs and wants.

● Intro to economic concepts e.g. scarcity and choice, supply and demand

● Industrial structures definition and introduction to Porter's Five forces to analyse industry structure.

Sample Activities:

● Brainstorm activity – to discuss different economic concepts and different examples.

● •Group research activity – how do businesses respond to variations in supply and demand?

● •Case study discussion – the application of Porter's Five Forces to identify and understand industry competition.



Session Activities

Session 5 LO2

Topic: Functional areas in business (part 1)

● Explore different main functions or departments such as marketing, finance, human resources.

Sample activities:

● Group activity – identify different departments/functions in a given business. Tutor to provide different contexts to explore differences.

● Different groups present back the main generic functions such as marketing, finance and human resources, including their roles and responsibilities.

● Review different organisational charts. Small group feedback on how a particular chart illustrates functional interrelationships.

Session 6 LO2

Topic: Functional areas in businesses (part 2)

● Explore secondary/additional functions or departments found in some businesses such as procurement, maintenance, operations and manufacturing.

Sample activities:

● Group activity – identify and list additional support departments/ functions in different types of businesses from different sectors.

● Tutor to provide different contexts to explore differences.

● Different groups present back on each of the additional functions such as procurement, maintenance, operations and manufacturing, including their roles and responsibilities.



Session Activities

Session 7 LO2

Topic: Functional interrelationships

● Explore interrelationships between various functions and the impact on operational effectiveness.

● Explore the role of different functions in achieving organisational goals and objectives.

Sample activities:

● Group activity – establish the links and dependencies between different departments/functions in a given business. Tutor to provide different contexts to explore differences.

● Discussion and student input in to the relation between various functions previously identified.

● Work in pairs – explore the role of different functions in achieving organisational objectives.

Session 8 LO2

Topic: Functions and structures (part 1)

● Define organisational charts and their use.

● Different structures e.g. flat or tall hierarchical, matrix etc.

● Investigate how different functions impact on organisational structures.

● The impact of size and scope on organisational structures.

Sample activities:

● Question and answer activity – what are organisational charts and what are their purpose. Identify the different types e.g. tall or flat. Discussion and student input on how different functions report into each other.

● Group work – create an organisational chart for a given business.

● Reflect on how size and scope of previous activity affected the structure created by students.



Session Activities

Session 9 LO2

Topic: Functions and structures (part 2)

● Explore differences between structures on the basis of size – national, global etc. – and location.

● Complexities of local, transnational, international and global organisations.

● Virtual structures.

Sample activities:

● Discussion activity – varied structures such as chain, franchise, head office operated and others.

● Student research into centralised and de-centralised structures and management.

● Student debate on the use of virtual structures, appropriateness and future practices.

Session 10 LO1 & 2

Topic: Assignment draft review workshop

● Review of student progress on the first assignment.

● Review of academic requirements and submission format.

Sample activities:

● Brief tutor-led overview of assignment requirements.

● Open question and answer activity to address general questions and concerns.

Session 11 LO3

Topic: Environmental analysis

● Issue Assignment 2 /Introduction to the second assessment.

● Define the concept of environmental analysis in a business context.

● Macro and micro environmental analysis.

● Introduction to PESTLE and SWOT/TOWS analytical tools.

Sample activities:

● Pair work – investigate and define business environmental analysis.

● Group activity – differentiate between a macro and micro environmental analysis.

● Tutor-led definition and explanation of a PESTLE and a SWOT/ TOWS analysis.



Session Activities

Session 12 LO3

Topic: Macro environmental analysis – PESTLE (part 1)

● In-depth delivery of a PESTLE analytical tool.

● Investigation of current case studies with which to apply the model.

Sample activities:

● Tutor-led explanations and questioning – political, economic and social factors.

● Research activity- students to investigate current political, economic and social factors influencing and impacting the business environment. Present feedback and discuss.

● Group activity – apply these factors to a given organisation.

● Pair work – Find a business to apply PESTLE and SWOT/TOWS analysis.

Session 13 LO3

Topic: Macro environmental analysis – PESTLE (part 2)

● In-depth delivery of a PEST/LE analytical tool.

● Investigation of current case studies with which to apply the model.

Sample activities:

● Tutor-led explanations and questioning – technological, legal and environmental factors.

● Research activity – students to investigate on current technological, legal and environmental factors influencing and impacting the business environment. Present feedback and discuss.

● Group activity – apply a PEST/LE analysis to a given organisation. Homework in pairs – create a PEST/LE analysis for presentation in the next session.

Session 14 LO3

Topic: Macro environmental analysis applied – PESTLE

● Investigation of PESTLE analysis applied in and presented by student for their selected contexts.

Sample activities:

● Student presentations of a PEST/LE analysis for a chosen business.

● Peer review and feedback on presentations.

● Tutor to summarise findings and link to Assignment 2.



Session Activities

Session 15 LO3

Topic: Macro environmental impact and response

● Investigation of how the macro environment affects business operations.

● Transformation processes that organisations go through in response to change.

Sample activities:

● Group activity – impact analysis of environmental factors on a selected business.

● Group brainstorming session on ways a business could respond to change.

● Tutor-led critical reflection of practicalities of discussed changes.

Session 19 LO3 & 4

Topic: Assignment workshop

● Review of student progress on the second assignment.

Sample activities:

● Brief tutor-led overview of assessment requirements.



● Individual student queries and questions.

Session 20 LO 3 & 4


● Review of individual student drafts for second assignment.

Sample activities:

● Individual appointments to address individual student queries and questions.


Unit 2: Marketing Essentials


Scheme of Work

Programme Title:


Unit Title: Marketing Essentials Tutor:



1 Assessment

2 Assessment

3 Assessment

4

Explain the role of marketing and how it integrates with other functional units of an organisation.

Compare ways in which organisations use elements of the marketing mix (7Ps) to achieve overall business objectives.

Develop and evaluate a basic marketing plan.



Session Activities

Session 1 LO1

Topic: Definitions and the concept of marketing

● Introduction to the unit’s content and the unit assessment.

● An introduction to marketing: definitions and how it influences our daily lives.

● Marketing within a business-to-consumer (B2C) and business- to-business (B2B) context.

Marketing as an organisational function. Sample activities:

● Question and answer activity on general/prior knowledge of marketing as a concept.

● Group activity – defining the terms e.g. marketing, advertising, promotion, merchandising, B2C and B2B.

● Pair work – discuss and explain the function of marketing, to be followed up in next session.

Session 2 LO1

Topic: The role of marketing

● Issue Assignment 1 and introduction to the first assignment.

● The structure and operation of marketing departments.

● Outsourcing elements of the marketing function.

● The marketing process, from situational analysis, defining objectives, strategies and evaluation.

Sample activities:

● Group activity – research and discuss different functions in marketing.

● Pair work – identify and list different roles and responsibilities of staff in marketing department.

● Individual research – what is the standard process for a marketing plan?



Session Activities

Session 3 LO1

Topic: The marketing process

● The marketing process, from situational analysis, defining objectives, strategies and evaluation.

Sample activities:

● •Group activity -each group given a marketing scenario. Each

● group to research the key requirements of the marketing process and present their feedback.

● •Discussion activity –using case studies generate discussion about how to apply effective marketing planning.

Session 4 LO1

Topic: The interrelationships between marketing and other functions

● Explore interrelationships between marketing and other business functions.

● The link between the marketing plan, marketing objectives and marketing strategy.

● Understanding the link between marketing strategy and corporate strategy.

Sample activities:

● Group activity – establish the links and dependencies between marketing and other departments/functions in a given business.

● Discussion, question and answer activity – what is the link between marketing strategy and overall organisational strategy?

Session 5 LO1



● Recap input as required.

Sample activities:







Session Activities

Session 6 LO1

Topic: Assignment workshop – creating and delivering effective presentations

● Delivering and presenting information in a professional manner.

● Presentation formats and methods.

● Preparing for your audience.

Sample activities:

● Question and answer activity based on short videos of different presentations – good and bad points in presentations.

● Professional use of formats and software – PowerPoint, flipcharts, interactive boards etc.

● Group activity – identity and profile your audience

Session 7 LO1

Topic: Student presentations – Assignment 1

● Student presentations for Assignment 1.

● Peer reflection and discussion.

Sample activities:

● Individual student presentations.

● Peer reflection at the end on the good and bad practices noted.

● Comments: It is suggested that the rest of the group attend presentations as an 'audience' to create a realistic scenario. Also for group reflection at the end of presentations.



Session Activities

Session 8 LO2

Topic: The marketing mix – overview

● Issue Assignment 2 and introduction to the second assignment.

● The use of management tools for strategic planning.

● Broad outline of the marketing mix (7Ps)

Sample activities:

● Tutor-led brief of Assignment 2.

● Question and answer activity – what is the marketing mix?

● Discussion and student input on how this tool can be used to assist decisions about business strategy.

● Group work – research and list the 7Ps of the marketing mix.

Session 9 LO2

Topic: The marketing mix – products

● Attributes, market classifications, new product development.

● Introduction to product life cycle and adoption.

● The branding of products and services – definition and purpose of branding.

● Types of branding – family, individual and own-label. Re- branding.

The impact of branding on buyer behaviour. Sample activities:

● Discussion – investigate the product life cycle.

● Student research in to strong brands and what makes a strong brand. Also asses impact that strong brands have on buyer behaviour.

● Students to create a brand image and logo for a given product.



Session Activities

Session 10 LO2

Topic: The marketing mix – promotion

● Promotional objectives and introduction to models of communication.

● Promotional or communications mix – advertising, direct marketing, product placement, sponsorship, sales promotion, exhibitions and public relations.

● The impact of promotion on buyer behaviour.

Sample activities:

● Pair work – discuss and explain the reason for promotions and its purpose.

● Group discussion – discuss the use of different methods of promotion and the impact on users/buyers.

Session 11 LO2

Topic: The marketing mix – price

● Pricing objectives and factors that influence price.

● Pricing tactics (B2C) – pioneering, penetration, price matching, variable, psychological, prestige, promotional and discounting.

● Professional services pricing.

● Competitive tendering.

● International pricing issues.

● The impact of price on buyer behaviour.

Sample activities:

● Pair work – investigate why pricing tactics should be considered when planning to market new products.

● Group activity – research different pricing tactics and assess its appropriateness in a given context.

● Student debate – the impact of price on buyer behaviour.



Session Activities

Session 12 LO2

Topic: The marketing mix – place/placement

● Definitions within a marketing context.

● Different stages of channel management.

● Logistics and supply chain management.

● Physical and online retailing.

Sample activities:

● Individual activity – define place/placement in the marketing mix.

● Group activity – investigate and draw a poster of the stages of channel management.

● Class discussion – the influence of logistics and supply chain management on marketing.

Session 13 LO2

Topic: The marketing mix – people

● The role of people within marketing.

● The different roles undertaken – customer interfacing and support personnel.

● The impact of people on buyer behaviour.

Sample activities:

● Student activity – recap and explain different people in marketing processes.

● Group activity – in a given case study or scenario identify the different roles in marketing e.g. customer facing, support functions etc.



Session Activities

Session 14 LO2

Topic: The marketing mix – physical evidence

● Definition.

● Exteriors and interiors and how they influence buyer behaviour.

● Visual factors – colour, lighting, uniforms and presentation.

● Aural factors (music/sound) Olfactory factors (smell/taste).

The impact of physical evidence on buyer behaviour. Sample activities:

● Small student groups – discuss the influence that physical elements have on their own perception of products.

● Practical activity – show various physical environments for students to comment on visual impact, aural impact and impression of smell and taste (olfactory impact).

● Discussion in pairs – what impact does the above have on buying behaviour?

Session 15 LO2

Topic: The marketing mix – process

● Definition within the marketing context.

● Types of processes.

● The impact of process on buyer behaviour.

Sample activities:

● Short activity – students to research and list different processes in delivering products.

● Group discussion – the appropriateness and effectiveness of different processes in a specific context.

● Discussion in pairs – how does process impact on buyer behaviour?



Session Activities

Session 16 LO2

Topic: The marketing mix – integration

● Understanding of the marketing mix can be adapted to meet the needs of customers within both a B2C and B2B context.

● The shift from the 4Ps to the 7Ps.

● The relationship between marketing, ethics and corporate social responsibility (CSR).

● Examine actual and potential ethical issues in marketing.

● The link between external factors and the 7Ps.

Sample activities:

● Group discussion – the ‘flexible mix’ and the need to adapt it.

● Tutor to explain/discuss the change from 4Ps to 7Ps

● Group activity – the link between marketing ethics and CSR.

● Homework in pairs – consider the application of the 7Ps in a given context.

Session 17 LO3

Topic: Developing a marketing plan

● The links between marketing plans, marketing objectives and marketing strategies.

● An overview of the marketing planning process (analysis, planning, implementation and control) and marketing strategy.

● Setting goals and objectives. Evaluating and monitoring marketing plans.

Sample activities:

● Student research: what is the value of a good marketing plan? Present back to the group.

● Group activity – investigate and illustrate the marketing process in a poster format.

● Pair work to identify the key elements needed in an effective marketing plan.



Session Activities

Session 18 LO3

Topic: Marketing planning – tools and techniques

● Market segmentation and target market selection.

● Situational analysis tools and techniques.

● Creating a marketing strategy and allocation of resources.

● Monitoring and control measures.

Sample activities:

● Group activity – use an appropriate case study to apply market segmentation to a business.

● Pair work – on the basis of the previous activity/discussion, identify a target market for the given business.

● Group discussion – explain how the strategy would be implemented and the process of monitoring.

Session 19 LO2 & 3



Sample activities:





Session 20 LO2 & 3



Sample activities:



Unit 3: Human Resource Management


Scheme of Work

Programme Title:


Unit Title: Human Resource Management Tutor:



1 Assessment

2 Assessment

3 Assessment

4

Explain the purpose and scope of human resource management in terms of resourcing an organisation with talent and skills appropriate to fulfil business objectives.

Evaluate the effectiveness of the key elements of Human Resource Management in an organisation.

Analyse internal and external factors that affect Human Resource Management

Decision-making, including employment legislation.



Session Activities

Session 1 LO1

Topic: The nature and purpose of Human Resource Management

● Introduction to the unit and the unit assessment.

● What is HRM? Overview of HR contribution and the goals of HRM.

● The development of HR – ‘hard’ and ‘soft’ HR.

● The HR profession map – the HR professional.

Sample activities:

● Investigate varied examples of HR contribution in organisations from media.

● Engage in discussion based on current knowledge of HR activities; identify the development of HR as ‘hard’ and ‘soft’ HR.

● Discuss the HR profession map areas and make a in class presentation.

Session 2 LO1

Topic: Ways in which HR is delivered in different organisations

● Issue Assignment 1

● Introduction to the first assignment.

● HR in different business organisations – large and small.

● Methods of HR delivery – centralised, decentralised.

● In-house, outsourced.

● Models of HR delivery and the contribution/role of HR in business organisations e.g. as strategic partner, employee champion, administrative expert, change agent.

Sample activities:

● Pair work – investigate different forms of HR delivery and discuss in-house and outsourced HR examples and implications.

● Group activity – compare/contrast varied examples of models of HR delivery of HR in organisations of varied sectors.



Session Activities

Session 3 LO1

Topic: HR Functions and contributions

● Employee resourcing.

● What is workforce planning? Alignment with business goals and strategy.

● Resourcing skills and talent – labour markets, types of labour market: internal and external; local, national and global; occupational.

Sample activities:

● Investigate workforce planning in a global organisation case; study and examine how business goals and strategies are aligned.

● Group activity – debate the challenges of resourcing skills and talents for organisations.

● Research activity – search examples of global organisations with regards to labour markets explored by them.

Session 4 LO1

Topic: Labour market trends – forecasting external supply and demand

● Labour market trends and PESTLE factors and their implications e.g. globalisation, ageing workforce, feminisation, rising unemployment, occupational skills shortages, flexible work options, immigration etc.

Sample activities:

● Research local and global labour market trends and the potential PESTLE factors that impact it.

● Discuss key trends in labour markets. Relate the ‘tight’ and ‘loose’ labour markets and their implications for workforce planning, investigating global organisation examples. Identify the major trends in national/local labour market and the implications for workforce planning.



Session Activities

Session 5 LO1

Topic: The internal supply of skills and talent

● The internal supply of talent and skills. Skills audits.

● Labour turnover and labour stability.

● Dysfunctional turnover. Analysing turnover – crude turnover, turnover by department, job role, gender, or other category.

● Establishing reasons for leaving organisations and how.

Sample activities:

● Investigate the internal supply of talent and skills using a global organisation example and undertake skills audit to analyse the role of labour turnover and labour stability.

● Undertake calculations in groups using fictitious figures and calculate turnover by department, job role, gender or other category and compare results.

Session 6 LO1

Topic: Acquiring talent and skills – recruitment and selection (part 1)

● Recruitment and selection – what’s the difference?

● Preparing to recruit: job analysis (importance and methods); characteristics and benefits of job descriptions; person specifications; competency frameworks.

Sample activities:

● Group activity – investigate how recruitment and selection differ using case examples. Groups present feedback;discuss job analysis and give evidence of its use with examples.

● Compare and contrast examples of job descriptions and person specifications in different organisation and industry sectors.

● Write a job description and person specification for a given job role and devise the competency frameworks.



Session Activities

Session 7 LO1


● External vs internal recruitment.

● External recruitment sources.

● Advertising vacancies – points to remember and best practice.

● Costs, advantages and disadvantages of each option.

Sample activities:

● Small group activity – review requirements for efficient recruitment by an organisation. Collate key requirements and research case examples of recruitment practices.

● Small group activity – use appropriate media to create a table

● of recruitment sources, showing advantages and disadvantages of each, and make in-class presentations.

● Individual student activity – design a job advertisement for a given position.

Session 8 LO1


● Selection – main selection methods: strengths and weaknesses; the selection process – from shortlisting to appointment and onboarding.

● Selection tools and methods: job applications; CVs; references; interviews (different types of interview); assessment centres; aptitude tests (reliability and validity as tests of selection methods).

Sample activities:

● Review online videos for various global organisations; discuss selection methods.

● Research examples of selection methods and discuss their pros and cons;

● Small group activity – use a job description and person specification to interview each other for a specific job role.



Session Activities

Session 9 LO1

Topic: Integrating new employees – onboarding and induction

● Onboarding – objectives. What is involved?

● Induction – purpose and methods of induction training.

● Designing an induction programme.

● Evaluating provision.

Sample activities:

● Review factors that enhance and hinder new employee onboarding and induction experience.

● Design a small induction for a global organisation based on what it does.

● Design an onboarding model for an organisation or from a short case study from the media using secondary research.

Session 10 LO1 & 2

Topic: Building knowledge, talent and skills – learning and development

● Learning, development and training distinguished.

● The importance of learning and development.

● Benefits to the organisation and the individual.

● Training needs: organisational, departmental, job function-related, individual.

Sample activities:

● Review the differences between learning, development and training using case examples from secondary research.

● Discuss the importance of learning and development and its impact on a global case organisation; summarise the benefits to the organisation and benefits to the individual.

● Propose the ways in which the training required for a job role could be established e.g. shop assistant.



Session Activities

Session 11 LO1 & 2


● Recap topics and review student progress for the first assignment.

Sample activities:





● Students highlight which topics/practices/theory need recapping.

Session 12 LO1 & 2

Topic: Learning and development

● Identifying the ‘training gap’ – tools and methods.

● Designing training; types of development and training.

● Evaluating training and development.

Sample activities:

● Discuss how a HR department in an organisation case study may identify the ‘training gap’.

● Student in-class presentation on the secondary research tools and methods for recognising the ‘training gap’ in an organisation case study.

● Discuss the various types of development and training e.g. ‘on the job’, job rotation, simulation, group methods, self- directed. Explain costs / benefits of different training methods.



Session Activities

Session 13 LO2

Topic: Job and work design

● Work design: a brief history from Taylorism and Herzberg to ‘Smart Working’.

● Intrinsic and extrinsic rewards from work.

● Theories and purpose of job design – job extension techniques.

Sample activities:

● Pair work – students review work design theories and put in context using case examples as secondary research.

● Research activity – investigate a job position in an organisation and the job design relating to it. Feedback findings and discuss in class.

● Pair work – list intrinsic and extrinsic rewards from work and compare against varied organisations; compare two given job roles in terms of the intrinsic and extrinsic rewards they offer.

Session 14 LO2

Topic: The flexible organisation

● The case for organisational flexibility.

● Types of flexibility – numerical, structural and functional.

● Flexible organisations e.g. Handy’s Shamrock, Atkinson – Shiffrin model. Flexible working practices.

Sample activities:

● Investigate examples of flexibility in global organisations.

● Discuss the types of flexibility and engage in discussion based on current knowledge of global organisational trends.

● Identify the scope of flexible working practices in local or national organisations and Identify the benefits to the organisation and employees of introducing flexible working methods using case examples.



Session Activities

Session 15 LO2

Topic: Performance and reward

● Performance management– aims and objectives.

● Staff appraisals – objectives and best practice.

● 360-degree feedback.

● Learning and development.

● Objective setting and performance standards.

● Pay (e.g. performance-related pay).

Sample activities:

● Investigate performance management – its aims and objectives; discuss staff appraisals, objectives and best practice; examine the benefits and limitations of 360-degree feedback; share examples of objective setting and performance standards.

● Identify different ways in which pay can be linked to performance.

Session 16 LO2

Topic: Payment and reward systems


● Objectives of payment and reward; base pay and total earnings; types of payment and reward system; performance-related pay, profit sharing, employee partnership; How do organisations determine pay and payment levels? Methods of pay determination; Job evaluation (methods and benefits); Market pricing; Grade and pay structures.

Sample activities:

● Investigate how objectives of payment and reward are met; discuss base pay and total earnings using secondary research.

● Research the types of payment and reward systems.

● Examine the importance of performance-related pay, profit sharing, employee partnership.

● Discuss methods of pay determination using case studies.



Session Activities

Session 17 LO2 & 3

Topic: Employee relations

● Employee engagement and communication; Benefits of maintaining good employee relations.

● The purpose of employment law. Key legal issues and constraints e.g. equality legislation, data protection, health and safety, redundancy, dismissal, employment contracts (as appropriate).

Sample activities:

● Investigate the importance of maintaining good employee relations; discuss examples of organisations that have faced issues due to bad employee relations.

● Propose ways in which communication and engagement can be improved in an organisation case study.

● Group activity – investigate and give a 5–10 minute in-class presentation on one of the key elements of employment law.

Session 18 LO3

Topic: Trade unions and workplace representation

● The role of trade unions – national/local.

● Collective agreements.

● Representation of employee interests.

● Dispute resolution – conciliation, arbitration and mediation.

Sample activities:

● Investigate the role of trade unions using specific examples.

● Discuss collective agreements and representation of employee interests by researching a few examples from media.

● Research dispute resolution – conciliation, arbitration and mediation by undertaking research on organisations such as ACAS.

● Group activity – investigate and give a 5–10 minute in-class presentation on one of the key elements of employment law.



Session Activities

Session 19 LO3

Topic: Discipline, grievances and redundancy

● The importance of procedures.

● Fair and unfair dismissal.

● Discipline and employee grievances.

● Redundancy.

● Best practice – legal issues and constraints.

Sample activities:

● Review requirements and importance of procedures for discipline, grievances and redundancy.

● Research examples of fair and unfair dismissal and present to the class.

● Search for examples of discipline, employee grievances and redundancy and make an in-class presentation.

Session 20 LO4

Topic: Assignment 2 workshop

● Review the job application process

Sample activities:

● Group activity – design job specifications and finalise person specifications.

● Discuss interview preparation skills.

● Schedule for interviews agreed and allocated.


Unit 4: Management and Operations


Scheme of Work

Programme Title:


Unit Title: Management and Operations Tutor:



1 Assessment

2 Assessment

3 Assessment

4

Differentiate between the role of a leader and the function of a manager.

Apply the role of a leader and the function of a manager in given contexts.

Demonstrate an appreciation of the role leaders play in the operations function of an organisational environment.

Demonstrate an understanding of the relationship between leadership and management in a contemporary business environment.



Session Activities

Session 1 LO1

Topic: Management and Operations

● Introduction to the unit’s content

● Introduction to the two unit assignments.

● Unit overview.

● Outline and define the concepts – leader, manager, operations.

● The importance of operations in business.

Sample activities:

● Tutor-led delivery of unit overview and content.

● Group activity – what is the function of operations in a business and what is the value of this entity?

Session 2 LO1

Topic: Underpinning management theories


● Introduction and briefing for the first assessment.

● Explore contemporary and seminal theories of management.

● Management by objectives.

● Classical management theories.

● Behavioural theory.

● Contingency theory.

Sample activities:

● Small groups research a theory and present back to the class.

● Class discussion – explore and discuss the concept of ‘management by objectives’ and assess its use in business.

● Debate the effectiveness of different theories in different business contexts.



Session Activities

Session 3 LO1

Topic: Management functions

● Definition of a manager.

● Related and similar titles and responsibilities e.g. supervisor, team leader, department head etc.

● Functions of a manager – planning, organising, controlling and directing.

● De Bono’s ‘Six Thinking Hats’ based on manager functions.

● Skills requirements of an effective manager.

Sample activities:

● Student quiz – list different titles and discuss their differences and similarities, and whether the actual function/role is different from a manager.

● Group role pay – different students to act out De Bono’s different ‘Thinking Hats’ for reflection and discussion.

Session 4 LO1

Topic: Leadership vs management

● Definitions and differences between leaders and managers.

● Debate overlaps and similarities.

● Explore significant leaders and good managers.

Sample activities:

● Group debate – are leaders and managers the same or not? Explain.

● Individual research task – each student to find a significant leader or manager and explain what made him/her successful.



Session Activities

Session 5 LO1

Topic: Leadership theory and skills

● Theories of leadership traits, style and contingency.

● Transformational and transactional leadership.

● Action-centred leadership.

● ‘Hard’ management skills and ‘soft’ leadership skills.

Sample activities:

● Tutor-led explanations of theories, with examples in practice or of known leaders.

● Group activity – present different groups with a transactional or transformational task to instruct followers and discuss impact of each style.

● Individual research task – identify and list skills required to be a good leader, then discuss.

● Student homework – prepare for an in-class quiz.

Session 6 LO1

Topic: LO1 recap and assessment check

● Recap of management theory and functions, leadership theory and the differences between managers and leaders.

● In class quiz/test to recap and retain learner knowledge.

Sample activities:

● Tutor to explain and recap LO1 content.

● In-class quiz on LO1 content, peer marked with feedback exchanged on the most common faults and incorrect answers.



Session Activities

Session 7 LO2

Topic: Leaders and the management function application (part 1)

● Re-brief LO2 from assignment.

● ‘Context’ and the influence on leaders/management behaviour.

● Situational leadership theory.

● Hersey-Blanchard situational leadership model.

Sample activities:

● Tutor to highlight importance of context when investigating people and behaviours.

● Question and answer activity – how does/should leadership change when the work situation changes?

● Tutor-led discussion and explanation of the Hersey-Blanchard model whilst students take notes.

● Student reflection – do your leaders (if appropriate) adapt to circumstances? Write a short summary for the next session.

Session 8 LO2

Topic: Leaders and the management function application (part 2)

● System leadership.

● Task- or relationship-orientated approaches.

● The application of chaos theory.

● The concept of management by objectives.

Sample activities:

● Group discussion – discuss and assess ‘system leadership’ and its application.

● Student research into chaos theory to present back in small groups.

● Student debate on management by objectives and its effectiveness.



Session Activities

Session 9 LO1 & LO2

Topic: Academic report writing

● Different report formats – formal, informal, essay, memos

● Structure and paragraph planning.

● Referencing and bibliographies.

Sample activities:

● Tutor-led explanation of different report formats.

● In-class activity – provide and critique examples and exemplars of previous work.

● Students access HN Global Study Skills Unit and complete tasks.


Session 10 LO1 & 2


● Review of student progress on the first assessment.

Sample activities:





Session 11


● Review of individual student drafts for the first assignment.

Sample activities:

● Individual appointments to address student queries and questions.



Session Activities

Session 12 LO3

Topic: Theory of operations management


● Introduction and briefing for the second assignment.

● Six Sigma principles

● Lean production.

● Queueing theory and associated approaches.

Sample activities:

● Pair work – investigate and present back the ‘Six Sigma’ model. Tutor guidance and peer review to assess research credibility.

● Read articles on application lean production and discuss.

● Group activity – to research Queueing theory and identify the use of the theories in practice.

Session 13 LO3

Topic: Operations management approaches

● The principles of total quality management (TQM).

● Just-in-time (JIT) / Just-in-case (JIC) inventory management.

● The concept of continuous improvement (Kaizen).

Sample activities:

● Tutor-led explanation of the TQM model.

● Group activity – investigate and discuss the differences between JIT and JIC management approaches and assess their effectiveness using real scenarios or case studies.

● Pair work – reviewing case studies on the application of Kaizen discuss the benefits and present back key points.



Session Activities

Session 14 LO3

Topic: Operational functions to manage (part 1)

● Control and distribution systems.

● Raw to finished product – transformation process (value chain).

● Capacity management.

Sample activities:

● Tutor-led delivery on distribution and control systems.

● Group activity – discuss the process of a product from raw to final product. Tutor to link this to the value chain analysis model.

● Individual research – the concept of capacity management. Assessment through individual targeted questioning.

Session 15 LO4

Topic: Operational functions to manage (part 2)

● Procurement and purchasing.

● Logistics, resources and inventory management.

● Scheduling and time planning.

Sample activities:

● Tutor-led delivery on the concept of procurement and purchasing.

● Individual research – resource management, to explain to the group.

● Group activity – apply scheduling to a given scenario and identify the challenges and obstacles of the task.



Session Activities

Session 16 LO4

Topic: Leadership and management and the dimensions of the business environment

● The relationship between leadership and management.

● Corporate social responsibility (CSR).

● Organisational culture, values and business ethics.

● Sustainability.

Sample activities:

● Group activity – identify and discuss the different dimensions of a business environment. Prompted and guided by tutor.

● Pair work – discussion to establish the link between good leaders/management and the above-mentioned concepts; compare and contrast different examples of organisational culture in different companies.

● Group activity – research and present case study examples of the impact of sustainability, CSR and business ethics.

Session 17 LO4

Topic: Stakeholder relations

● Leadership/management relations with stakeholders.

● Stakeholder analysis and expectations.

● Developing, encouraging and sustaining entrepreneurship and intrapreneurship.

Sample activities:

● Student ‘quick presentations’ – who are stakeholders? List stakeholders for a given business.

● Small groups – understand a stakeholder analysis and apply it to a given scenario.

● Group discussion – establish the link between effective leadership and good entrepreneurial culture.



Session Activities

Session 18 LO4



Sample activities:





Session 19 LO3 & 4

Topic: Student assignment preparation

● Students preparing second assignment for review with tutor.

Sample activities:

● Student self-directed study to complete their second assignment.

● Individual student queries and questions to be raised with tutor, if required.

Session 20 LO3 & 4


● Review of individual student drafts for final assignment.

Sample activities:

● Individual appointments to address student queries and questions.


Unit 5: Management Accounting


Scheme of Work

Programme Title:


Unit Title: Management Accounting Tutor:



1 Assessment

2 Assessment

3 Assessment

4

Demonstrate an understanding of management accounting systems.

Apply a range of management accounting techniques.

Explain the use of planning tools used in management accounting.

Compare ways in which organisations could use management accounting to respond to financial problems.



Session Activities

Session 1 LO1

Topic: Introduction to Management Accounting

● Introduction to the unit’s content.

● Introduction to the unit assessment.

● Issue Assignment 1.

● Provide information and guidance related to the unit content and assessment.

Sample activities:

● Small group activity – define management accounting.

● Compare and contrast the role of financial accounting and management accounting.

● Small group activity – list the reasons for integrating a management accounting system.

Session 2 LO1

Topic: Explore a range of Management Accounting techniques

● Different types of management accounting systems

● Benefits of the different types of management accounting systems

Sample activities:

● Group activity – Identify different applications of the range of management accounting systems.

● Question and answer activity – evaluate the advantages and potential disadvantages of each management accounting system.

● Research real examples of at least two different management accounting systems.

Session 3 LO1

Topic: Presenting financial information

● Methods used for presenting financial information.

● Different types of managerial accounting reports.

Sample activities:

● Brainstorm the relevance of good and reliable data, and identify the features of quality financial information.

● Small group activity – list the possible effects of poor quality financial information on an organisation.

● Apply different methods of presenting financial information and evaluate each method using examples.



Session Activities

Session 4 LO2

Topic: Microeconomic techniques

● Introduce cost analysis, cost variances and how to apply absorption and marginal costings.

Sample activities:

● Identify a range of different cost types from a given list.

● Complete costings to apply flexible budgeting techniques and state the benefit over fixed budgeting.

● Individual note-taking and contribution to discussion about different techniques. Practice worksheets from given data, calculate cost variances

Session 5 LO2

Topic: Product costings

● Introduce product costings and how to apply different costings in financial statements.

Sample activities:

● Identify cost behaviour from a given list.

● Small group activity – discuss the role of costing and present findings.

● Research real examples of where activity based costing (ABC) has been used.

● Complete worksheets for calculations and review costings.

● Peer review of calculations and students demonstrate how to complete calculations.

Session 6 LO2

Topic: Cost of inventory

● Introduce the concept of inventory and different methods of inventory management, and effects on financial statements.

Sample activities:

● Categorise a range of examples of inventory (work in progress (WIP)), part-finished, completed).

● Apply the main inventory valuation methods of LIFO, FIFO and AVCO.

● Students complete inventory valuation exercises.



Session Activities

Session 7 LO1 & 2


● Recap and review unit content

● Split group session and individual assignment support session.

Sample activities:

● Students to highlight key areas that need to be recapped.

● Group activity – work on follow-up exercises.

● Individual session – present assignment draft work to be reviewed and receive formative feedback.

Session 8 - ● Submission of Assignment 1.

● Scheduled presentation time allocated for each student (this could apply to two sessions).

Session 9 LO3

Topic: Use of budgets for planning and control


● Introduction to different types of budgets and methods.

● How to prepare a budget.

Sample activities:

● Present solutions to exercises on last week’s topic.

● Small group activity – discuss and present common problems with budgets.

● List and define different types of budgets.

● Small group activity – evaluate a range of budgeting methods.

● Carry out a budgeting exercise.

Session 10 LO3

Topic: Pricing

● Introduction to different pricing strategies and factors of supply and demand.

Sample activities:

● Small group activity – discuss and present the importance of an effective pricing strategy.

● Discussion activity – list a range of factors which influence a pricing strategy, including elasticity.

● Present solutions to exercises set.

● Research the pricing strategy of a chosen organisation.



Session Activities

Session 11 LO3

Topic: Common costing Systems

● Applying different cost systems and different types of costing activities.

Sample activities:

● Small group activity – brainstorm types of costing systems, and discuss and evaluate a range of costing systems.

● Compare and contrast three different costing systems and feedback findings.

● Small group activity – research real examples of the use of costing systems in organisations and feedback findings.

Session 12 LO3

Topic: Strategic planning

● Introduce the concept of strategic planning and the different techniques e.g. PESTLE/SWOT/Porter’s Five Forces and how they apply to the financial position of an organisation.

Sample activities:

● Pair work – watch a short video on a strategic planning technique and deliver a short presentation, justifying its effectiveness in strategic planning.

● Use one of the techniques discussed to complete a strategic planning analysis of the organisation chosen for the assignment.



Session Activities

Session 13 LO4

Topic: Identifying financial problems

● Introduction on how to identify financial problems and how management accounting can respond to financial problems.

Sample activities:

● Pair work – brainstorm the value of a range of methods in highlighting financial problems.

● Discuss examples of financial problems experienced by organisations and identity if any of the methods presented might have helped that organisation to overcome them.

● Small group activity – research examples from the media and financial press of financial problems experienced by organisations, and identify methods which might have help them to avoid them.

Session 14 LO4

Topic: Financial governance

● What is financial governance and how can it be used to predict and prevent financial problems?

Sample activities:

● Pair work – list as many examples as possible where financial governance has been lacking in organisations.

● Pair work – explain how effective financial governance could have helped to overcome financial problems.

● Small group activity – research and explain two examples of financial governance models in feedback session.

Session 15


● Individual appointments to review draft reports and provide feedback.

● Question and answer session.



Session Activities

Session 16 LO4

Topic: Management accounting skill sets

● What is it that makes an effective management accountant?

Sample activities:

● Identify as many competences as possible of a management accountant (skills, qualities, behaviour, experience etc).

● Explain, based on the competences above, how they can be used effectively to prevent or tackle financial problems.

● Pair work – find two job vacancies in different sectors for management accountants and explain the skill sets required.

Session 17 LO4

Topic: Effective strategies and systems

● Development of strategies and systems for effective management accounting reporting.

Sample activities:

● Pair work – discuss the types of financial reporting which might be required of an organisation.

● Pair work – discuss and present a rationale for timely reporting and the importance of accountability and governance.

● Individual research and preparation time for a topic on any aspect of financial reporting for individual practice presentations next week.

Session 18 LO3 & 4


● Recap and review unit content.

● Split group session and individual assignment support session.

Sample activities:

● Students to highlight key areas that need to be recapped.

● Group activity – work on follow-up exercises.

● Individual session – present assignment draft work to be reviewed and receive formative feedback.



Session Activities

Session 19 LO3 – 4

● Revision lecture for LO3 & 4 to support Assignment 2.

Sample activities:





Session 20 LO3 – 4 ● Final submission for Assignment 2.


Unit 6: Managing a Successful Business Project


Scheme of Work

Programme Title:

Higher Nationals in Business Level:

Unit Title: Managing a Successful Business Project Tutor:

Unit Number: Academic Year:


1 Assessment

2 Assessment

3 Assessment

4

Establish project aims, objectives and timeframes based on the chosen theme.

Conduct small-scale research, information gathering and data collection to generate knowledge to support the project.

Present the project and communicate appropriate recommendations based on meaningful conclusions drawn from the evidence finding and/or analysis.

Reflect on the value gained from conducting the project and its usefulness to support sustainable organisational performance.



Session Activities

Session 1 LO1

Topic: The stages of project management.

● Introduction to the unit and the Pearson set assignment.

● Definition of project management.

● The key stages of project management.

● The advantages of project management.

Sample activities:

● Brainstorm the concept of project management.

● Identify the advantages and the importance of implementing project management.

● Group activity – review case study examples and discuss project management in practice.

● Group activity to research and highlight requirements within each stage of the project management process.

● Discuss topic and project presented by the tutor.

Session 2 LO1

Topic: The scope of the project

● Introduction to the first assignment.

● What is meant by ‘scoping the project’?

● Develop a project plan and identify key elements required.

● Logbook completion and how to complete with reflective practice.

Student project planning session:

● Work individually to scope the topic and define the objectives and purpose of the project.

● Work individually to identify which factors affect the implementation of the project e.g. the time required and cost.

● Decide on the key milestones of the project.

● Produce Scope Statement with facilitated support.

● Discuss the use of a logbook and complete first week of logbook.



Session Activities

Session 3 LO1 & 2

Topic: The initiation and planning phase

● What is needed before setting up the project?

● Preparing the business case and different components to the business case.

Sample activities:

● Brainstorm and discuss elements of the initiation and planning stages.

● Research activity – the components of the business case.

● Discussion activity – what type of information is required and how should it be collated?

Session 4 LO1

Topic: Project workshop (part 1)

● Recap the business case.

● Guidance for the independent study sessions.

Sample activities:





● Recap of topics that may require more explanation.

● Independent study – research and devise a business case for the project.

Session 5 LO1


● Independent workshop for students to research, develop and create the business case for the project.

● Workshop can either be a facilitated session or an independent self-study session.

Session 6 LO1


● Individual appointments with the tutor to review Scope Statement and the business case.

● Review of logbook completion.



Session Activities

Session 7 LO1

Topic: Work breakdown structures and Gantt charts for effective planning (part 1)

● The work breakdown structure – what it is and how it is used for project management planning.

● What is a Gantt chart and what is the value of using a Gantt chart?

● Demonstrations of how to create a work breakdown structure template and Gantt chart using Microsoft Word/Excel etc.

Sample activities:

● Research and present different examples of project work breakdown structures and Gantt charts.

● Discussion activity – the importance of work breakdown structures and Gantt charts for project planning.

Session 8 LO1

Topic: Work breakdown structures and Gantt charts for effective planning (part 2)

● Demonstrations of how to create a work breakdown structure template and Gantt chart using Microsoft Word/Excel etc.

Sample activities:

● Complete a Gantt chart and work breakdown structure for the project.

Session 9 LO2

Topic: Gathering and collating data and material

● Sources of primary and secondary research.

● Defining quantitative and qualitative research methods.

● The value of empirical study.

Sample activities:

● Define primary and secondary sources of information, providing examples of different sources.

● Group activity – each group to focus on different methods of gathering data and material. Feedback the advantages and disadvantages.

● Discussion activity – define the terms quantitative and qualitative, and its application to research and appropriate methods to be used.



Session Activities

Session 10 LO1 & 2

Topic: Conducting primary research

● Different techniques used for conducting research e.g. interviews and questionnaires.

● Ethical considerations.

● How to produce a questionnaire.

Sample activities:

● Review different examples of questionnaires and interview techniques.

● Discussion activity – the advantages and disadvantages of techniques e.g. remote, recorded, face-to-face etc.

● Discussion activity – sampling techniques and definitions of sampling, using examples.

● Group activity – what needs to be included in an ethics form?

Session 11 LO2

Topic: Research techniques and methods

● One-to-one appointments with students to discuss their identified methods and techniques for conducting research.

● Scheduled appointments to be made.

Session 12 LO2

Topic: Field work/conducting small-scale research (part 1)

● These can be drop-in sessions for student support as they conduct their research.

Session 13 LO2



Session 14 LO2





Session Activities

Session 15 LO2

Topic: Analysing information and data

● Introduction to analytical techniques for data and information analysis.

● Explore use of graphs, bar charts, pie charts etc. for presenting data and findings.

● Demonstrate how to use Microsoft Excel and create illustrations.

Sample activities:

● Students use data and information from their research to create graphs, bar charts etc. using Microsoft Excel.

Session 16 LO3 & 4

Topic: Project communication and recommendations

● How to present effective findings.

● Presenting convincing arguments and developing evaluative conclusions.

Sample activities:

● Review different forms of communication and choose the most effective for a specific audience and intended outcomes.

● Evaluate the validity of using data and graphics produced for the project, highlight potential problems and identify improvements.

● Develop key elements (expressing opinion, acknowledging others’ views, providing supporting arguments, showing contrast, reformulating and summarising). Students to apply these skills to an article to develop a convincing argument.

Session 17 LO3 & 4

Topic: Project workshop

● Project workshop to monitor and review

Sample activities:





● Independent preparation for submission and presentation of the project.



Session Activities

Session 18 LO3

Topic: Project presentations and submission

● Scheduled assignment submissions and presentations (if required).

● Allocate presentation slots (if applicable).

Session 19 LO4

Topic: Reflection and feedback session

● Reflection of performance and evaluation of the project.

● Models of reflective theory and the cycle of reflection, including Schon’s model of reflective practice and Kolb’s learning cycle.

● Reflective writing. The challenges of reflective writing, the key features of reflective writing and getting the language right.

Sample activities:

● Brainstorm and discuss reflective feedback and the validity of reflection.

● Individual activity – apply models of reflective practice to students’ own experiences.

● Group activity – review examples of reflective writing, comparing different levels of reflection.

Session 20 LO4

Topic: Project workshop

● Final completion and submission for project evaluation and recommendations.

● Logbook submission.


Unit 7: Business Law


Scheme of Work

Programme Title:


Unit Title: Business Law Tutor:



1 Assessment

2 Assessment

3 Assessment

4

Explain the basic nature of the legal system.

Illustrate the potential impact of the law on a business.

Suggest appropriate legal solutions to business problems.

Recommend appropriate legal solutions based upon alternative legal advice provided.



Session Activities

Session 1 LO1

Topic: Introduction to the unit content

● The role of law in society – its purpose.

● The historical background to the evolution of law.

● Who makes laws?

● Who enforces the law?

Sample activities:

● Class discussion – macro function of laws, addressing power, legitimacy and authority

● Research activity – origins of common law and equity. Students to feedback principles of equity.

● Discuss law and its effect and impact on society.

● Describe where laws are written that affect UK citizens (or local equivalent).

Session 2 LO1

Topic: The purpose of company law


● Sources of company law.

● Comparing different countries’ legal systems.

Sample activities:

● Brainstorm definition and the purpose of company law.

● Research sources of company law.

● Group activity – explain aspects of English law, EU law and uniformity of legislation with other countries.

● Investigate the source of UK laws and European Law (or local equivalent).

● Definitions of basic terminology: litigation, legislation, regulations and codes of practice.

● Pair work – identify how laws made abroad affect UK citizens



Session Activities

Session 3 LO1 & 2

Topic: Legal forms of business

● Differences between company and contract law.

Sample activities:

● Explore and discuss the forms of business organisation recognised by the law: sole trader, partnership, company etc.

● Compare and contrast the legal status of public and private companies.

● Research activity – research Company Act 2006 and identify application in relation to an organisation. Address examples of corporate governance and corporate finance.

● Research activity – define contract law and identify application using a number of specific examples.

● Group presentations of findings from research activities, providing examples.

Session 4 LO1

Topic: The role of government in law making

● The role of government in law making

Sample activities:

● Discuss the government departments which shape the British legal system and/or a local equivalent.

● Compare and contrast the different roles and responsibilities of relevant government departments.

● Research activity – the judiciary and its key roles.



Session Activities

Session 5 LO1

Topic: Justice systems and jurisdictions

● Overview of the justice systems and jurisdictions – criminal, administrative and family

Sample activities:

● Group activity – each group to research and present an overview of one of the justice systems and how it regulates behaviour and provides sanctions.

● Pair work – identify and present the key areas that each justice system covers.

● Review cases provided and identify which jurisdiction they fall under and how they are dealt with within the court structure.

● Brainstorm session to evaluate the roles played by a range of agencies in each justice system.

● Pair work – identify and apply sanctions to case examples.

Session 6 LO1

Topic: The civil and commercial justice systems, and litigation explained

● The legal structure, including the court system.

● Current plans for reform of civil justice.

Sample activities:

● Brainstorm and discuss the role of the civil and commercial justice system.

● Group activity – identify, illustrate and feedback how court decisions can impact on the running of a business.

● Research activity – explore how alternative sources of resolution should be considered before court action.

● Pair work – use case examples to identify the sanctions each system can impose.



Session Activities

Session 7 LO2

Topic: Legislation and legal responsibilities

● Definitions of legislation, regulations and standards.

● The implications of key legislation that businesses need to be aware of.

Sample activities:

● Brainstorm session on definitions and meanings of key terminology.

● Research activity – investigate different legislation and their impact on business, e.g. environmental, health and safety, equal opportunities and consumer legislation.

● Group presentation to feedback on different legislation and its impact.

● Students presented with case examples/scenarios to identify resolution and impact of law.

Session 8 LO2

Topic: Data protection and intellectual property rights

● Data protection legislation.

● Cyberspace security and new legislation.

● Protection of inventions and copyright legislation.

● Trademarks and business names.

Sample activities:

● Research activity in pairs – investigate the 1998 Data Protection Act and highlight key impacts on a business.

● Pair work – watch video clips on cyberspace security and identify the implications.

● Pair work – present the impacts and outcomes of a recent case involving an organisation experiencing breaches of data protection.

● Group activity – discuss how copyright legislation and registration of trademarks/business names apply. Presentation feedback.



Session Activities

Session 9 LO2

Topic: Employment law and impacts (part 1)

● UK Employment Legislation and updates for 2015 and 2016 (or local equivalent).

Sample activities:

● Discussion on the impact of employment legislation and debate the new changes.

● Group activity and presentation – different types of legislation affecting disability, maternity and parental rights, equal pay, discrimination etc.

● Case study examples of legal impacts on organisations.

● Discussion on case studies and the implications for organisations.

Session 10 LO1 & 2

Topic: Assessment workshop (part 1)


Sample activities:






Session 11 LO2

Topic: Employment law and impacts (part 2)

● UK Employment Legislation and updates for 2015 and 2016 (or local equivalent).

Sample activities continued:

● Group activity and presentation – different types of legislation affecting disability, maternity and parental rights, equal pay, discrimination etc.

● Case study examples of legal impacts on organisations.

● Discussion on case studies and the implications for organisations.



Session Activities

Session 12 LO3

Topic: Legal solutions for business problems (part 1)

● Recap company law and types of company law solutions.

Sample activities:

● Brainstorm different implications that company law has on organisations.

● Group activity – investigate solutions to a number of different issues e.g. changing a company name, appointing and removing directors, have a shareholders’ agreement and be resolved or restored to the register.

● Presentation feedback of solutions and group discussion.

Session 13 LO3


● Recap employment law and types of solutions for problems.

● Issue Assignment 2 and briefing.

Sample activities:

● Brainstorm different implications that employment law has on organisations.

● Group activity – investigate solutions to a number of different issues e.g. grievances and complaints, redundancy, employment tribunal litigation, dismissal procedures and termination of contracts etc.

● Presentation of solutions and group discussion.

Session 14 LO3


● Recap contract law and types of solutions for problems

Sample activities:

● Brainstorm different implications that contract law has on organisations.

● Group activity – investigate solutions to a number of different issues e.g. employee contracts of employment, bonus and commission schemes, settlement agreements etc.

● Presentation of solutions and group discussion.



Session Activities

Session 15 LO3

Topic: Insolvency and liquidation

● Insolvency legislation, case law and practice developments in liquidation.

Sample activities:

● Research and discuss insolvency legislation.

● Pair work – identify the process for insolvency and liquidation.

● Brainstorm advantages and disadvantages of voluntary liquidation.

● Discuss ways in which organisations can be rescued from insolvency.

Session 16 LO4

Topic: Different legal frameworks

● International law.

● Different legal frameworks.

● Compare different countries.

Sample activities:

● Discuss and identify sources and types of international law.

● Research activity – explore the legal system of another country and present feedback to the class.

● Discussion activity – compare and contrast different legal systems in different countries.

● Debate the strengths and weaknesses of each.



Session Activities

Session 17 LO4

Topic: Alternative legal advice

● Role of the unions.

● Citizens Advice.

● Mediation and arbitration

Sample activities:

● Discuss the role of the unions and examine different case studies which unions have been involved in.

● Examine recent union activity in organisations and the types of cases they get involved in.

● Research activity in groups – look at Citizens Advice, its advice and guidance on law and rights.

● Use of examples to present feedback.

Session 18 LO3 & 4



Sample activities:






Session 19 LO4

Topic: Alternative dispute resolution (ADR)

● Different types of alternative resolution

● Definitions of arbitration, mediation and negotiation (continued from previous session).

Sample activities:

● Brainstorm advantages of using ADR.

● Discuss the roles of the ombudsman and arbitrator, and the process of ADR.

● Research activity – explore the different types of ADR.

Session 20 LO4 ● Assignment 2

● Open book exam – 3 hours


Unit 8: Innovation and Commercialisation


Scheme of Work

Programme Title:


Unit Title: Innovation and Commercialisation Tutor:



1 Assessment

2 Assessment

3 Assessment

4

Explain the context for innovation and determine the difference between invention and innovation.

Explain the different types of innovation.

Discuss the process required to commercialise innovation.

Evaluate the range of methods for protecting ideas and understand their advantages and disadvantages.



Session Activities

Session 1 LO1

Topic: Introduction to invention, innovation and commercialisation

● Introduction to the unit and assignments for the unit.

● Define the key terms invention, innovation and commercialisation.

● Understand how inventions become innovations.

Sample activities:

● Discuss the difference between invention and innovation

● Small group activity – identify products that are inventions and innovations.

● Use a range of innovative examples – e.g. iPod, iPad – to discuss what makes products or services innovative.

● Discussion session on ‘innovation: genius or accidental?’

● Research and feedback on organisations they feel are innovative, and why.

Session 2 LO1

Topic: Commercialisation


● The process of commercialisation and the challenges faced by organisations.

● What makes organisations innovative and what makes an organisational culture innovative?

Sample activities:

● Use given case studies to discuss the challenges of commercialisation.

● Group activity – research and discuss different organisations highlighted the previous week as innovative. Feedback key characteristics of an innovative organisation.

● Pair work: devise strategies for creating an innovative culture within an organisation. Presentation feedback in pairs.



Session Activities

Session 3 LO1

Topic: Developing innovation vision and leadership

● Leadership, entrepreneurial teams and innovation networks.

Sample activities:

● Discussion activity: students compare and contrast different organisations’ mission/vision statements. Highlight exemplar statements that are innovative and explain why.

● Pair work: devise an innovative mission statement for an organisation.

● Group activity: discuss and identify differences between business thinking and innovative thinking.

● Pair work: research innovative leadership and strategy and identify common elements required to lead and embed innovation. Students feedback.

Session 4 LO2

Topic: Processing different types of innovation

● Introducing the innovation funnel and recent developments of the innovation funnel process.

● The 4Ps of innovation framework and application to innovation strategy.

Sample activities:

● Debate activity: the evolution of the innovation funnel and beyond. Issues with innovation funnels and new development

● in innovation. Students read current articles to formulate a response.

● Explore case studies of innovation and discuss the 4Ps.

● Group activity – use one case study example to map the 4Ps framework to an organisation’s innovation activities. Identify strengths and gaps. Present feedback on strategic direction for setting new targets and future developments based on the 4Ps analysis.



Session Activities

Session 5 LO2

Topic: The development of frugal innovation

● Definition of frugal innovation.

● Case studies of different types of frugal innovation from different countries.

Sample activities:

● Research activity – explore different examples of frugal innovation.

● Use of video clips and group discussion activity – discuss the lessons learnt from frugal innovation and how it can contribute to organisational growth.

● Students use India as a case study to explore the factors that align to create conditions for high impact frugal innovation.

Session 6 LO3

Topic: The process of commercialisation

● The extended innovation funnel and new developments.

● The key stages of the commercialisation process.

● Commercialisation strategies.

Sample activities:

● Students use case study examples of products and services to highlight the process of commercialisation.

● Present findings from case studies on what factors/capabilities make a commercially successful product/service.

● Investigate how to close the gap between innovation and commercialisation.



Session Activities

Session 7 LO3

Topic: New product development process

● The new product development process (NPD).

● Different types of products.

● What makes a product a non-starter.

● The importance of NPD and building in testing and iteration routes.

Identifying the risks. Sample activities:

● Group activity – define and identify different steps taken in the NPD process and what the requirements are at each step. Presentation from each group on one of the steps.

● Discussion activity – the importance of the NPD process and why organisations need to adopt the process.

● Case study activity – use an example (e.g. Nike Free) to review the NPD process and discuss the strategies taken.

Session 8 LO3

Topic: Building the innovation business case

● How to build an innovation business case.

● The importance of the innovation business case.

● The Business Model Canvas (BMC) framework.

Sample activities:

● Students watch video clip on the Business Model Canvas framework and discuss the application and uses for it.

● Individual activity – choose a product /service recently consumed or used. Examine the underlying business model using the BMC framework to identify what value is created, for whom, by whom and how?



Session Activities

Session 9 LO3

Topic: Planning for innovation (part 1)

● Use and impact of digital technology on market research, testing and iteration methods.

● What is iterative development and the value of agile research?

Sample activities:

● Brainstorm activity ¬– discuss the different types of market research required for the development of a new product and how digital technology has improved market research capabilities.

● Group activity – each group researches and provides examples on how social media has transformed market research, how big data informs research and how technology has advanced analytics.

● Presentation on findings and feedback.

Session 10 LO3

Topic: Planning for innovation (part 2)

● Use and impact of digital technology on market research, testing and iteration methods.

● Concept testing and its advantages.

● What is iterative development and the value of agile research?

Sample activities:

● Question and answer activity – identify the advantages of concept testing.

● Pair work – students given a product example to identify whom to test, when to test, and how information can be used from the test for the specific product.

● Group activity – examine the use of agile research in a number of different case study examples and feedback on how this has improved the testing process due to adapting new technologies.



Session Activities

Session 11 LO1, 2 and 3


● Review of student progress on PART A of the assignment.

Sample activities:





● Recap of topics as highlighted by students.

Session 12 LO3

Topic: Access to funding and financial resources

● Funding requirements for innovation and commercialisation.

● Sources of funding.

● Challenges to finance innovation.

● How to secure funding.

Sample activities:

● Brainstorm different requirements for funding.

● Research activity – investigate different sources of funding, referring to the OECD’s financing of business research, development and innovation.

● Research and highlight specific funding options for innovation (within their local area).

● Presentations on the funding streams available.

Session 13 LO1 & 2

Topic: Assignment workshop (part 2)

● Allocated time slots for the review of draft report in the first assignment.

● Opportunity to discuss progress and review completed research/work to date.

● Each student receives formative feedback and written feedback.



Session Activities

Session 14 LO4

Topic: Intellectual property rights

● The definition of intellectual property (IP).

● Exploiting knowledge and intellectual property rights.

● Overview of key IP tools, including copyrights, trademarks, design rights and patents.

Sample activities:

● Brainstorm activity – what are intellectual property rights?

● Research activity – explore and showcase different examples of copyrights, trademarks, design rights and patents.

● Students carry out a knowledge mapping exercise for a given organisation. What knowledge is currently used and what knowledge gives competitive advantage?

Session 15 LO4

Topic: The implications of the growth of open source and open innovation platforms upon IP (part 1)

● The open innovation paradigm.

● Models of open innovation.

● Closed vs open innovation.

● What is open source and why did it develop?

Sample activities:

● Group activity – brainstorm the advantages and disadvantages of open innovation, and present findings.

● Investigate a number of examples and identify application using case studies e.g. Coca-Cola, Audi, Hewlett Packard.

● Research activity – what is open source? Find examples to feedback to the class.

● Discussion activity – what do open innovation and open source have in common, and where do they differ?



Session Activities

Session 16 LO4

Topic: The implications of the growth of open source and open innovation platforms upon IP (part 2)

● The open innovation paradigm.

● Models of open innovation.

● Closed vs open innovation.

● What is open source and why did it develop?

Sample activities:

● Students create an innovation funnel and apply open innovation within the model.

● Discussion activity – open innovation and implications this has for IP.

● Discussion activity – open source as a platform for innovation.


Topic: Review of student progress on Part B

Sample activities:


● Open Q & A activity tp address general queries and concerns.

● Review of assessment requirements and submission format.

● Individual student questions.

● Recap of topics highlighted and requested by students.

● Opportunity to discuss progress and review completed research and work to date.

Session 18 LO 1 – 4 Topic: Recap of key topics

● Key topics/concepts and models recapped in application to the assignment and as per student feedback.

Session 19 LO 1 – 4


● Review of student progress on the second assessment for Part B.

● Timeslots scheduled for the following week.

Sample activities:

● Final research and work to complete presentations.

● Preparation of presentation and practice presentations.



Session Activities

Session 20 LO 1 – 4 ● Assignment submission

● Scheduled presentations


Unit 9: Entrepreneurship and Small Business Management


Scheme of Work

Programme Title:


Unit Title: Entrepreneurship and Small Busines Tutor:



1 Assessment

2 Assessment

3 Assessment

4

Explore and illustrate the range of venture types that might be considered entrepreneurial.

Assess the impact of small businesses on the economy.

Determine and assess the key aspects of an entrepreneurial mindset.

Examine the different environments that foster or hinder entrepreneurship.



Session Activities

Session 1 LO1

Topic: Introduction to entrepreneurship

● Introduction to the unit and assignments for the unit.

● Definition of entrepreneur and entrepreneurship. What factors influence entrepreneurship?

● Characteristics and behaviours of entrepreneurs.

● Different types of entrepreneurship.

Sample activities:

● Brainstorm definitions of the terms entrepreneur and entrepreneurship.

● Individual completion of worksheet defining the differences between entrepreneurs and managers.

● Group activity – research and present a leading entrepreneur using video clips and websites to demonstrate their entrepreneurial background and accomplishments.

Session 2 LO1

Topic: Typologies of entrepreneurship

● Different types of entrepreneurship.

● Lifestyle vs growth firms.

● Social entrepreneurs and entrepreneurship.

Sample activities:

● Discuss typology of entrepreneurship and debate the differences between lifestyle and growth firms.

● Investigate the support/incentives that are offered to promoting rapid and high growth as opposed to growth firms.

● Research activity – examine the range of micro, small, medium and large sized firms within their localised destination.

● Brainstorm the external factors that influence the growth of micro and small business development.

● Compare and contrast three different types of businesses.



Session Activities

Session 3 LO1

Topic: The rise of social enterprise and the social entrepreneur

● Definitions of the social enterprise and social entrepreneur. What do they do and what makes them different?

● Different business models of social enterprise: leveraged non-profit, hybrid non-profit and social business venture.

Sample activities:

● Discussion activity – the meaning of social enterprise and entrepreneurship and the key differences vs entrepreneurship.

● Research activity – examples of different business models of social enterprise.

● Group activity – explore and present an example of a social entrepreneur.

Session 4 LO2

Topic: The impact of small businesses on the economy

● Definitions and characteristics of micro, small, medium and large businesses.

● The differences between micro, small, medium and large businesses.

Sample activities:

● Research activity – use a range of resources and data to collate evidence to present data and statistics on the economic impact of business within UK (local equivalent).

● Group activity – compare and contrast the size, turnover, growth and sustainability of case study organisations.

● Discussion activity – the value and importance of encouraging small business growth within the economy.



Session Activities

Session 5 LO2

Topic: International entrepreneurship

● International vs domestic entrepreneurship.

● The benefits of international entrepreneurship.

● Entrepreneurial entry into new business and barriers.

● Factors that support international entrepreneurship.

Sample activities:

● Brainstorm the benefits of international entrepreneurship.

● Group activity – discuss and highlight different strategies used to enter into new business.

● Students use various forums and conference sites (e.g. the Global Entrepreneurship Congress) to explore the networking opportunities for international entrepreneurs and the current trends.

● Group activity – each group researches and presents key information from current topics highlighted.

Session 6 LO3

Topic: The concept of creativity

● Definition of creativity and importance of a creative business.

● The principles of creativity – motivation, expertise and creative thinking skills.

● Dimensions of creativity – discovery, invention and creation.

● The creative process.

Sample activities:

● Group activity – each group examines the principles of creativity and their application.

● Creative process exercise – students create an idea or concept noting down what their sources of creative inspiration are, the purpose of their idea/concept and the specific knowledge and expertise required to develop the idea/concept.

● Present the steps that the idea/concept would need to go through to become an innovation.



Session Activities

Session 7 LO3

Topic: The concept of innovation

● Definition of innovation.

● The principles of innovation.

● The different types of innovation.

● The innovation process and management of innovation.

Sample activities:

● Brainstorm and discuss the concept of innovation.

● Discussion activity – creativity vs innovation and the differences between them.

● Students use the idea/concept chosen the previous week to create a flowchart for taking the idea/concept through the innovation process.

Session 8 LO3


● Review of student progress.

Sample activities:

● Brief tutor-led overview of assessment requirements,







Session Activities

Session 9 LO3

Topic: How do businesses develop a creative workplace?

● How do businesses inspire creativity and innovation in the workplace?

● Managing creativity and innovation – different strategies and case studies.

Sample activities:

● Research activity – explore different case studies and how they have fostered creativity and innovation.

● Students use video clips, interviews and articles to collate different approaches.

● Small group presentation feedback – how do businesses manage creativity and innovation?

● Discussion activity after presentations to identify best practice.

Session 10 LO3

Topic: How to create a PDF brochure/build a webpage

● Assignment support session to build in support for submission of Assignment 1.

● Demonstration of how to build a webpage using sample templates e.g. weebly.com.

● The use of Microsoft Word to access different types of templates for brochures.

Sample activities:

● Students take notes from demonstrations and ask questions to clarify the completion process.

● Students download and build skeletal webpage/brochure using pictures/text boxes with facilitated support.



Session Activities

Session 11 LO 1, 2 & 3

Topic: The personal characteristics of entrepreneurs

● Common and shared traits of entrepreneurs.

● Key defining characteristics of entrepreneurs.

● Personalities of entrepreneurs.

Sample activities:

● Students explore different entrepreneurs and identify shared personal common traits.

● Debate activity – split students into groups ‘for’ and ‘against’ and examine the research provided. Questions debated: are entrepreneurs born or made? (Nature vs nurture). Can entrepreneurship be taught? Groups to present findings and discuss.

Session 12 LO3

Topic: Skill set of entrepreneurs

● Skills required for successful entrepreneurship.

● Types of entrepreneur e.g. freedom-seeker, passionate creator, legacy builder.

Sample activities:

● Brainstorm key skills for successful entrepreneurship.

● Group activity – evaluate what makes an entrepreneur successful by exploring a range of examples and identifying the skills required in doing so. Each group presents feedback.

● Group activity – devise a skill set checklist and build an entrepreneur profile for different types of entrepreneurs.

● Reflective activity – students complete entrepreneurial skills

● audit to find out if they have the right personal characteristics/traits. Online quiz – what type of entrepreneur are you?



Session Activities

Session 13 LO1, 2 & 3

Topic: Team activity for entrepreneurial thinking

● Team activity

● Each team given a business start-up scenario and a budget figure.

● Teams must allocate the budget and make business decisions on how to support the setting up of this new business.

● Teams identify strategies and risks that may be involved.

● Teams present their strategies and peer review each team.

Session 14 LO4

Topic: Entrepreneurial background and situational factors

● The situational factors that influence an entrepreneurial background e.g. gender, wealth, culture, lifestyle, family, education and employment history.

● Research findings on common background and situational factors affecting entrepreneurship.

Sample activities:

● Brainstorm the factors that influence the background of the entrepreneur.

● Group activity – examine the background of a chosen entrepreneur and feedback on findings.

● Discussion activity – are their predominant links to background and motivation? Are there differences between male and female entrepreneurs?

Session 15 LO4

Topic: The start-up business

● Field research activity.

Sample activity:

● Small group activity – identify a local start-up business and carry out primary and secondary research including: visiting the business, researching the business website, interview with the entrepreneur(s), review of the market place and market conditions for growth for the local area, photographic documentation of the site and the products.



Session Activities

Session 16 LO4

Topic: What makes a successful start-up business?

● Schedule presentations and feedback session.

Sample activities:

● Students present findings from field research and explore the setting up of a small business and the different types of entrepreneurial business.

● Discussion activity – entrepreneurial similarities or diversity, the sources of financial support, the diversity of products and services, and the decisions taken to start a business.

Session 17 LO4

Topic: The risks of a start-up business

● What are the risks facing a start up business? (Market risk, financial risk, management risk, product risk etc.)

● Mitigating risks.

● Advice and support available to minimise risk.

Sample activities:

● Case study activity – research successful and non-successful businesses. Students identify key factors that contributed to making a business either successful or a failure.

● Discussion – match different types of risk to those case studies that failed to be successful.

● Students review sources of advice and support provided for small business start-ups in the UK (or local destination).

● Pair work – strategies to mitigate risk when setting up a business.

Session 18 LO3 & 4

Topic: Research for Assignment 2

● Introducing a range of global entrepreneurs and social enterprises.

Sample activity:

● Students randomly select examples of entrepreneurs and choose one global and a one social enterprise to research for a presentation.



Session Activities

Session 19 LO3 & 4


● Review student progress and allocate presentation slots for the following week.

Sample activities:






Session 20 LO1, 2, 3 & 4 ● Assignment submission



Unit 10: Financial Accounting


Scheme of Work

Programme Title:


Unit Title: Financial Accounting Tutor:



1 Assessment

2 Assessment

3 Assessment

4

Record business transactions using double entry book-keeping, and be able to extract a trial balance.

Prepare final accounts for sole-traders, partnerships or limited companies in accordance with appropriate principles, conventions and standards.

Perform bank reconciliations to ensure company and bank records are correct.

Reconcile control accounts and shift recorded transactions from the suspense accounts to the right accounts.



Session Activities

Session 1 LO1

Topic: Introduction to Financial Accounting

● Role of accounting and regulatory framework.

● Introduction to the unit content.

● Introduction to the unit assessment.

Sample activities:

● Brainstorm and identify the financial activity which an organisation is likely to be involved in.

● Small group activity – discuss and list the financial transactions which an organisation might undertake.

● Relate these financial transactions to the financial activities discussed previously.

Session 2 LO1

Topic: Recording of accounting transactions – double entry book-keeping

● Issue Assignment

● The principles of double entry book-keeping.

● How to record debit and credit entries.

● Explain the ledger and what the ledger account is.

Sample activities:

● Compare and contrast the features of manual and electronic accounting systems.

● Complete exercises for recording basic transactions in sales, purchases, cash payments and receipts.

● Pair work – find two examples of computerised accounting systems and consider the impact of the regulation of financial accounting on an organisation.



Session Activities

Session 3 LO1

Topic: the trial balance (part 1)

● The function of the trial balance.

● The preparation of the trial balance.

● Flow of transactions, books of accounts, dual effect of transactions.

● Demonstrate the recording of transactions on a trial balance.

Sample activities:

● Produce a trial balance from given data in ledger accounts.

● Re-create the flow of transactions.

● Complete practice exercises to produce basic trial balance sheets.

Session 4 LO1

Topic: The trial balance (part 2)

● Recap of trial balance.


● Demonstrate the recording of transactions on a trial balance.

Sample activities:

● Complete exercises to create ledger accounts using double entry book-keeping.

● Complete trial balances from ledger accounts.

● Group activity – share and present examples of trial balances to correct errors. Students mark and correct each other.



Session Activities

Session 5 LO2

Topic: Final accounts

● Explain the differences between financial reports and statements.

● Different types of accounts.

Sample activities:

● Pair work – discuss and list the differences between financial reports and financial statements.

● Individually prepare financial statements for a sole trader from a given trial balance.

● Complete worksheets and take notes for preparing financial statements.

● Carry out further exercises to produce financial statements from a given trial balance.

Session 6 LO2

Topic: Adjustments to final accounts and accounting principles and conventions

● What are adjustments and when are they made.

● How to make adjustment calculations from the trial balance.

Sample activities:

● Students to present their solutions to exercises set and discuss mistakes, methods and calculations.

● Pair work to identify adjustment types from a given list

● Students worksheet to prepare final accounts with adjustments (accruals, prepayments, bad debts, depreciation).

● Student peer review each others’ work and mark it. Identifying errors in calculations and methods.

● Homework activity – Students to carry out further exercises producing financial statements from a given trial balance with adjustments



Session Activities

Session 7 LO1-2


● Recap principles of Accounting, conventions and standards

Sample Activities:

● Brief tutor led overview of assignment requirements

● Open question and answer to address general questions and concerns

● Review of academic requirements and submission format

● Individual student queries and questions


Assessment check

● Mock closed book in-class test for completion and preparation of final accounts for sole traders, partnerships and limited companies.

Session 8 LO3

Topic: Bank reconciliations (part 1)

● Why you need bank reconciliations.

● The process for bank reconciliations.

● Bank reconciliation terminology.

● Bank reconciliation problems.

Sample activities:

● Present solutions to exercises set and discuss mistakes, methods and calculations.

● Pair work – discuss and list the benefits of bank reconciliations.

● To identify the process for bank reconciliation.

● Discussion activity – the importance of reconciliation.



Session Activities

Session 9 LO3

Topic: Bank reconciliations (part 2)

● Prepare the bank reconciliation statement, with sample activities.

● Review cash book and bank statements to reconcile and go through the process.

● Complete exercises from given data to verify accurate input using tools and techniques.

● Review each other’s work and mark it, identifying errors in calculations and methods.

Session 10 LO3

Topic: In-class exam results and consolidation of bank reconciliations

Sample activities:

● Review in-class exam results and correct any errors.

● Class activity – volunteer students demonstrate and work through calculations on the board for examples set in the in-class exam to show the correct calculations.

● Further practice examples for bank reconciliations.

Session 11 LO3

Topic: The process of reconciliation

● Tools and techniques used to check financial accounts – documentation review and analytics review.

● What is a profit and loss statement and what is a balance sheet?

● Reconciliation from manual to automated.

Sample activities:

● Brainstorm the importance of reconciliation.

● Pair work – identify reconciliation in the balance sheet. What adjustments have been made and why?

● Exercise to check accounts and balance sheets against liquid holdings and cash reserves.



Session Activities

Session 12 LO3

Topic: Variances

● What is variance and what are the different types of variances?

Sample activities:

● Pair work – identify variances from given data.

● Discuss and suggest ways of dealing with variances.

● Individual activity – interpret the impact of a range of variances on an organisation’s accounts.

● Self-directed learning:

● Carry out further exercises on variances identified through bank reconciliations.

Session 13 LO4

Topic: Control and suspense accounts

● What are control and suspense accounts?

● How do they support financial management?

Sample activities:

● Differentiate between the features of suspense and control accounts.

● Small group activity – discuss and present the requirements for effective financial management.

● Carry out exercises moving transactions from suspense account to the correct account.

Session 14 LO4

Topic: Reconciling suspense and control accounts

● Why and how is reconcile conducted?

● The differences between debtors and creditors control accounts.

Sample activities:

● Discussion activity – consider and present what the effect would be if reconciliations were not carried out.

● Exercise completion – re-create the process for carrying out a reconciliation by completing exercises.

● Explain the role of debtor and creditor accounts.



Session Activities

Session 15 LO4

Topic: Reconciling control accounts and shift recorded transactions from the suspense accounts

● Recap of LO4

Sample activities:

● Practice exercises and completion of reconciliation.


Session 16 LO1 – 4 ● Mock closed-book exam

Session 17 LO4


● Recap bank reconciliations and reconciling accounts.

Sample activities:




Session 18 LO4


Sample activities:




Session 19 LO4 Topic: Revision session

● Exam results

Sample activities:

● Review exam results and correct any errors.


● Further practice revision examples.

Session 20 LO1–4 ● Closed-book exam


Unit 11: Research Project


Scheme of Work

Programme Title:


Unit Title: Research Project Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Conduct appropriate research methodology which integrates knowledge into the research process.

LO2 Conduct and analyse research relevant to a chosen business research project.

LO3 Communicate the outcomes of a research project to identified stakeholders.

LO4 Reflect on the application of research methodologies and concepts.



Session Activities

Session 1 LO1

Topic: Introduction to the unit

● What is research?

● Developing a research proposition.

Sample activities:

● Brainstorm activity – what is research? Definition and purpose.

● Discussion activity – the importance of developing a methodical approach and discussing the benefits.

● Students review different examples of research objectives and proposals.

Session 2 LO1

Topic: Research approaches and research philosophy

● The significance of the research objective or hypothesis.

● The different types of research – phenomenological, ethnographic, case study, grounded theory, narrative research etc.

Sample activities:

● Brainstorm activity – the differences between objective/question/hypothesis.

● Research activity – the types of research objectives and qualities of research objectives.

● Students use examples discussed from previous session and match and define the type of research that applies.



Session Activities

Session 3 LO1

Topic: Research design and strategies

● The values and the beliefs of the researcher.

● Issues to consider and key considerations when planning and undertaking research.

● Saunders’ research onion.

Sample activities:

● Watch video on Saunders’ onion and brainstorm ontology and epistemology.

● Group activity – determine what the key considerations are for planning and undertaking research. Present feedback.

● Discussion activity – issues that can be encountered in research.

Session 4 LO1

Topic: Choosing a topic and objectives

● What is a research proposal?

● Identifying a research study.

● Guiding principles of the flow of ideas.

● The basic components of the research proposal.

Sample activities:

● Brainstorm and map the key components of a research proposal.

● Students use the conceptual framework for identifying a research study for their own ideas. Discuss the theme, topic, types of questions and objectives.

● Activity to draft research question and SMART objectives.



Session Activities

Session 5 LO1

Topic: The literature review

● How to review the literature for a research project.

● What is a literature review?

● Literature review process.

Sample activities:

● Discussion activity – the definition of literature review.

● Brainstorm the process for the literature review.

● Group exercise to determine the different sources available: primary, secondary, tertiary

● Group presentations – groups to brainstorm and present the literature search, how and where?

Session 6 LO1

Topic: Qualitative research

● Definition of qualitative research.

● Qualitative research methods and application.

Sample activities:

● Brainstorm activity – how to collect qualitative data and research.

● Students investigate qualitative research methods.

● Small group activity – present methods and highlight benefits and limitations for each method.

Session 7 LO1

Topic: Quantitative research

● Definition of quantitative research.

● Quantitative research methods and application.

Sample activities:

● Brainstorm activity – how to collect quantitative data and research.

● Students investigate quantitative research methods.

● Small group activity – present methods and highlight benefits and limitations for each method.

● Students discuss and review case study examples.



Session Activities

Session 8 LO1

Topic: The mixed methods approach

● Definition of the mixed methods approach.

● Comparing both research approaches.

Sample activities:

● Students complete a comparison exercise of both research methods.

● Discussion activity – the mixed method approach and when it applies.

● Review case study examples to support discussion activity.

● Online multiple choice quiz on research methods.

Session 9 LO2

Topic: Writing the research proposal

● How to write a good research proposal.

● The key components of the research proposal.

Sample activities:

● Brainstorm activity – the key components of the research proposal and discuss the validity of having structure.

● Student activity to consider the validity and justification of their proposed research.

● Research activity – the benefits and limitations of different types of research methods.



● Recap content and review student progress

Sample activities:






Sample activities:





Session Activities

Session 12 LO2 ● Individual appointments to discuss and review

research proposals and sign off student research objectives.


research proposals and sign off student research objectives.

Session 14 LO2

Topic: Literature review – secondary research (part 1)

● How to write the literature review.

● The checklist for a critical literature review.

Sample activities:

● Discussion activity – what is critical reading and how to do it.

● Student activity to produce a checklist for producing a critical review.

● Present a list of questions that need to be asked and present feedback.

Session 15 LO2


● Research activity for sources of information that will inform the student’s individual literature review.

● Independent research for the literature review.

Session 16 LO2


● Research activity for sources of information that will inform the student’s individual literature review.

● Independent research for the literature review.

Session 17 LO2 ● Individual appointments to discuss draft literature

review.

Session 18 LO2 ● Individual appointments to discuss draft literature

review.



Session Activities

Session 19 LO2

Topic: Conducting research

● How to complete a Gantt chart.

● Methods and techniques of data/information gathering and collecting.

● How to store and retrieve data

Sample activities:

● Students create a Gantt chart for timescale on conducting research for their project.

● Students to evaluate the amount of information needed and write list of sources of information.

Session 20 LO2

Topic: Samples selection and ethical considerations

● Sample selection and types of samples.

● Ethical considerations and approaches.

Samples activities:

● Brainstorm different research methods and appropriate sample sizes and selection for their own research.

● Discussion activity – ethical considerations and implications.

● Completing the ethics form and the validity of this for the research project.

Session 21

Topic: Creating questionnaires/interview questions – practical workshop

● Demonstrate how to create a questionnaire using Word.

Sample activities:

● Students to create questionnaires/devise interview questions relevant for their research and check them off with the tutor.



Session Activities

Session 22 LO2

Topic: How to analyse data

● Content analysis.

● Transcribing interviews and coding.

● Variables and statistical tests.

● Trend analysis.

Sample activities:

● Brainstorm activity and discussion – how to interpret data.

● Students given transcribed interview responses and apply examples of open coding.

● Pair work – produce Excel charts/pie charts for displaying data from questionnaires.

Session 23 LO2 ● Primary research/field work – independent research.





Session 28 Topic:

● Assignment Workshop


Sample activities:







research findings.


research findings.



Session Activities


research findings.

Session 32 LO3


● Students in class completing data analysis.

● Creating charts/graphs and pie charts.

● Coding interviews.

● Collating focus group/observations records/audio tapes etc.

Session 33 LO3

Topic: Reflective learning and practice

● Reflection of performance and evaluation of the project.

● Models of reflective theory and the cycle of reflection, including Schon’s model of reflective practice and Kolb’s learning cycle.

Session 34 LO3

Topic: Reflective writing

● Reflective writing – the challenges of reflective writing, the key features of reflective writing and getting the language right.

Sample activities:

● Students reflect and present the pitfalls and limitations of their chosen research methods.

● Students present how they would have improved their research.

● Discussion activity – future considerations and what they have learned.

Session 35 LO1 – 4 ● Final independent study and completion of research

projects


projects


projects

Session 37-40 LO1 – 4 ● Final appointments prior to submission to review

draft work completed.


Unit 12: Organisational Behaviour


Scheme of Work

Programme Title:


Unit Title: Organisational Behaviour Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Analyse the influence of culture, politics and power on the behaviour of others in an organisational context.

LO2 Evaluate how to motivate individuals and teams to achieve a goal.

LO3 Demonstrate an understanding of how to co-operate effectively with others.

LO4 Apply concepts and philosophies of organisational behaviour to a given business situation.



Session Activities

Session 1 LO1

Topic: Culture in organisations

● Introduction to the unit’s content and the two unit assignments.

● Overview of unit and assessments.

● What is an organisational culture?

● The importance of awareness of organisational culture.

● The relation between work culture and business performance.

Sample activities:

● Question and answer activity on general/prior knowledge of organisational culture.

● Group activity – why is organisational culture important?

● Group flipchart activity – the link between work culture and business performance.

Session 2 LO1

Topic: Classifications of culture


● Introduction and briefing for the first assignment.

● Explore different organisational cultures: Power Culture

● Role Culture Task Culture Person Culture.

Sample activities:

● Tutor-led delivery of different organisational cultures.

● Question and answer activity – relate the concepts to student experiences. Pair work – discuss the most suitable application of each culture and the context.



Session Activities

Session 3 LO1

Topic: Theories on work cultures

● The use of theoretical frameworks to understand culture.

o ‘Dimensions of Culture’ theory

o ‘Principles of Network’ theory

o Systems theory

Sample activities:

● Tutor-led delivery of above-mentioned theories.

● Small group discussions – different groups to conduct research and explain one of the given theories, then present back to class.

Session 4 LO1

Topic: Politics and culture

● Define organisational politics (‘office politics’).

● Explore the impact of politics on business practices.

● Impact of change on organisations.

● Differences between personal, decisional, structural and organisational change.

Sample activities:

● Group activity – brainstorm the concept and come up with an agreed definition.

● Case study pair work – discuss examples of the impact this concept has in business.

● Class discussion – explore different types of change (tutor to guide discussion).



Session Activities

Session 5 LO1

Topic: Dimensions of power in organisations

● Different views of power as a property in business.

● Power as an authority.

● Legitimate power, coercive power, reward power, expert power, referent power and information power.

● Responsibility and accountability in power.

Sample activities:

● Group activity – identify known people that fall in the above categories and discuss the characteristics of power.

● Tutor explanation of different types of power.

● Student debate – the effectiveness of different power in different contexts.

● Question and answer activity – explain responsibility and accountability.

Session 6 LO2

Topic: Motivation in organisations


● The purpose and function of motivational practices in business

● Intrinsic and extrinsic motivation and drivers

● Exploring different motivational techniques in current practices.

Sample activities:

● Individual questioning – what motivates you to perform?

● Group activity – the difference between intrinsic and extrinsic motivation, with examples.

● Group flipchart activity – list motivational techniques used in your workplace/environment.

● Group activity – reflect on the suitability of different motivational techniques.



Session Activities

Session 7 LO2

Topic: Motivational theory and its application (part 1)

● Overview of the ‘evolution of motivational theory over time’.

● Content theories: Maslow, Herzberg and Alderfer.

Sample activities:

● Tutor-led explanation of theories.

● Students to take notes.

● Small group activity – discuss each theory and its use/effectiveness in practice.

Session 8 LO2

Topic: Motivational theory and its application (part 2)

● Process theories: Vroom, Adams, Latham and Locke.

● Implications of motivational theory on leadership and management.

● Motivational theory applied in a business context.

Sample activities:



● Small group activity – discuss each theory and its use/effectiveness in practice.

Session 9 LO2

Topic: Behavioural psychology

● Emotional intelligence (EQ) defined.

● ‘Soft’ skills for managers and its importance in work.

● Task vs relationship leadership.

● Psychodynamics in management.

Sample activities:



● Group debate – is task leadership or relationship leadership more effective?

● Pair work – explore the use of psychodynamic management in business.



Session Activities

Session 10 LO1 & 2

Topic: Assignment preparation workshop

● Concept of discussion forums.

● Practical application of a discussion forum – ‘how do we do it?’

● Assessment requirements for the forum.

● Allocation of teams.

● Indicative research content for students to review.

Sample activities:



● Group trial forum, to test the concepts prior to next session.

● Individual review of theory to inform next session discussion.

Session 11

Topic: Assignment 1 – facilitated and monitored discussion forum

● Arrange learning environment to enable students to engage effectively in the discussion forum.

● Practical application of the discussion forum, based on pre-set statements relating to LO1 and LO2.

● Tutor to monitor and record processes.

Sample activities:

● Individuals in small groups to participate in discussions addressing key topics from LO1 and LO2.

● Tutor to start a discussion with key questions and students to join in discussion by adding comments and views.

● Students to support views with prior research and sources.

● Students to question and challenge viewpoints during the discussion to show criticality.



Session Activities

Session 12 LO3

Topic: Groups and teams in organisations



● Assignment 2 brief.

● Differentiate groups and teams.

● Importance of effective teamwork in organisations.

● Types of teams – functional, problem-solving, project, virtual.

Sample activities:

● Tutor-led explanations of Assignment 2.

● Group activity – what is the difference between a group and a team, and why differentiate them?

● Pair work – discuss and explain the importance of effective teamwork.

● Tutor-led delivery on types of teams.

Session 13 LO3

Topic: Team dynamics

● Tuckman’s team development model.

● Impact of change on individuals in teams.

● Group dynamics and the effect on organisational performance.

Sample activities:

● Tutor-led explanation of Tuckman’s model.

● Pair work – discuss how you feel in times of change, and link to impact on a business.

● Group discussion – the influence of team dynamics on performance in a business.



Session Activities

Session 14 LO4

Topic: Managing effective teams

● Task to team analysis.

● Benefits and risks of teams.

● Skills and roles required in effective teams.

● Belbin’s typology for managing effective teams.

Sample activities:

● Small groups – assess the types of team skills needed in a given scenario.

● Tutor-led explanation of Belbin’s model.

● Individual task – students to do the ‘online Belbin self-test’ (where appropriate or similar paper format test).

Session 15 LO3

Topic: Team development and conflict resolution

● Managing team co-operation and competition.

● ‘Hard’ and ‘soft’ communication skills.

● Developing skills in teams.

● Conflict resolutions and group dynamics.

Sample activities:

● Group activity – engage in a small team activity in a set time limit and explore behaviours during the task.

● Individual – reflect and comment on activity.

● Pair work – discuss the best methods to manage and resolve conflict in teams.

Session 16 LO4

Topic: Organisational behaviour – concepts and philosophies

● Path-goal leadership theory (House & Mitchell) and the link to performance and productivity.

● Barriers to effective behaviours, situational resistance.

● Social capital theory and contingency theory.

Sample activities:

● Tutor-led explanations of theories.

● Question and answer activity – what influences behaviours and good performance?

● Tutor delivery on theory, with targeted questioning to assess understanding.



Session Activities

Session 17 LO3 & 4

Topic: recap

● Review LO3 and LO4.

Sample activities:

● Student quiz on the theories and content covered to date.

● Question and answer activity on LO3 & 4.

● Peer assessment through small group tasks.

Session 18 LO3 & 4

Topic: Assignment preparation workshop

● Overview of the Assignment 2 format and procedures.

● Practical application of the in-class activity – ‘how do we do it?’

● Assessment requirements for the forum.

● Indicative research content for students to review.

● Explanation of the ‘individual reflection’.

Sample activities:



● Brief of a hypothetical activity or case study that could be given in next session.

● Group discussion about ways to manage teams during the activity.



Session Activities

Session 19 LO3 & 4

Topic: Assignment 2 – facilitated and monitored discussion forum

● Tutor to issue team tasks that will challenge students to work effectively in teams within a time-constrained situation.

● Tutor to monitor and record processes.

● Students to note team actions and behaviours manually during and after the task.

Sample activities:

● Individuals in small groups to complete a team task within a time-constrained setting.

● Tutor to monitor time and frequently announce remaining time.

● Tutor to record behaviours for a de-brief.

● Tutor-led de-brief after activity to inform individual student reflections.

Session 20 LO3 & 4

● Recap the previous session actions and behaviours in general.

● Individual students to write up their own views and thoughts on the previous session’s activity, relating to the concepts and theories previously covered.

● Application to organisational context.

● Assignment final submission.


Unit 13: Financial Reporting


Scheme of Work

Programme Title:


Unit Title: Financial Reporting Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Analyse the context and purpose of financial reporting

LO2 Interpret financial statements.

LO3 Evaluate financial reporting standards and theoretical models and concepts.

LO4 Evaluate international differences in financial reporting.



Session Activities

Session 1 LO1-4

Topic: The role of financial standards and the regulatory reporting framework


● Introduction to financial reporting.

Sample activities:

● Students research and familiarise themselves with different International Accounting Standards (IAS) for financial reporting.

● Pair work – evaluate the role of IAS for financial reporting.

● Discussion activity – the governance of financial reporting. Students review policies (e.g. from the Financial Reporting Council, or local equivalent).

● Students carry out research to identify a range of different national standards of financial reporting.

Session 2 LO1

Topic: The context of financial reporting (part 1)

● The importance and purpose of financial reporting.

● Key regulation frameworks/conventions/concepts and principles.

Sample activities:

● Small group discussion activity – list the benefits of standards for financial reporting.

● Pair work – determine what a financial report should accomplish. Students create a key checklist.

● Pair work – define and assess the role of governance in financial reporting.



Session Activities

Session 3 LO1

Topic: The purpose of financial reporting (part 2)

● Financial reporting standards (continued)

● Application of FRS to structure of a cash flow statement

Sample activities:

● Student research to identify two real-world examples where standards for financial reporting have not been applied, with the consequences in each case.

● Small group activity – suggest methods for ensuring compliance with rules and standards by organisations.

● List the possible beneficiaries of standards for financial reporting.

Session 4 LO2

Topic: Analysing financial statements

● Stakeholders in financial statements.

● Types of business entity.

Sample activities:

● Identify a range of stakeholders in a given organisation and complete a worksheet on why each user group requires financial statements.

● Small group discussion – evaluate the use of financial statements for communicating financial information to the stakeholders identified above.

● Students choose one organisation and list its stakeholders. Research and presentation activity – the advantages and disadvantages of operating as a sole trader/partnership or a limited company.



Session Activities

Session 5 LO2

Topic: Using financial statements (part 1)

● Balance sheet reporting – who, when and where?

● Contents of the balance sheet.

● Interpreting balance sheet figures.

● The relationship between balance sheet and income statement.

Sample activities:

● Brainstorm/recap from Level 4 the basic elements of the balance sheet and income statement.

● Pair work – using examples of financial statements students to interpret figures and compare the performance of different organisations.

● Discussion activity – how interpreting financial statements can support communication on the financial position of an organisation and the importance that this has for stakeholders.

Session 6 LO2

Topic: Interpreting financial statements

● Introduction to profit and loss accounts.

● Importance of keeping profit and loss accounts.

● The contents of profit and loss accounts.

● How to interpret profit and loss accounts.

Sample activities:

● Discussion activity – what does your profit and loss account tell you as a business owner?

● Pair work – using examples of profit and loss statements students to interpret data and identify the financial position of the organisation.

● Pair work – evaluate the effectiveness of a range of financial statements in reporting an organisation’s financial position.

● Discuss and appraise the utility and limitations of financial statement analysis.



Session Activities

Session 7 LO2

Topic: Interpreting financial statements – ratio analysis (part 1)

● What is ratio analysis?

● Types of ratio analysis used for measuring profitability, liquidity, investment, efficiency etc.

Sample activities:

● Research and present the different types of ratio analysis that would be used for measuring profitability and liquidity etc.

● Analyse a company’s performance from given data using a range of ratios.

● Pair work – compare and contrast the financial performance of two same-sector companies using ratio analysis.

Session 8 LO2

Topic: Interpreting financial statements – ratio analysis (part 2)

● How it is applied to financial statements and reporting.

● Why ratio analysis is important.

Sample activities:

● Ratio analysis quiz to recap from the previous week.

● Students given financial statements worksheet to calculate a range of different ratios (e.g. current ratio, debt ratio, equity ratio, return on assets etc).

● Pair work – compare and contrast the financial performance of two same-sector companies using ratio analysis.



Session Activities

Session 9 LO1 & 2


● Assignment brief issued.

● Examine and present a range of resources and supporting materials for the students.

Sample activities:





Session 10 LO3

Topic: Financial reporting standards

● Reporting standards and concepts as a global language.

● Differences between IAS and IFRS.

Sample activities:

● Pair work – discuss and evaluate the advantages of standards for international financial reporting in a globalised environment.

● Compare and contrast IAS and IFRS.

● Discussion activity – why it is important to understand financial matters across international boundaries.

Session 11 LO3

Topic: The role and use of IFRS

● The roles and responsibilities of the IFRS.

● The benefits and support of IFRS.

Sample activities:

● Research IFRS website and video link – highlight key information on the role of the IFRS. Why do they matter?

● Small group discussion activity – how compliance with IFRS can be assured across nations.

● Group activity – identify who might benefit from IFRS and identify nations who have adopted the IFRS.



Session Activities

Session 12 LO3

Topic: Theories, models and concepts in financial reporting (part 1)

● Definitions of systems-orientated theories, including legitimacy, stakeholder and institutional theory.

● The implications for financial report and auditing.

Sample activities:

● Students evaluate the theories discussed and the implications.

● Compare and contrast models for reporting and auditing, using a range of case studies.

Session 13 LO3


● Different models of financial reporting and auditing.

● The role of the Conceptual Framework.

Sample activities:

● Discussion activity – explain the accounting policy choice of a range of companies.

● Research activity – the Conceptual Framework to determine objectives and purpose for financial reporting.

Session 14 LO3


● Equity theory and different perspectives of equity theorists.

● Propriety and residual equity theory.

● Methods of financial auditing.

Sample activities:

● Students review and discuss articles on equity for financial reporting. Present feedback on application in reporting and auditing.

● Links to be made with principles of accounting.

● Brainstorm and discuss different methods of financial auditing.



Session Activities

Session 15 LO4

Topic: International differences in financial reporting (part 1)

● Different financial reporting principles and international differences for international companies.

● How countries have responded to the IFRS.

Sample activities:

● Small group activity – discuss and analyse the role of national culture in financial reporting.

● Research activity – from the viewpoint of an international organisation, identify the issues which may arise in financial reporting.

Session 16 LO4

Topic: International differences in financial reporting (part 2)

● Grouping countries and accounting systems.

● Different national patterns of IFRS practice.

Sample activities:

● Research and presentation activity – research different countries and their systems and present feedback in groups.

● Using case studies, discuss lessons learnt about implementation of IFRS.

Session 17


● Draft submission and student scheduled appointments for feedback.

Sample activities:





Topic: Recap session covering all learning outcomes.

Sample activities:

● Students to feedback topics that need further explanation/recap.

● Recap quiz and exercises.



Session Activities


Topic: Recap session covering all learning outcomes.

Sample activities:

● Students to feedback topics that need further explanation/recap.

● Recap quiz and exercises.



● Final submission and support workshop for students.

Sample activities:


● Completion of the final report.


Unit 14: Advanced Management Accounting


Scheme of Work

Programme Title:


Unit Title: Advanced Management Accounting Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Analyse the purpose of developing and presenting financial information.

LO2 Evaluate the use of management accounting techniques to support organisational performance.

LO3 Analyse actual and standard costs to control and correct variances.

LO4 Evaluate how a changing business environment impacts on management accounting.



Session Activities

Session 1 All

Topic: Advanced management accounting

● Introduction to the unit’s content and the unit assignment

● Tutor to provide information and guidance related to the unit content and assignment.

● Tutor to present first topic.

Sample activities:

● Students list and categorise examples of financial information relevant to organisations.

● Discuss and identify the financial stakeholders of an organisation.

● Complete a matrix, analysing the interests of the stakeholders above.

● Research activity – examples from the media of involvement of financial stakeholders in organisations.

Session 2 LO1

Topic: Developing financial statements

● Types of financial information/data businesses need to present.

Sample activities:

● Small group activity – evaluate the presentation of financial information into statements.

● List the range of financial decisions which an organisation needs to make and relate the role of financial information in each.

● Carry out further exercises to present next week.



Session Activities

Session 3 LO1

Topic: Presenting financial information

● Different types of financial information – income statements, trial balance and cash flow statements.

● How to interpret financial information.

Sample activities:

● Students categorise the financial information obtained from a range of financial statements.

● Pair work – evaluate each statement and the role it plays in presenting financial information.

● Students take notes and contribute to the discussion.

● Research activity – research three examples of presentations of financial information.

Session 4 LO2

Topic: Microeconomic techniques (part 1)

● Microeconomic techniques (e.g. cost-volume-profit analysis, cost variance analysis).

● Absorption and marginal costings – advantages and disadvantages.

Sample activities:

● Group activity – analyse the information derived from a range of microeconomic techniques in management accounting.

● Pair work – evaluate the role of this information in supporting an organisation’s performance and decision making.

● Research activity – find one example of an underperforming organisation and identify a microeconomic technique which might have helped.



Session Activities

Session 5 LO2

Topic: Microeconomic techniques (part 2)

● Practical application of microeconomic techniques.

● Key equations and application.

Sample activities:

● Students complete practical exercises for preparing a break even chart and deduce break even points, margin of safety and contribution to sales ratio.

● Discussion activity – the limitations of cost-volume-profit analysis.

● Complete absorption and marginal costings profit statements for examples provided.

Session 6 LO2

Topic: Cost allocation

● The purpose of cost allocation.

● The relationship between resources, activities, costs and cost drivers.

● Methods of allocating costs.

Sample activities:

● Students review and critique the three methods of cost allocation.

● Discuss strengths and weaknesses.

● Pair work – using a range of examples to demonstrate application of cost allocation methods students present which method they chose and why.

Session 7 LO2

Topic: Capital and capital budgeting

● What is capital budgeting?

● Throughput analysis, discounted cash flow analysis and pay back analysis

Sample activities:

● Brainstorm activity – define and illustrate capital expenditure.

● Pair work – apply and evaluate a range of investment appraisal techniques.

● Discussion activity – feedback and discuss appraisal techniques. Students complete two investment appraisal calculations.



Session Activities

Session 8 LO2

Topic: Making capital investment decisions

● What is Net Present Value (NPV) and why does it matter?

● The use of internal rate of return (IRR) to measure profitability of potential investments.

● Formula for NPV and IRR.

Sample activities:

● Brainstorm activity – the importance of NVP for making investment decisions.

● Pair work – apply the formula for both NVP and IRR to given examples and complete exercises.

Session 9 LO1 & 2

Topic: LO1 & 2 recap and assignment check

● Recap of LO1 & 2 content.

● In-class quiz/test to recap and retain learner knowledge.

Sample activities:

● Tutor explanation and recap of LO1 & 2 content.

● In-class test on LO1 & 2, peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 10 LO1 & 2


● Assignment progress and monitoring.

Sample activities:







Session Activities

Session 11 LO3

Topic: Actual costs and standard costs

● What are actual and standard costs?

● How actual and standard costs apply to control and correct variances.

Sample activities:

● Students complete a template differentiating between the features of actual and standard costs.

● Design a method which an organisation might use to calculate actual costs.

● Students research an article/extract on costing from the CIMA website and discuss.

Session 12 LO3

Topic: Variances and variance analysis techniques

● What are variances?

● What do negative variances indicate?

Sample activities:

● Students define and evaluate the role of variance analysis in organisational performance.

● Pair work – distinguish between adverse and favourable variances and give examples.

● Pair work – analyse a range of variances and suggest management action which could be taken.

Session 13 LO3

Topic: Variance control

● Different types of budgets – capital budget, operating budget, cash budget.

● Budget control.

● Reporting systems for monitoring and controlling variances (e.g. budget monitoring reports and action planning, schedule variance and cost variance data to alert early warnings).

Sample activities:

● Discussion activity – different types of budgets.

● Research activity – Students look at how organisations control and monitor budgets and variances.

● Review of examples of schedule and cost variances to show application and benefits.



Session Activities

Session 14 LO4

Topic: The business environment – tools for analysis

● Internal and external analysis techniques.

● The implications for management accounting.

Sample activities:

● Students describe two tools for analysing the business environment (e.g. PESTLE, SWOT) and give examples of each.

● Students analyse examples of changes in the business environment on given organisations and how they affect management accounting.

● Case study – students explain how the business environment has impacted the organisation in question.

Session 15 LO4

Topic: The impact of the business environment on management accounting systems (part 1)

● The impact of technology to enhance and support processes.

● Improved communication.

Sample activities:

● Using CIMA research handout on the impact of cloud technology on management accounting, students discuss and identify significant changes.

● Pair work – discuss and list examples of the effect of technological changes within the business environment on organisations.

● Apply the results of business environment analysis, with examples of its effect on management accounting.

Session 16 LO4

Topic: The impact of the business environment on management accounting systems (part 2)

Sample activities:

● Students research recent media articles and find one example of how an organisation has been impacted by the business environment.

● Feedback the findings and analyse how they improved the management accounting and communication systems.



Session Activities

Session 17 LO4

Topic: The impact of change on management accounting systems

● The impact of different types of change – organisational and environmental.

Sample activities:

● From students’ own experience, relate the impact of change within an organisation.

● Students present feedback to analyse the impacts of change (e.g. strategic, structures and processes) and link to management accounting (e.g. performance, costing, budgeting).

Session 18 LO3 & 4

Topic: Summary and recap

Sample activities:

● Recap LO1–4 key topics using a variety of exercises and Q&A activity.

Session 19 All



Sample activities:





Session 20 ● Submission of final assignment and unit feedback and

review


Unit 15: Financial Management


Scheme of Work

Programme Title:


Unit Title: Financial Management Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Apply different approaches used to support effective decision making.

LO2 Analyse financial management principles which are used to support effective financial strategies.

LO3 Evaluate the role of management accountants and accounting control systems.

LO4 Evaluate ways in which financial decision making supports sustainable performance.



Session Activities

Session 1 LO1 – 4

Topic: Financial management principles and strategies

● Introduction to the unit’s content and unit assessment.

Sample activities:

● Brainstorm activity – define sustainability.

● Small group activity – identify and analyse the factors which contribute to the sustainable performance of an organisation.

● LO1Pair work – carry out research on one organisation and analyse the factors which have contributed to its performance.

Session 2 LO1

Topic: Decision-making approaches

● The importance of decision making and making financial decisions.

● Knowledge-based approach to decision making.

Sample activities:

● Pair work – consider the factors which might contribute to a financial decision in an organisation.

● Brainstorm activity – the advantages and disadvantages of the knowledge-based decision-making model.

● Students compare and contrast quantitative/qualitative and formal/informal approaches to decision making.

● Pair work – from the media, identify an example of a financial decision made by an organisation and suggest the factors which may have contributed to it.

Session 3 LO1

Topic: Formal and informal approaches

● Different approaches, both formal and informal

Sample activities:

● Brainstorm activity – different formal and informal approaches.

● Discussion activity – the advantages and disadvantages of different approaches.



Session Activities

Session 4 LO1

Topic: The role of stakeholders in financial decisions

● Stakeholders’ requirements and financial information needs.


Sample activities:

● Pair work – identify and list a range of internal and external stakeholders of a given organisation.

● Small group activity – analyse the requirements and role of the stakeholders identified above in financial decision making.

● Students list financial information needs for specific internal and external stakeholders.

Session 5 LO1

Topic: Make/buy and limiting factors

● Make or buy decision making, definition and limitations.

Sample activities:

● Small group activity – consider the factors which might impact an organisation’s decision to make or buy.

● Students evaluate the factors which might limit an organisation’s production capacity.

● Using the organisation chosen from last week’s exercise, students identify examples of where it has opted to make in-house or buy externally, and also any factors which might limit its ability to maximise production.



Session Activities

Session 6 LO2

Topic: Organisational objectives and ethical decision making

● Ethical considerations for employers.

● Issues and challenges.

Sample activities:

● Students give examples of the types of short-, medium- and long-term goals which organisations might set.

● Brainstorm activity – define and evaluate examples of ethical decision making used by organisations.

● Research activity – find evidence where organisations have not made ethical decisions and present feedback.

● Discussion activity – solutions using ethical approaches in response to presented feedback.

Session 7 LO2

Topic: Shareholder wealth and sustainable growth

● Shareholders’ roles and responsibilities.

● Strategies for increasing the wealth of shareholders.

Sample activities:

● Small group activity – discuss and analyse the possible constraints on maximising shareholder wealth and the potential impact if this is not achieved.

● Brainstorm activity – define and assess the contributory factors to sustainable long-term growth.



Session Activities

Session 8 LO2

Topic: Setting financial objectives and goals

● Effective financial planning for maximising profit and minimising risk.

● Profitability, cash flow, margins and specific goals.

● How to prepare, manage and cost budgets.

Sample activities:

● Brainstorm activity – different types of financial goals for a business.

● Students complete a goal worksheet and creating a SMART plan for personal financial goals.

● Students complete a financial goal worksheet for a small business and create a SMART action plan.

● Group activity – to present the key steps to managing a budget.

Session 9 LO3

Topic: Management accounting and financial systems

● The role of management accounting.

Sample activities:

● Group exercise to evaluate the key functions of a management accountant.

● Brainstorm activity – explain how management accountants contribute to effective decision making.

● Pair work – discuss and prioritise activities which may contribute to effective financial management

● Students find two job vacancies in different sectors for management accountants and explain how the competencies and skills required might help the organisation in effective decision making.



Session Activities

Session 10 LO3

Topic: Financial systems

● Definition of financial systems.

● The use of new and advanced technology for financial systems.

Sample activities:

● Brainstorm activity – the definition of financial systems.

● Discussion activity – the impact of new technology on financial systems.

● Case study research activity – the financial systems used in organisations.

Session 11 LO1 & 2

Topic: Recap of LO1 & 2



Sample activities:


● In-class test on the LO1, peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 12 LO3

Topic: Cost control and financial planning (part 1)

● Cost management and the role of accounting.

● Cost reports, budgeting and monitoring expenditure, and strategic cost control.

Sample activities:

● Small group discussion – consider the types of decisions which cost control information influence/contribute to.

● Case study research activity – evaluate the significance of internal and external cost controls in an organisation.

● Brainstorm activity – the benefits of cost management.



Session Activities

Session 13 LO4

Topic: Cost control and financial planning (part 2)

● Cost management and the role of accounting.

● Cost reports, budgeting and monitoring expenditure, and strategic cost control.

Sample activities:

● Discussion activity – methods of monitoring and controlling expenditure.

● Brainstorm activity – define fraud and suggest methods of fraud detection and prevention.

● Students to carry out research to investigate two examples of financial fraud and the consequences, with suggestions as to how these cases might have been detected/prevented.



● Review of student progress on the assignment.

Sample activities:





Session 15 LO4

Topic: The use of financial ratios in decision making (part 1)

● Different types of financial ratios for decision making – profitability, efficiency, liquidity and solvency.

Sample activities:

● Pair work – evaluate a range of financial ratios and identify which types of financial decisions they might help to inform.

● Discussion activity – analyse the limitations of financial ratios.



Session Activities

Session 16 LO4

Topic: The use of financial ratios in decision making (part 2)

● The correlation between financial statement analysis ratios and the basic criterion of good business.

Sample activities:

● Using final accounts for an organisation, students calculate the following financial ratios: gross and net profit margins; return on capital employed (ROCE); acid test ratio; and gearing.

● Pair work – compare the sets of ratios for two different organisations.

● Discussion activity – which organisation do students feel is in a better financial position and why?

Session 17 LO4

Topic: Techniques to inform decisions (part 1)

● Introduction to techniques that inform decisions.

● Investment appraisal techniques, including net present value (NPV), return on investment (ROI) etc.

Sample activities:

● Small group activity – carry out a range of investment appraisal calculations from given data and evaluate their usefulness for decision making on maximising ROI.

● Discussion activity – evaluate the output from break-even analysis and cash flow statements as a basis for decision making.

Session 18 LO4

Topic: Techniques to inform decisions (part 2)

● The differences between net present value (NPV) and internal rate of return (IRR).

Sample activities:

● Group research and presentation activity – using NPV/ IRR for making investment decisions. Students present feedback.

● Pair work – given scenarios for applying and calculating NPV and IRR.



Session Activities



● Review of student progress on assignment.

Sample activities:





Session 20 LO1 – 4 Topic: Recap of LO1–4

● Final submissions and assignment workshop


Unit 16: Operations and Project Management


Scheme of Work

Programme Title:


Unit Title: Operations and Project Management Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Review and critique the effectiveness of operations management principles.

LO2 Apply the concept of continuous improvement in an operational context.

LO3 Apply the project life cycle (PLC) to a given context.

LO4 Review and critique the application of the PLC used in a given project.



Session Activities

Session 1 LO1

Topic: Operations and project management


● Unit overview

● Operations vs operations management.

● Different approaches to operations management.

Sample activities:


● Group activity – what is operations management? Students to define and discuss.

Session 2 LO1

Topic: Review and critique the effectiveness of operations management principles

● Operations as a concept and as a function vs management as strategic oversight; Different approaches to operations management.

● Taylor’s theory of scientific management, flexible specialisation, lean production.

Sample activities:

● Tutor-led delivery of operations as a concept and as a function vs management as strategic oversight.

● Discussion activity – how operations management acts as a strategic oversight.

● Group research task – each group to be given a different approach (Taylor’s theory of scientific management, flexible specialisation, lean production, mass customisation and agile manufacturing). Students to prepare a short presentation on their findings for the next class.



Session Activities

Session 3 LO1

Topic: Operations as a concept

● Issue Assignment 1 Introduction and briefing for the first assessment

● The operation process in a service sector and manufacturing organisation.

● Relationship between operations and other business functions.

Sample activities:

● Brainstorm activity – the operations process in a service sector and/or manufacturing sector.

● Group presentation – students to present their research findings. Tutor-led discussion on the findings.

● Class discussion – the operation process in a service sector and manufacturing organisation.

Session 4 LO1

Topic: Operations management

● The design, implementation and effectiveness of an operations function.

● Control systems and contingencies to ensure efficiency.

● Six Sigma and Lean principles to improve efficiency and effectiveness.

Sample activities:

● Brainstorm activity – overseeing the design, implementation and effectiveness of an operations function.

● Case study – students to complete a case study on control systems, Six Sigma and Lean principles. Tutor-led discussion on the findings of the case study.



Session Activities

Session 5 LO2

Topic: Improving the effectiveness and efficiency of the operations management (part 1)

● Re-brief of LO2 content from assessment.

● Policies and processes, including cost reduction and quality improvement (e.g. the transformation model).

Sample activities:

● Students apply the transformation process to given examples, to identify inputs and outputs after transformation.

● Tutor-led explanation of continuous improvement as a philosophy and approach.

● Case study research – Toyota and the Kaizen approach. Discussion activity – the benefit of applying the Kaizen approach.

Session 6 LO2


● Continuous improvement as a philosophy and approach – applying the Lean principles within a cycle of continuous improvement.

● Operations as a cross-organisation activity.

Sample activities:

● Class discussion – the application of Lean principles within a cycle of continuous improvement.

● Group activity – students to identify how operations work as a cross-organisation activity and not simply as an independent function.



Session Activities

Session 7 LO2


● Impact that technology has had on operational functions and information flows.

● Consideration of software systems – ERP, SCM, NPD and CRM.

Sample activities:

● Group discussion – the impact that technology has had on operational functions and information flows.

● Group research activity – each group to be given a different software system to research and then report back to the class.

● Tutor to facilitate the activity and answer any queries the students may have.

Session 8 LO2

Topic: Improving quality

● Reducing defects through total quality management (TQM), Kaizen and process re-engineering.

Sample activities:

● Tutor-led explanation of TQM, Kaizen and process re-engineering

● Case study – students to complete case study on TQM, Kaizen and process re-engineering.

● Homework – students to prepare for an in-class case study to recap LO1 & 2 content.

Session 9 LO1 & 2

Topic: LO1 & 2 recap and assessment check


● In-class case study to recap and retain learner knowledge.

Sample activities:





Session Activities

Session 10 LO1 & 2

Topic: Assessment Workshop


Sample activities:





Session 11 LO3

Topic: The project life cycle (PLC) and the theories and practice of project management

● Issue Assignment 2 Introduction and briefing for the second assignment.

● The phases and activities of the PLC.

● Developing the business case for a project and undertaking a feasibility study.

● Agile methodologies, project management tools and project leadership within the PLC.

Sample activities:

● Individual activity – students to complete an activity on the PLC.

● Concept mapping activity – developing the business case for a project and undertaking a feasibility study.

● Assignment group activity – students to develop the business case for the project and start the feasibility study.



Session Activities

Session 12 LO3

Topic: Project documentation and directing projects

● Project initiation documents, project plan, cost-benefit analysis and work breakdown structure.

● Differentiate between large- and small-scale projects and those used in the public, private and not-for-profit-sector.

Sample activities:

● Tutor-led explanations of the project documentation –students to receive examples of real documents.

● Group discussion – students to discuss the difference between large and small-scale projects. Tutor to facilitate the activity and answer any queries that students might have.

● Students critique examples of projects to determine differences and similarities of projects used in public, private and not-for-profit sectors.

Session 13 LO3

Topic: Project documentation assessment work

● Students to work in their assignment groups and complete the project documentation.

● Tutor will facilitate the activity and answer any queries the students might have.

Session 14 LO4

Topic: Holistic and focused critiques and performance management

● The broader influence/impacts of a project alongside a detailed analysis of the application of the PLC.

● Performance management – milestones, targets, deliverables, benchmarks and key performance indicators (KPI).

Sample activities:

● Tutor-led delivery on the broader influence/impacts of a project, alongside a detailed analysis of the application of the PLC.

● Group activity – discuss performance management and compile Top 10 techniques used.

● Students research activity – present examples that use benchmarks, KPIs, milestones and targets.



Session Activities

Session 15 LO4

Topic: The review and critique process (part 1)

● Project monitoring to inform evaluation.

● Importance of reliability and validity in evaluation.

Sample activities:

● Tutor-led explanation of how project monitoring informs evaluation.

● Class discussion – the importance of reliability and validity in evaluation.

● Group activity – students to complete a case study based on reviewing and critiquing the process.

Session 16 LO4

Topic: The review and critique process (part 2)

● Programme theory and logic models to support a review.

● How does theory differ from logic model?

● How to build a logic model.

Sample activities:

● Group activity – in application to the PLC assignment, students ask and answer a set of questions to highlight application of programme theory.

● Brainstorm activity – the benefits of logic models.

● Group activity – apply a simple logic model to the PLC assignment case study.

Session 17 LO3




Sample activities:





Session Activities

Session 18 LO3 & 4

Topic: Assessment workshop

● Review of student progress on the second assessment.

Sample activities:



● Review of academic requirements and submission format. Individual student queries and questions.

Session 19 LO3 & 4


● Review of group work drafts for final assignment.

Sample activities:

● Individual appointments to address group queries and questions.

Session 20 LO3 & 4 ● Submission of final assignment and unit feedback and

review


Unit 17: Understanding and Leading Change


Scheme of Work

Programme Title:


Unit Title: Understanding and Leading Change Tutor:



1 Assessment

2 Assessment

3 Assessment

4

Compare ways in which change impacts on an organisation’s strategy and operations.

Evaluate the influences that drivers of change have on organisational behaviour.

Determine how barriers to change influence leadership decision making.

Apply a range of leadership approaches to a change initiative.



Session Activities

Session 1 LO1

Topic: Change in organisations

● Introduction to the unit’s content. Introduction to the two unit assignments.

● Unit overview and assignment outline.

● Change is constant.

● What is change in a business context?

● Importance of understating change and the ability to manage it.

Sample activities:

● Question and answer activity on general/prior knowledge of the subject.

● Group activity – identify examples of change in a chosen business.

● Pair work – discuss why leadership and management need to be aware of and manage change.

Session 2 LO1

Topic: Differing views of change


● Different views of change based on position and perception, and its influence on positive and negative viewpoints.

● Types of organisational change ¬– structural and strategic, people and processes.

Sample activities:

● Allocate/decide pairs for Assignment 1.

● Group debate – does position and perception influence a positive or negative outcome or view?

● Pair work – find examples of different types of organisational change.

● Student presentation and discussion activity – analyse different types of organisational change.



Session Activities

Session 3 LO1

Topic: Drivers of change

● Source of drivers for change – PEST/LE and SWOT/TOWS analysis.

● Controlled and uncontrolled change.

● Predicting change.

● Examples of ‘drivers of change’.

Sample activities:

● Group discussion – the use of PEST/LE and/or SWOT to identify drivers for change.

● Small group activity – research and identify different drivers of change.

● Small group activity – apply PEST/LE and/or SWOT analysis to given case studies to determine the drivers of change.

Session 4 LO1

Topic: Change management – dealing with change

● Planned and emergent change.

● Change impact analysis.

● Strategies for change.

Sample activities:

● Group activity – the difference between planned and emergent change, with examples.

● Student research activity – the application of change impact analysis models/tools. Students present feedback on change impact analysis and its benefits.

● Discussion activity – how to deal with change.



Session Activities

Session 5 LO2

Topic: The impact of change


● General impact of change on businesses.

● Psychological impact of change on people.

● Impact of change on team dynamics and performances.

● How change influences leadership and management practices.

Sample activities:

● Group activity – recap last session and potential impact of change on businesses.

● Discussion activity – psychological impact of change on people.

● Group flipchart activity – present back on how leadership and management change because of business changes.

Session 6 LO2

Topic: Drivers of change in context

● Identifying drivers of change using a PEST/LE analysis.

● Identifying drivers of change using SWOT/TOWS analysis.

Sample activities:

● Group activity – create a PEST/LE analysis for a given organisation and identify possible drivers of change.

● Group activity – create a SWOT/TOWS analysis for a given organisation and identify possible drivers of change.

● Tutor provides different contexts to explore drivers in a business context.



Session Activities

Session 7 LO2

Topic: Response to drivers of change

● The use of systems theory to plan for change.

● Continuous improvement models to predict and plan for change.

● The Burke-Litwin causal model of change to improve efficiency.

Sample activities:

● Group research and presentation – systems theory, continuous improvement plans, Burke-Litwin causal model. Each group to present feedback on one.

● Discussion activity – the relevance of the theories in change management.

● Review of case studies to contextualise the theory.

Session 8 LO1 & 2


● Tutor brief on expectation of Assignment 1.

● Submission format explained.

● Selected pairs re-confirmed.

Sample activities:





Session 9 LO1 & 2

Topic: Pair work preparation for Assignment 1

● Tutor brief on expectation of Assignment 1.

● Selected pairs work on Assignment 1 under tutor supervision and guidance.

Sample activities:


● Pair work – address criteria for LO1 and LO2.

● Student questions and clarification of concerns with tutor.

● Students complete and finalise Assignment 1 submission.



Session Activities

Session 10 LO3

Topic: Planning for change


● Anticipated change and the nature and scope that dictates type of change response actions.

● Pre-emptive and pro-active response.

● Responsive or re-active response.

● Adaptive and constructive change.

● Impact of unnecessary change.

Sample activities:

● Short activity on mini whiteboards – difference between pre-emptive and pro-active responses.

● Group discussion activity – why should change not just be ‘for the sake of change’.

Session 11 LO3

Topic: Barriers and resistance to change (part 1)

● Force field analysis to establish opposition and support for change in a business context.

● Case study reviews to understand the application of the force field analysis.

Sample activities:

● Tutor explanation on force field analysis and its use in change management.

● Pair work – review relevant case studies to examine the application of a force field analysis in organisations.



Session Activities

Session 12 LO3

Topic: Barriers and resistance to change (part 2)

● Schein’s organisational culture model.

● Self-efficiency perceptions and resistance to change.

● Situational resistance to change.

Sample activities:

● Change game – students asked to ‘cross arms’, ‘change look‘ or ‘change seat’, or all three. Discussion on how they felt about making the changes.

● Student research activity – applying Schein’s model to determining barriers.

● Small group peer questioning activity – influence of self-efficiency perceptions on acceptance of change.

● Group activity – explore and present back the concept of situational resistance to change.

Session 13 LO3

Topic: Leadership and decision making during change

● Caution over hasty decisions.

● People’s responsiveness to change and leaders’ influence.

● Appreciating the value of human resources and their response to change.

Sample activities:

● Discussion activity – impact of re-active decision making and the impact on people’s behaviours.

● Students look at a range of scenarios/examples and provide alternative ways of dealing with re-active decision making.

● Discussion in pairs – why managers and leaders must value the ‘human’ element during change.



Session Activities

Session 14 LO4

Topic: Leadership approaches to a change initiative

● Situational leadership and change.

● Hersey-Blanchard model in relation to specific contexts.

Sample activities:

● Discussion activity – situational leadership in the context of change management.

● Case studies to apply the different leadership styles within the Hersey-Blanchard model.

● Matching leadership styles activity – students given scenarios to respond to and resolve problems as leaders. Discussing their leadership style.

Session 15 LO4

Topic: Change theories, concepts and models

● Kotter’s 8-Step model of change.

● Lewin’s 3-Stage Change Management model.

Sample Activities:

● Video clips of Kotter’s 8-Step model and Lewin’s Change Management model. Student Q&A session.

● Quiz activity – the steps of Kotter’s 8–Step model.

● Group activity – one group given case scenario and have to apply Kotter’s 8–Step model and one group given Lewin’s Change Management model to apply to given scenario.

● Student review case studies – how are these theories used in practice?

Session 16 LO4

Topic: Change theories, concepts and models

● Change through strategic communication.

● Change and movement though leadership.

● Principles of change leadership.

Sample activities:

● Student research activity – examine case studies to evaluate creating and managing change through communication and leadership. Presentation feedback in groups.

● Group discussion activity – explore and discuss principles of change leadership.



Session Activities

Session 17 LO4

Topic: Initiating and implementing change

● Initiated change vs imposed change

● Initiated – more control, more time, planned processes.

● Imposed – re-active approach, reduced/negated opportunities for engagement and buy-in.

Sample activities:

● Brainstorm activity – how best to initiate change.

● Student debate – which is better: initiated change or imposed change?

● Research and presentation activity – present case studies on a range of leadership approaches.

● Student complete worksheets on change implementation, and the advantages and disadvantages of key change management models.

Session 18 LO3 & 4

Topic: LO3 and 4 recap

● Review content and topics for LO3 and LO4.

Sample activities:

● Group work – raise questions and queries regarding the covered content to date.

● Tutor addresses concerns with reference to previous sessions and resources.

● Students make notes.

Session 19 LO3 & 4


● Reconfirmation of submission format and criteria. Review of student progress on the first assignment.

Sample activities:







Session Activities

Session 20 LO3 & 4


● Review of individual student drafts for first assignment.

Sample activities:



Unit 18: Global Business Environment


Scheme of Work

Programme Title:


Unit Title: Global Business Environments Tutor:



1 Assessment

2 Assessment

3 Assessment

4

Analyse the key factors which drive globalisation.

Determine the strategic complexities associated with operating in a global environment.

Evaluate how operating in a global market influences an organisation’s structure, culture and functions.

Evaluate the influence of globalisation on organisational decision making and strategy.



Session Activities

Session 1 LO1

Topic: Globalisation – concept and theory


● Definition of ‘Globalisation’

● Theory of globalisation

● Dimensions of globalisation – cultural, economic political and social.

Sample activities:

● Question and answer activity – general/prior knowledge of different business types.

● Pair work – define what globalisation means.

● Group discussion – discuss the different dimensions of globalisation and present your views to the group.

● Investigate global activities of the world’s largest companies e.g. Unilever, McDonald’s, Levi’s, Shell.

Session 2 LO1

Topic: Drivers for globalisation (part 1)


● Drivers – international economic integration, foreign investment, international trade and business, the digital revolution.

● Factors relating to cost, market, environment and competition.

Sample activities:

● Group discussion – drivers in different countries and the impact it has.

● Use of case studies in pairs/small groups to explore other factors such as cost, market, competition.

● Presentation of findings and discussion activity.



Session Activities

Session 3 LO1

Topic: Drivers for Globalisation (part 2)

● Group research on drivers in a particular country.

● Presentation of findings.

Sample activities:

● Facilitate a discussion on the impact of globalisation in the student’s chosen country. Debate on positive factors v negative factors.

● Groups present their findings.

● Audience question and comments on findings.

Session 4 LO2

Topic: Global strategic complexities


● International Trade Law – impact and action.

Sample activities:

● Brainstorm activity – what is the International Trade Law?

● Small group activity – discuss and debate the impact International Trade Law has on different countries and the businesses of the country.

● Scenarios activity – students to identify International Trade Law solutions and applications.

Session 5 LO2

Topic: Economics and environmental impacts

● Economics and economies in the context of globalisation.

● Environmental factors that pose risk to businesses.

● Diversification strategies.

Sample activities:

● Group activity – create a PESTLE analysis for an organisation on a global scale.

● Pair work – discuss, list and present possible diversification strategies that could be considered in this context.

● Students brainstorm linkages between economic/environmental factors and globalisation.



Session Activities

Session 6 LO2

Topic: International supply chain management

● Supply chain management as a concept.

● Supply chain management and the challenges in a global market.

Sample activities:

● Group activity – research and define what supply chain management is.

● Discussion on the application of supply chain management on a global scale.

● Pair work – identify the challenges of having to manage a supply chain across borders.

● Simulated exercise of an international supply chain management, with students identifying requirements for each stage of the process and interrelationships.

Session 7 LO1 & 2



Sample activities:





Session 8 LO1 & 2

Topic: Assignment preparation

● Student work on finalising Assignment 1.

● Tutor support and monitoring of the process.

Sample activities:

● Students will work on completing their first assessment – where possible facilitated by the establishment resources.

● Tutor to monitor progress and support/guide individual learners on their progress.



Session Activities

Session 9 LO3

Topic: Globalisation – impact on organisations

● The McKinsey 7S model of organisational structure.

● Different structures, including virtual structures.

Sample activities:

● Tutor explanation of the McKinsey 7S model.

● Discussion activity – different structures in organisations.

● Student debate on the use of virtual structures, appropriateness and future practices in global trade.

● McKinsey 7S model applied to large global organisations explored in session one.

Session 10 LO3

Topic: Governance


● Group allocation/choices.

● How multinational organisations are governed.

● Leadership and management in an international context.

Sample activities:

● Group allocation task.

● Student research into methods and entities that govern global trade and business.

● Debate the impact leaders and managers have on business in an international market.

Session 11 LO3

Topic: Cultures and globalisation

● Hofstede’s Dimensions of Culture.

● Differing cultures and the influence of organisations operating globally.

Sample activities:

● Tutor-led explanation of Hofstede’s Dimensions of Culture.

● Pair work – investigate and discuss different cultural practices.

● Students to respond to statements based on Hofstede’s dimensions to see if they conform to cultural dimensions.

● Group activity – explore the impact of culture on business practices in different contexts.



Session Activities

Session 12 LO3

Topic: Ethics and sustainability (part 1)

● Defining business ethics.

● Ethical practice in organisations.

● Cross-border issues and ethics e.g. child labour.

Sample activities:

● Tutor-led explanations on business ethics and the global context.

● Group activity – investigate ethical practices within an existing business.

● Small groups – investigate and present back issues and unethical practices found in international trade and business.

Session 13 LO3

Topic: Ethics and sustainability (part 2)

● The importance of business longevity and sustainability.

● Influence of ethical and sustainable globalisation on organisations.

Sample activities:

● Tutor-led explanation of the concept of business longevity

● Tutor-led explanation of the concept of sustainability.

● Group activity – the influence of ethical and sustainable globalisation on organisations. Looking at case studies.

● Students to review local articles regarding the Sustainable Development Goals 2015 and implementation. Discussion activity.

Session 14 LO3

Topic: Group task – assignment preparation

● Assignment groups work on their assignment, to address LO3.

Sample activities:

● Student group to prepare for Assignment 2 (LO3).

● Tutor review and feedback on drafts.



Session Activities

Session 15 LO4

Topic: Decision making and strategy (part 1)

● The process of internationalisation.

● Principles of leadership change.

● Impact of change in an international context.

Sample activities:

● Group activity – define and explain internationalisation.

● Tutor-led explanation of leadership change.

● Group brainstorming – how could internationalisation impact organisations in a global market?

Session 16 LO4

Topic: Decision making and strategy (part 2)

● International expansion strategies.

● Decision making in relation to risk and diversification.

Sample activities:

● Question and answer activity – what are the possible expansion strategies that large-scale business could consider when trading internationally?

● Group activity – showcase examples and present pros and cons of the adopted expansion strategy.

● Worksheet completion on how to advise on an international expansion.

● Tutor-led discussion and questioning – risk and diversification.

Session 17 LO4

Topic: Barriers to international trade

● Key challenges and barriers when organisations trade across borders.

Sample activities:

● Group research activity – explore and present back the key challenges and barriers for organisations that trade globally.

● Tutor summarise findings and link to Assignment 2.



Session Activities

Session 18 LO4

Topic: Barriers to international trade

● The impact of international trade on decision making and strategy in organisations.

Sample activities:

● Group activity – investigate the impact of international trade on how organisations approach decision making and strategy.

● Pair work – explore and list possible business strategies that could respond to challenges and barriers.

Session 19 LO3 & 4


● Review of student groups’ progress on the second assignment.

Sample activities:




● Individual group queries and questions.

Session 20 LO3 & 4

Topic: Assignment finalisation and draft review workshop

● Groups complete their final drafts of Assignment 2.

● Individual group drafts submitted to tutor for review.

Sample activities:



Unit 19: Resource and Talent Planning


Scheme of Work

Programme Title:


Unit Title: Resource and Talent Planning Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Analyse labour market trends and appropriate legal requirements which influence workforce planning.

LO2 Determine current and anticipated skills requirements in varying contexts.

LO3 Apply the appropriate documents and processes which contribute to effective recruitment and selection.

LO4 Evaluate how to manage the human resource life cycle within the context of a HR strategy.



Session Activities

Session 1 LO1

Topic: Resource planning and talent management

● Introduction to the unit’s content and the three unit assessments.

● Unit overview.

● Outline and define the concepts.

● Introduction to HR strategy.

● What is workforce planning?

● What is talent and talent management?

Sample activities:

● Students brainstorm terminology and concepts of HR.

● Group presentation – in small groups investigate and explain each topic. Present back to the group.

● Research activity – examine current trends and issues affecting HR practices.

Session 2 LO1

Topic: Talent resourcing and HRM strategy


● Allocating of assignment groups

● Approaches to talent resourcing.

● How talent resourcing links to HR strategy.

Sample Activities:

● Tutor- led delivery – different approaches to talent resourcing: pro-active, re-active, emergency recruitment.

● In Small group activities – discuss the links between talent resourcing and HR’s long- term strategies.



Session Activities

Session 3 LO1

Topic: Labour market trends

● Exploring current trends in the labour market (UK and EU) or local markets elsewhere.

● PESTLE analysis in the context of HR and resource planning.

● Demographics, economy, politics and social composition.

Sample Activities:

● Research activity – to investigate market trends and the impact on labour provision.

● Presentation activity – on findings from research.

● Student discussion – how can a PEST/LE analysis be used to identify and predict labour needs?

Session 4 LO1

Topic: Labour supply and demand

● Trend analysis to assess supply and demand of labour in a given market.

● Supply forecasting and influencing factors.

Sample activities:

● Group analysis – case study investigation to assess labour needs in a given context.

● Individual research task – what factors will assist with forecasting supply and demand in a business?



Session Activities

Session 5 LO1

Topic: HR Legislation and Issues

● Legal requirements and legislation relating to human resources.

● Social and Human capital.

● People and ethical practices.

● Intensified competition and globalisation.

Sample activities:

● Students research and present current legislation in HRM.

● Group activity – discuss and explain the concept of ‘human capital’.

● Discussion activity –Students investigate the impact of competition and globalisation on labour supply and demand- discussion activity.

Session 6 LO2

Topic: Job Analysis

● Defining concepts and theories.

● The importance of job analysis.

● Methods of job analysis.

● Data and information collection.

Sample activities:

● Tutor- led discussion and explanation of a job analysis.

● Student activity on flipchart paper – why is job analysis crucial to business success?

● Group discussion task – list methods of data and information collection relating to job analysis.



Session Activities

Session 7 LO2

Topic: Skills analysis

● Skills requirements analysis.

● Relevance of a SWOT/TOWS analysis.

● Supply and demand forecast.

Sample activities:

● Group discussion – discuss the purpose of a skills analysis in a business.

● Case studies to identify different requirements and skill sets to meet different business needs.

● Work in pairs– how can a SWOT / TOWS analysis be used to assist with skills analysis?

Session 8 LO2

Topic: Job Design

● What is job design and job sculpting?

● Job responsibility, variety and enrichment.

● Succession planning.

Sample activities:

● Tutor- led explanation – define job design and/or job sculpting.

● In-class activity – what is succession planning and explain the process using illustrations.

Session 9 LO2

Topic: Performance Management vs Talent Management

● Differentiating the key concepts. (as in the title above)

● Managing performance – processes and practices.

● Talent management – tools and techniques used.

● Employee contribution and links to overall business objectives.

Sample activities:

● Group debate – the different between performance management and talent management.

● Group discussion guided by the tutor – what is the employee’s link and contribution to organisational objectives?



Session Activities

Session 10 LO1 & 2

Topic: LO1 & LO2 – Recap and assignment check

● LO1 & LO2 recap.

● In- class quiz/test to recap and retain learner knowledge.

Sample activities:

● Tutor-led explanation and recap of LO 1 & 2 content.

● In-class test on the first two outcomes, peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 11 LO1 & 2


● Review of student groups’ progress on the first assignment.

Sample activities:

● Brief tutor- led overview of assessment requirements.




Session 12 LO3

Topic: Recruitment and Selection Process (part 1)

● Introduction to the second assignment.

● Explain recruitment and selection (R&S) process.

● Validity and Reliability.

Sample activities:

● Pair work poster – create a diagram of the R&S process in a visual (poster) format.

● Students discussion activity –on the validity and reliability when recruiting.

● Student quiz – different scenarios to test reliability or validity.



Session Activities

Session 13 LO3

Topic: Recruitment and Selection Process (Part 2)

● Recruitment methods and internal and external sources.

● Methods for shortlisting and assessing candidates.

Sample activities:

● Tutor- led explanations of different methods and sources in R&S.

● Group activity – assess the suitability of different sources used in R&S.

Session 14 LO3

Topic: R&S – Legal and financial aspects

● Legislation relating to recruitment and selection.

● Financial aspects of recruiting new employees.

● Impact of legislation and finance on the process of R&S.

Sample activities:

● Tutor- led delivery of current legislation relating to R&S.

● Group activity – what are the financial aspects to consider during R&S?

● Pair work – investigate the impact of finance and legislation on the R&S process.

Session 15 LO3

Topic: Administering recruitment and selection

● Administration processes during recruitment and selection.

● Challenges and issues in administrating the process.

Sample activities:

● Tutor- led delivery on the administration process during R&S.

● Group activity – discuss and debate the potential issues and challenges when administrating R&S.



Session Activities

Session 16 LO3


● Review of student groups’ progress on the second assignment.

Sample activities:





Session 17 LO4

Topic: The HR life cycle

● Defining the concept.

● R&S, on boarding, orientation, performance management, succession planning, exit and& transition.

● Solutions for managing the key stages of the cycle.

Sample activities:

● Tutor- led delivery – the HR life cycle

● Small group activity s – create a presentation of the HR life cycle.

● Group discussion – identify and explain methods to manage each stage of the cycle.

Session 18 LO4

Topic: Legislation and the HR life cycle

● Key regulation relating to recruitment and resource planning.

● Impact and consequence of non-compliance.

Sample activities:

● Tutor explanations – current legislation related to recruitment process and policies.

● Student ‘quick test’ – research and list the penalties for non-compliance of recruitment process legislation.



Session Activities

Session 19 LO4

Topic: Student individual assignment preparation

● Students preparing third assignment presentation for review with tutor.

Sample activities:

● Student self-directed study to complete their assignment.


Session 20 LO4

Topic: Assignment presentations

● Presentation of individual student work for final assignment.

Sample activities:

● Individual students to address criteria through verbal presentation.


Unit 20: Employee Relations


Scheme of Work

Programme Title:


Unit Title: Employee Relations Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Apply the principles of employee relations in an organisational context.

LO2 Determine appropriate advice relating to rights, duties and obligations of the employment relationship.

LO3 Understand the role of different stakeholders who support positive employment relationships.

LO4 Appreciate the broader impact of negative and positive employee relationships.



Session Activities

Session 1 LO1

Topic: Employee relations introduction

● Introduction to the unit’s content and unit assignment.

● Present an outline of employee relations.

● The value of employee relations.

Sample activities:

● Students issued with an article or research paper which is focused on employee relations to present a summary and discuss.

● Discussion activity – brainstorm value of positive employee relations and discuss the impacts of both positive and negative employee relations.

● Group activity – suggest different approaches to employee relations case scenarios. Students highlight approaches for employee engagement and enhancing work commitment and performance levels.

Session 2 LO1

Topic: Power and politics

● What is the meaning of power and politics?

● Different types of power and influences on behaviour.

● Office politics and influences on team and individual behaviour.

Sample activities:

● Discussion activity – brainstorm the terms and discuss the meaning and influence of these terms.

● Students present and discuss their own workplace experiences, providing examples of who held power, how it affected behaviour and the roles of influential behaviour and office politics.

● Group activity – research and present the impact of negative and positive power and politics on the workplace. Presenting feedback on both with supported examples.



Session Activities

Session 3 LO1

Topic: Legislation and the law

● Employment relationships – rights, duties and obligations.

● Terms and conditions of contract.

Sample activities:

● Group discussion – the details of employment relationships and its rights, duties and associated obligations.

● Research activity – legislation that protects employee’s rights and obligations.

● Group presentation to share information. Quiz activity to summarise points.

● Discussion activity – the impact of legislation on human capital development.

Session 4 LO1

Topic: Contemporary trends in employee relations (part 1)

● Contemporary developments in employee involvement and participation.

● Contemporary labour market trends and data.

Sample activities:

● Students research data and statistics from appropriate sources to analyse and discuss labour market trends.

● Discussion activity – why have there been changes in labour force demographics?

Session 5 LO1

Topic: Contemporary trends in employee relations (part 2)

● Contemporary developments in employee involvement and participation.

● Contemporary labour market trends and data.

Sample activities:

● Group research and presentation – each group presents on a current trend/development e.g. demographics, technology, diversity, globalisation, decline in collective workforce.

● Discussion activity – the implications for the future of the workplace and employee relations.



Session Activities

Session 6 LO2

Topic: The rights of employees and employers

● The employment relationship.

● How to improve employee relationship.

Sample activities:

● Group activity – asses the key features of the contract of employment and assess the value of statutory trade union recognition law.

● Discussion activity – evaluate the objectives for employee voice in both union and non-union contexts.

● Research activity – use case studies on the role of unions and collective bargaining.

Session 7 LO2

Topic: Managing conflict/dispute handling

● Tutor creates scenarios for role play.

● Facilitate groups to support student activities.

Sample activities

● A round robin activity – two students engage in the ‘conflict’ discussion and one student observes.

● Repeat above so all students engage in ‘conflict’ discussions.

● Observers to report observations of discussion and reflect on the ‘conflict’ activity.

● Groups share reflections with other students.

Session 8


● LO1 & 2 recap

● In-class quiz/test to recap and retain learner knowledge

Sample activities:


● In-class test on the first two Learning Outcomes, peer marked with feedback exchanged on the most common faults and incorrect answers.



Session Activities

Session 9 LO2

Topic: Rights, duties and obligations of the employment relationship – the employer v employee perspective

● Definitions of employee relations

● Differences between employer and employee perspective

Sample activities:

● Group activity – draw up the code of conduct for employees and the responsibilities of the employer. Compare and discuss.

● Debate activity – discuss employee and employer perspective and understand different sides and viewpoints of organisations’ decision makers and employees.

Session 10 LO2

Topic: The psychological contract

● Defining the psychological contract.

● The value and importance of the psychological contract.

Sample activities:

● Students complete a causes/consequences model for the psychological contract.

● Research activity – the key differences between a psychological contract and a legal contract approach to managing the employment relationship. Students research one evidence-based example to illustrate which one is more valid in understanding that there is an ongoing tension in contemporary employment relations activities.

● Discussion activity – feedback research and discuss.



Session Activities

Session 11 LO2

Topic: Developing positive employee relations (part 1)

● The work-life balance.

Sample activities:

● Students research case studies of employers that have introduced flexi-time, reduced working hours, tailored work options etc.

● Case study exercise – questions on an organisation that has engaged positively with the unions.

● Discussion activity – the impact of positive employee relations and the outcomes this has on performance and productivity.

Session 12 LO1 & 2


● LO1 & 2 recap.


Sample activities:

● Tutor explanation and recap of LO1 & 2 content


Session 13 LO2

Topic: Developing positive employee relations (part 2)

● The role of stakeholders in positive employee relationships.

● Defining all the stakeholders, internal and external.

Sample activities:

● Students brainstorm the different stakeholders involved in an organisation and in the operating environment.

● Group research – investigate the influence the macro stakeholders have upon the employee relations process.

● Stakeholder analysis exercise using an organisation case study.



Session Activities

Session 14 LO2 & 3

Topic: Impact of positive employee relations and motivation

● Strategies to motivate employees.

● The benefits of improved employee relations and motivation.

Sample activities:

● Brainstorm strategies for improving employee relations.

● Discussion activity – the impact of improved employee relations and motivation.

● Research case studies on strategies and how they were applied.

Session 15 LO2 & 3

Topic: The impact of negative employee relations on motivation

● The impact of negative employee relations.

● Dealing with negative impacts.

Sample activities:

● Students brainstorm the impacts of negative employee relations.

● Suggestions on how organisations can spot these, and how they respond.

● Watch video clips/role play scenarios on how to deal with grievances and demotivate employees.

Session 16 LO4

Topic: Employee welfare (part 1)

● Introduction to the unitary and pluralist perspectives.

Sample activities:

● Group activity – students research perspectives and apply them to HRM practice and employee relations. Present findings to each other.

● Discussion activity – students use own organisation (or one with which they are familiar). How do they think they are/were regarded by the managers? What is the managerial style? Do they regard it as a unitary or a pluralistic organisation?



Session Activities

Session 17 LO4

Topic: Employee welfare (part 2)

● Other approaches to employee relations, including radical and systems approaches.

● Changing management approaches to employee relations.

Sample activities:

● Students discuss different approaches and assess application to case studies.

● Q & A session on different approaches.

Session 18 LO3 & 4


● LO3 & 4 recap.


Sample activities:



Session 19 LO 1-4


● Review of student progress and assignment checks.

Sample activities:





Session 20 LO 1-4

Topic: Assignment submission

Sample activities:






Unit 21: Strategic Human Resource Management


Scheme of Work

Programme Title:


Unit Title: Strategic Human Resources Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Understand key external and contextual developments which influence an HR strategy.

LO2 Apply contemporary theoretical and practical knowledge of HR development.

LO3 Implement appropriate change management strategies, models and concepts to support an HR strategy.

LO4 Appreciate the contribution of HR management and development to sustainable business performance and growth.



Session Activities

Session 1 LO1 – 4

Topic: Unit introduction


● Present an outline of the strategic HRM and its purpose.

Sample activities:

● Students identify an article or research paper related to strategic HRM and present a summary of the article/paper.

● Discussion with the class followed by video clips of past students stating their learning experience as well as their advice for new students.

Session 2 LO1 & 2

Topic: What is strategic HRM?

● Define organisational strategy.

● What is strategic HRM and its benefits?

● The relationship between organisational and HR strategies.

Sample activities:

● Identify published research papers relating to organisational strategy and present key pointers to the class.

● Discussion activity over different published papers.

● Research activity – identify an article or research paper relating to contemporary HR developments.

● Present key concepts related to organisational strategies.

● Discuss different aspects of organisational and HR strategies.



Session Activities

Session 3 LO1

Topic: Strategic HRM

● External factors affecting HR strategy.

● Internal factors affecting HR strategy.

Sample activities:

● Students identify several external factors that impact HR strategies and discuss them in detail.

● Group activity – research to present examples to demonstrate the degree of impact of different factors for different business scenarios.

● Using case studies to look at key factors in the context of HR strategies for different business issues.

● Discussion activity – internal and external factors that affect the HR strategies.

Session 4 LO4

Topic: Sustainability

● Sustainable growth – HR contribution.

● Management of sustainable growth.

Sample activities:

● Demonstrate the importance of sustainable growth, considering both theoretical evidences as well as examples of real-time business scenarios.

● Discussion activity – identify new approaches for sustainable growth as an HR contribution.

● Group activity – using a mini case study on managing sustainable growth, students review key learning points and present and compare their findings.

Session 5 LO4

Topic: Leadership for sustainable HRM

● The business benefits of good leadership

● How to develop responsible leaders

Sample activities:

● Conduct in-class discussion on the essential factors associated with leadership skills required for implementing and retaining sustainable HRM.

● Identify the key leadership traits and styles required for a sustainable HRM in an organisation.



Session Activities

Session 6 LO1

Topic: Contemporary trends and developments (part 1)

● Contemporary issues influencing HRM, e.g. changing demographics, equal opportunities and diversity, changing skills requirements, increasing levels of employment litigation.

Sample activities:

● Students investigate different web publications and case references for understanding contemporary issues in HRM.

● Research activity – research examples and present the key findings.

● Brainstorm activity – approaches for handling contemporary HRM issues, exploring the approaches through which contemporary issues of HRM can be managed.

● Discussion activity – the effective use of information and communication technology (ICT) for resolving the contemporary issues in HRM.

Session 7 LO1

Topic: Contemporary trends and developments (part 2)

● Changes in HR practice related to contemporary issues.

Sample activities:

● Students to identify changes in HR practice as a result of contemporary trends and developments covered in the previous session.

● Group research and activity – each group focuses on different HR practice (e.g. recruitment and selection, performance management and staff development).

● Presentation feedback from each group.



Session Activities

Session 8 LO1

Topic: The impact of advanced technology on HR practices

● Increasing the effectiveness of HRM through the use of ICT.

Sample activities:

● Research activity – explore the impact of ICT in increasing the effectiveness of HRM, with reference to different case studies.

● Discuss activity – different ICT platforms and frameworks that can aid HRM practices.

● Small group activity – With examples of different organisations, students present how ICT aided the HRM practices in the selected organisation.

Session 9 LO1

Topic: Sustainability and corporate social responsibility

● Role of HRM in corporate social responsibility (CSR) of an organisation.

Sample activities:

● Students deliver a presentation on ways through which HRM can aid different CSR activities of an organisation.

● Discussion activity – the competence of HRM in delivering training and propagating CSR messages across the organisation.




Sample activities:







Session Activities

Session 11 LO2

Topic: The growth of strategic development

● Universalist and contingency approaches.

● Strategy development – the concept.

● Strategy development – the process.

Sample activities:

● Group activity – research a case study for detailed insight into the application of the strategy development concept and its impact.

● Deliver a presentation on approaches and the process of strategy development.

● Facilitate a discussion based on the presentation.

● Discussion activity – consider the relationship between influences on strategy development and the process of strategy development.

● Brainstorm activity – the key aspects of the process of strategy development.

Session 12 LO2

Topic: The relevance of theory on HR practice (part 1)

● Effective management of performance review and appraisal system.

● The framework for a fair and accurate performance review system.

● Evaluate the approaches to performance analysis and the dimensions covered within the appraisal system.

Sample activities:

● Students discuss and reflect upon the appropriateness of an HRM system in terms of its performance review system in reference to theoretical concepts and examples of different business scenarios.

● Discuss activity – critical factors to be considered during appraisals.



Session Activities

Session 13 LO2

Topic: The relevance of theory on HR practice (part 2)

● Effectiveness of employee reward system implemented by HRM.

● The tangible and intangible benefits that employees can be granted for retaining the best performers.

Sample activities:

● Presentation activity – students deliver a presentation on employee reward and employee benefit systems that HRM apply.

● Discuss activity – different approaches to employee retention and motivation.

● Brainstorm and identify the key factors why employees tend to leave an organisation so that better employee reward systems and HRM practices can be framed to ensure employee retention.

● Discuss the ways in which employees can be motivated to stay committed to an organisation for the long term.

Session 14 LO3

Topic: Change management (part 1)

● Change management – models and concepts.

● Change management – supporting HR strategy.

Sample activities:

● Discussion activity – identify key aspects, pros and cons of change management concepts.

● Case studies activity to review the application of different approaches to change management.

● Reading articles on the transformation of HR to agents of change, and discuss the multiple role HR plays.

● Exercise to explore the role of HRM as change agent. Students are given scenarios to discuss and evaluate the role of HR.



Session Activities

Session 15 LO3

Topic: Change management (part 2)

● The Psychological contract.

● Nudge theory.

● How to manage resistance.

Sample activities:

● Brainstorm different examples of the psychological contract. The benefits and the pitfalls.

● Investigate the impact that change management has upon the psychological contract and behavior of individuals.

● Case study research activity – each group presents on which approach they would adopt to manage change.




Sample activities:

● Review and feedback on draft submissions.

● Discuss actions to be taken.


Topic: Evaluating the contribution of HRM

● Apply models for benchmarking, capabilities and performance management.

Sample activities:

● Brainstorm activity – the value of benchmarking and why it is necessary.

● Discuss different types of performance indicators used for benchmarking, using specific examples relating to external and internal factors.

● Research and feedback the use of the 10–C checklist and Top HR Best Practices.



Session Activities



● Review of student progress and assignment checks

Sample activities:






Topic: Recap LO1–4 based on student feedback

● Recap and refresh topics that required further coverage as identified in the draft submission marking

● Students highlight which topics require recap/further explanation.

Session 20 LO1 – 4 ● Assignment workshop and final submission of reports.


Unit 22: Product and Service Development


Scheme of Work

Programme Title:


Unit Title: Product and Service Development Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Explain and demonstrate processes involved in new product or service development.

LO2 Assess the lifecycle stage of the products or services in a company’s portfolio and evaluate whether innovation, adaptation or renovation are needed for the individual products or services.

LO3 Design and pitch a new/renovated product or service.

LO4 Demonstrate an ability to reflect critically on the skills of team working, creative development and presentation.



Session Activities

Session 1 LO1 – 4

Topic: Introduction to the unit’s content and assignment

● Defining products and services.

● Comparing and contrasting products and services.

● Tangible and intangible attributes.

● Market classifications of products within both business-to-consumer (B2C) and business-to-business (B2B) contexts.

Sample activities:

● Brainstorm activity – identify products and services and their tangible and intangible attributes.

● Pair work – explore a range of products and services and discuss their unique selling point (USP) and brand personality.

● Students contrast B2B and B2C products and services.

Session 2 LO1

Topic: The product concept

● The product concept – level of customer integration, tangible and intangible results.

● The use of the product-service systems and sustainability.

Sample activities:

● Brainstorm activity – the benefits of customer integration in product and service development.

● Group activity – research level of customer integration techniques used with developing and marketing product and service development. Presentation feedback.

● Students complete a worksheet on the characteristics of selling a product vs a function.

● Debate activity – the benefits and challenges of product-service systems.



Session Activities

Session 3 LO1

Topic: Product/service development (part 1)

● Techniques used to generate ideas, test ideas and screen and select ideas.

● Risks associated with product/service development.

Sample activities:

● Brainstorm activity – how to generate ideas; validity of undertaking review of customer and market research and competitive analysis.

● Group activity – split the groups into either

o (a) product developers or

o (b) customers. Set up a scenario for new product development and groups (a) have to generate ideas and groups (b) have to list the customer requirements. The customer needs list will refine the choice of ideas produced by the groups in (a). Generate discussion on screening ideas and criteria used for this.

● Groups to identify what risks may be associated with taking ideas forward for development.

Session 4 LO1

Topic: Product/service development (part 2)

● Concept screening and business analysis.

Sample activities:

● Brainstorm activity – the elements of product concept development and screening.

● Pair work – define a product concept – Identify target audience, product features, benefits.

● Group activity – business analysis of a given product concept to determine costs involved, market potential and sales volume by researching similar products in the market place and reviewing market research.



Session Activities

Session 5 LO1

Topic: The use of digital technology in new product development

● The use of digital technology in the development and design of new product development (NPD).

● Software systems for NPD.

Sample activities:

● Group research and presentation activity – produce a flowchart to show the NPD process and highlight the application of technology at each stage.

● Each group research one stage of the process to share with rest of the group and support completion of the flowchart.

● Brainstorm activity – the advantages that digital technology bring to the market research, testing and design stages of NPD.

● Students research a number of software solutions for NPD and feedback on their capabilities.

Session 6 LO2

Topic: Five products levels – core benefits, basic product, expected product, augmented product and potential product

● Definitions of the different levels and their application.

● The three product levels

Sample activities:

● Group discussion on the product levels to distinguish the core competencies of each product level and the added value.

● Pair work – application of the product levels to different examples e.g. Coca-Cola.

● Discussion activity – the value of understanding product levels and product awareness.



Session Activities

Session 7 LO2

Topic: The product lifecycle

● The product lifecycle

● Managing, repositioning and revitalising the product.

Sample activities:

● Brainstorm activity – the stages of the product lifecycle and discuss each stage.

● Pair work – students given a range of examples to discuss and determine which stage of the product lifecycle they are within.

● Group research and feedback – determine mechanisms used to manage and control the stages of the product lifecycle.

● Use of a case study (e.g. Nissan Product Lifecycle Management) to research and discuss.

Session 8 LO2

Topic: Product line and service management choices

● Product line choices – the influence of product variety on brand performance/choices.

● Service management – intangibility, perishability, inseparability, variability. Standardisation vs adaptation.

● Developing business through brand extensions

Sample activities:

● Debate – can too much choice damage brand performance?

● Group activity – investigate examples of extended product lines to discuss the benefits and the impact of extending the product lifecycle.

● Students explore ways and approaches for brand expansion so that more and more modes of revenue generation can be added to the business. Defining and exploring standardisation vs adaptation.

● Brainstorm activity -factors for internationalisation of businesses.



Session Activities

Session 9 LO2

Topic: The influence of the macro environment

● Examination of how the macro factors (the PEST/LE framework) can influence or impact upon the development of new/adapted products and services.

Sample activities:

● Student research activity – using examples to present the macro factors and their impact on the sales of products and services.

● Covering all the PESTLE factors, students define different examples.

Session 10 LO1 & 2

Topic: New trends and innovation (part 1)

● Exploring the demand for new and updated products.

● Identifying trends and opportunities for products and services.

Sample activities:

● Group activity – investigating and identifying the possible product demand for new and updated launches.

● Conducting different statistical analysis for understanding trends and various opportunities for products and services.

Session 11 LO1 & 2

Topic: New trends and innovation (part 2)

● Understanding the role of innovation and how that influences the development of new products.

● The relationship between imagination, innovation and creativity.

Sample activities:

● Group activity – demonstrate the significance of product and service innovation through different examples of business scenarios.

● Discuss and establish the relationship of the three product development key factors – imagination, innovation and creativity.



Session Activities

Session 12 LO1 & 2


● Team working skills.

● Demonstrate how to do blogging.

● Assessment progress and monitoring.

Sample activities:

● Team-building exercise.

● Brainstorm activity – what makes effective/ineffective teams? Students create blog site and discuss how to use effectively to include reflective practice and evaluation of creating the pitch and teamwork.

Session 13 LO1 & 2

Topic: New product development (part 1)

● Processes involved in determining new product development – ideas generation, ideas screening/selection, creative methods, concept testing (marketing research) and business analysis.

Sample activities:

● Pair work – determine different processes involved in new product development and judge the credibility of each to an organisation.

● Analyse different dimensions of market changes and consumer demand for defining new products and their development initiatives.

Session 14 LO3


● Processes involved in determining new product development – product development and testing, market testing.

Sample activities:

● Group activity – research and understand the secondary stage of product development and define the parameters for market and product testing before the final launch and new product promotion.

● Pair work – examine case study examples to determine variables and risks for testing.



Session Activities

Session 15 LO3


● Product launch (linking to marketing communications) and distribution.

Sample activities:

● Discussion activity – how to define the new product launch through strategic use of marketing communication and different distribution channels.

Session 16 LO3


● Commercialisation – adoption and diffusion processes.

● Risks associated with new product development – competitor activity, customer behaviour, macro factorial changes, technical factors, poor promotion, levels of investment, change of strategic aims.

Sample activities:

● Evaluate through individual contributions of different points over adoption and diffusions processes in commercialisation.

Session 17 LO3

Assignment workshop

● Guidance on how to design and pitch a new/renovated product or service.

● Effective presentation skills.

Sample activities:

● Brief discussion on product/service design and pitching.





Session 18 LO1 – 3 ● Individual pitch times scheduled for the submission of the

assignment.

Session 19 LO1 – 3 ● Individual pitch times scheduled for the submission of the

assignment.



Session Activities

Session 20 LO3 & 4

Topic: Reflective practice and reflective writing

● Review of the unit to consolidate overall knowledge, understanding and cognitive skills.

● Reflective writing and practice techniques and format.

● Kolb’s learning cycle and Schon’s model applied to reflective practice.

Sample activities:

● Students brainstorm and complete worksheet on reflective vs academic writing.

● Review examples of reflective writing and discuss what makes good reflective practice and produce a list of prompt questions for reflective writing.

● Discussion activity – applying the theories of reflective practice and development.

● Blogs to be completed and updated with evaluation.


Unit 23: Integrated Marketing Communications


Scheme of Work

Programme Title:


Unit Title: Integrated Marketing Communications Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Explain and demonstrate an awareness of different channels and how they serve communication objectives.

LO2 Devise communication objectives and justify appropriate channel selection and integration.

LO3 Design and create content appropriate to the channel and communication objectives.

LO4 Demonstrate the ability to critically evaluate a case study involving communication strategy, channel choice and creative content.



Session Activities

Session 1 LO1

Topic: Defining marketing communications and its importance both within/across an organisation as well as to external stakeholders, namely customers

● Defining marketing communication objectives and how they relate to the business.

● Why communication should be integrated to both add value and maximise the use of resources.

● The relationship between marketing and corporate communications.

Sample activities:

● Discuss the various definitions and approaches of marketing communication.

● Evaluate the significance of marketing communication to organisations and its business goals.

● Explore the approaches of marketing communication for enhanced effective utilisation of resources as well as accelerating business performance.

Session 2 LO1

Topic: Introduction to the different stakeholders within the marketing communications operation

● Internal and external suppliers – finance, brand managers, account management, agencies, designers and consultants.

● The importance of building cross-functional relationships to maximise the value of the communication operation.

Sample activities:

● Group activity – investigate stakeholder engagement through different marketing communication approaches.

● Group discussion – maximising the value of marketing communication through effective use of cross-functional relationships.



Session Activities

Session 3 LO1

Topic: The role of marketing communications in promoting and developing brands

● The benefits of branding.

● Colours and symbols as brand-building tools.

● Marketing communications and brand equity – brand awareness, brand associations, perceptions, building customer loyalty.

Sample activities:

● Group activity– explore different academic publications the role of marketing communications towards brand development and promotion. Students investigate possible benefits that branding activities can bring to a business.

● Discussion activity – effectiveness of different branding activities and branding tools.

● Research activity – examine grade brand equity parameters presenting specific examples.

Session 4 LO1

Topic: Developing a corporate identity – corporate personality, corporate identity and corporate image

● Defining corporate communication objectives.

● Dimensions of corporate communications – symbolism and behaviour and their links to marketing and management communications.

Sample activities:

● Discussion activity – how can corporate identity, brand personality or the business image be built and strong brand impression on consumer minds be made?

● Pair work – explore different dimensions of corporate communication and its objectives through different real-time cases.

● Students present feedback and key points using flipchart.



Session Activities

Session 5 LO1

Topic: Application of segmentation, targeting and positioning (STP)

● Choosing the appropriate marketing communications channels for the target audience.

● Demonstrating how such an approach maximises the effectiveness of marketing communications to the organisation (meeting objectives) whilst delivering value to the end user.

Sample activities:

● Students compare the impact of different approaches to marketing based on segmentation, targeting and positioning.

● Discuss the appropriateness of various communication channels and their significance to different business types.

● Group activity – using case studies, students present the approaches that can maximise the effectiveness of marketing communications and how to deliver more value to the end user.

Session 6 LO1

Topic: Understanding consumer behaviour

● The basis of cognitive theory e.g. personality, perception, learning

● The decision-making process – problem recognition, information search, alternative evaluation, purchase decision and post-purchase evaluation. • Customer decision making – high and low involvement and the role integrated marketing communications (IMC) plays in the process.

Sample activities:

● Students examine promotions and branding campaigns and identify the fundamentals of cognitive theory that apply and highlight the associated decision-making process.

● Discussion activity – customer decision making as well as the factors that define their purchase preferences.

● Pair work – define the significance of IMC.



Session Activities

Session 7 LO2

Topic: Setting out the communication objectives in relation to marketing and business objectives

● Linking communication and business objectives to the product lifecycle – introduction, growth, maturity and decline/regeneration.

● Developing an omni-channel strategy.

Sample activities:

● Brainstorm activity – define the basics of communication objectives in terms of marketing and business vision.

● Group activity – establish the link of communication and business objective to the four stages of product lifecycle.

● Discussion activity – understanding the omni-channel strategy.

Session 8 LO2

Topic: Understanding the role of budgeting in IMC

● Factors that influence and determine budgets – both internal and external. Working with internal and external stakeholders.

● Links between budgeting and scheduling of the IMC campaign.

Sample activities:

● Research activity – students investigate the significance of budgeting in IMC and debate the various internal and external factors that influence budgets.

● Establish link between the budgeting and scheduling of the IMC campaign.

● Group presentation activity – using specific examples, explore how business can take advantage of IMC in achieving the business goals.

● Using a case study/video of a proposed business IMC, students present the challenges faced when launching an IMC.



Session Activities

Session 9 LO2 – 4

Topic: Exploring the communications planning process

● Creating a schedule and communications plan.

● Channel selection and rationale.

● The role of integration.

● Defining and using SMART objectives.

Sample activities:

● Students review journal articles on the evaluation of different theories and the approaches of communications planning and processes.

● Students present feedback on the parameters for selection and rationale behind an efficient communication channel using case studies e.g. Coca-Cola, Starbucks, Red Bull. Group activity – create an outline communication plan for a given product/service.

● Discussion activity – the integration process and SMART objectives.

Session 10 LO4

Topic: The importance of monitoring and evaluating marketing communications plans and operations

● Ways of measuring/evaluating a marketing communications plan.

● Linking measuring and evaluation to the overall marketing and business objectives and strategy.

Sample activities:

● Group discussion – how to monitor and evaluate the marketing communications plans and varied operations.

● Pair work – using case studies, explore the significance of performance evaluation of marketing communications plans.

● Group research activity – investigate the ways and links between measuring and evaluating business objectives, corporate strategies and the marketing initiatives.



Session Activities

Session 11 LO2-3

Topic: Defining the different forms and types of advertising – for example, generic, product, brand, corporate, co-operative and specialist

● Identifying the different advertising media channels – television, cinema, radio, print, outdoor, online (including mobile).

● Comparing and contrasting B2C and B2B advertising.

● The role of creativity in advertising.

Sample activities:

● Quiz activity – students match different slogans and images for products/services to the brand.

● Discussion activity – types and forms of advertising.

● Pair work – rate different advertising media channels on different aspects of costs, coverage, conversion ratio and return on investments.

● Group activity – how the structure and role of advertising agency works.


Topic: Different advertising media channels

● The role of creativity in advertising.

● Advertising and IMC.

● An overview of advertising regulations.

Sample activities:

● Discussion activity – the advertising media channels as well as the significance of creative approaches in advertising for attracting more consumers to a business.

● Group activity – investigate the theories and the practical implications of advertising and IMC plans using example case studies (Coca-Cola, Nike, Red Bull).

● Group presentations – the key aspects of regulations and legality in advertising.



Session Activities


Topic: Understanding sales promotion

● Objectives of sales promotion – trialling, increasing market penetration, developing and rewarding customer loyalty.

● Factors that have influenced the development of sales promotion.

● Consumer promotions – monetary incentives (e.g. coupons and vouchers) and product promotions (e.g. samples).

● Business promotions – price reductions, buy-back of old stock for new, dealer contest promotions.

Sample activities:

● Discussion activity – sales promotions and associated factors.

● Group research – different methods of consumer promotions that gear up the business sales, using specific examples to feedback.

● Discussion activity – judging the relevance of sales promotion and IMC and the regulatory factors associated with sales promotions.

Session 14 LO2–3

Topic: Objectives of public relations, internal and external to the organisation

● Different types of public relations (PR):

● Internal – company information (online, paper-based), social activities, consultations, presentations.

● Public affairs – corporate advertising, corporate websites, social media, annual events, lobbying and sponsorship.

● Media – media kits, press releases, VNRs, websites, interviews.

● Marketing – product placement, product launches.

Sample activities:

● Students investigate the objectives of different types of public relations, identify goals and objectives for different case examples of PR tools.

● Discussion activity – the significance of crisis management.



Session Activities

Session 15 LO2–3

Topic: Types of sponsorship – event and cause related

● Defining sponsorship objectives from both a marketing and corporate communication perspective – B2C and B2B.

● The role of creativity in sponsorship/Sponsorship and IMC.

Sample activities:

● Discussion activity – different types of sponsorship from the perspectives of marketing and corporate communications for both B2C and B2B.

● Brainstorm activity – the advantages and disadvantages of sponsorship.

● Students review and assess a case study for sponsorship e.g. sponsorship of worldwide sporting events.

● Exercise to apply the role of creativity within the sponsorship framework and relevance to IMC.

Session 16 LO2

Topic: Direct selling and personal selling

● Identifying direct marketing techniques – direct response advertising, telemarketing, direct mail, social media.

● •Data warehousing and data mining – using data in direct marketing (club cards).

● The personal selling process – planning, building rapport, understanding customer needs, closing the sale and follow up.

Sample activities:

● Group presentation of case studies to show use of direct marketing approaches that accelerate the sales volume of a business.

● Discussion activity – reflect upon data warehousing and data mining for better understanding of different business factors and sales ratios.

● Students record observations to feedback on the importance of personal selling and stages involved using real case transactions.



Session Activities

Session 17 LO2

● Topic exhibitions, trade fairs and merchandising

● Relationship building, building and developing customer loyalty, generating sales leads, reinforcing corporate image, product launches, selling products, reinforcing the brand.

● Merchandising activities and defining the objective of merchandising.

Sample activities:

● Group discussion on various types of exhibitions and trade fares and grading exercise based on several parameters of marketing effectiveness as well as customer engagement.

● Students investigate different types of merchandising tactics and define their purpose.


Topic: The role of social media and IMC

● The impact of social media on IMC.

● The different methods used for promotional activities.

Sample activities:

● Brainstorm activity – the advantages and the implications that social media has upon marketing communications, reviewing articles on the impact of social media.

● Discussion activity – social media, its nature and impact on consumer psychology as well as different forms through which branding can be made.

● Group research activity – explore creativity in IMC in terms of social media and its use in marketing activities of an organisation.

● Student present feedback and share findings.



Session Activities


Topic: Types of product placement and ambient media

● Defining the objectives of product placement.

● The role of product placement in IMC.

Sample activities:

● Discussion activity – using video clips and images to explore the use of product placement and ambient media.

● Research activity – students to find examples of both forms of advertising and share.

● Brainstorm activity – the advantages and the potential risks of product placement/ambient media.

● Group activity – research and present the correlation of IMC and creativity with product placement for brand building activities, using given case studies.

Session 20 LO1

Topic: Ethical issues and marketing communications

● Controversial messages, advertising to children, pressure selling techniques, ‘greenwashing’ and public relations campaigns.

● Ethical decision-making frameworks that can be applied to marketing communications.

● Marketing communications and privacy issues.

Sample activities:

● Brainstorm and discuss ethical issues in context of marketing communication and business intentions to impress and attract the customers.

● Group activity – apply the ethical decision-making framework to the marketing communications for effectiveness of brand building.

● Investigate and define different privacy issues and voluntary codes of practice in context of marketing communications.


Unit 24: Digital Marketing


Scheme of Work

Programme Title:


Unit Title: Digital Marketing Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Demonstrate an understanding of the opportunities, challenges and impact of the digital environment.

LO2 Examine key digital tools, platforms and channels, comparing and contrasting bricks and mortar and other physical channels.

LO3 Determine how to organise digital marketing activities and build multi-channel capabilities in an organisation.

LO4 Evaluate methods of monitoring and measuring digital marketing effectively.



Session Activities

Session 1 LO1

Topic: Provide information and guidance related to unit’s content and assessment

● Present an overview of the topic and clarify what we mean by digital marketing, including key channels, where it is being deployed and its role in the overall marketing mix.

● What is digital?

● Origins and growth – broken down by industries and using examples.

● Role in relation to the 7Ps.

Sample activities:

● Student brainstorm activity – describe the key aspects of digital marketing and determine its role in relation to the 7Ps.

● Research activity and group presentations – the impact of digital marketing to determine want consumers want, the use of analytics and the role of social networking.

Session 2 LO1

Topic: Present an overview of the digital landscape, scope, innovation, trends and opportunities that it presents

● Internet of things.

● Location-based marketing.

● Data mapping.

● Big data.

● Crowdsourcing.

Sample activities:

● Brainstorm activity – definitions and examples of the opportunities of digital marketing.

● Discussion activity– points to include are the rise and usage of digital technologies, changing consumer patterns and key trends including:

● Group research activity and presentations – concepts and ideas relating to digital marketing.



Session Activities

Session 3 LO1

Topic: Digital marketing and developing effective digital marketing strategies

● Key areas of digital marketing strategies – B2B digital marketing, content marketing management, customer engagement, customer relationship management and conversion optimisation.

Sample activities:

● Group research of case study examples to illustrate the use of digital marketing techniques and strategy.

● Present impact of digital marketing techniques and feedback to the rest of the class.

Session 4 LO1

Topic: Challenges and impacts of digital marketing

● Demonstrate through case studies the many challenges and issues faced by marketers when developing and executing a digital marketing campaign and approach. Key content includes:

● Organisational resource and capabilities; Cultural barriers; Sticky resources; External factors and limitations.

Sample activities:

● Brainstorm activity – the key challenges marketers face when developing a digital marketing campaign and approach.

● Students research and review case studies of digital marketing campaigns (e.g. McDonald’s) to discuss and evaluate the impact and the risks.

● Group activity – set the challenge to identify strategies to ‘rise above the noise’ and make recommendations.



Session Activities

Session 5 LO1 & 2

Topic: online and offline marketing concepts

● Describe the relationship between online and offline marketing concepts by presenting different approaches of organisations operating in different industries.

● Demonstrate how these channels interlink and how consumers interact with them.

Sample activities:

● Students to identify and determine the typical interactions between online and offline marketing concepts.

● Brainstorm activity – analyse online/offline marketing in relation to different organisations and business operations.

● Pair work – devise a customer journey map based on what consumers what to accomplish in their interactions with a brand. Mapping content to their goals.

Session 6 LO1

Topic: Summarise the benefits of digital marketing and the online vision

● Geographic coverage.

● Customer reach.

● Comparative cost.

● Flexibility.

Sample activities:

● Students use different case studies and present a summary of the key benefits of digital marketing and the rationale for having a compelling digital vision and strategy.

● Brainstorm activity – the advantages of digital, using examples of where digital marketing has been effectively used



Session Activities

Session 7 LO1

Topic: The role of customer insight and understanding in developing effective digital marketing activities

● Assess changes in customer behaviour due to digital marketing. Links should be made to the following topic areas:

● Acquisition, retention and loyalty. Word of mouth and social networks. Customer needs.

● Customer journeys. Customer expectations. Two-way communication.

Sample activities:

● Discussion activity – what are consumer insights and how do they impact on marketing effectiveness?

● Students to determine the key consumer insights behind a given DM plan, carry out research activity and present their findings.

Session 8 LO1

Topic: Explore the reasons and rationale for the rise in online consumer power

● Explore the various digital mechanisms in place, including price comparison websites to demonstrate the point. Include the following points in the rationale:

● Reduced search costs and effort. Product and price comparisons. Power of customer review.

● Online consumer choice and convenience.

Sample activities:

● Brainstorm activity – the key reasons why consumers have become so powerful in the online space.

● Group activity – read articles on the rise of consumer power, discuss the key reasons and present back to each other.



Session Activities

Session 9 LO1 & 2

Topic: How digital platforms and the internet can be used as a vehicle for revenue generation.

● Mobile and electronic commerce.

● Subscriptions and memberships.

● Revenue from advertising and pay per click.

● Merchants.

● Data and CRM.

Sample activities:

● Brainstorm activity – how revenue is generated online and able to use a number of e-commerce platforms.

● Research and presentation activity – determine different revenue generating Internet business models and show examples.

● Students review case studies of websites such as eBay and complete worksheet on aspects of their business model.

Session 10 LO2

Topic: The role of digital marketing communications in relation to the 7Ps

● Discuss each of the 7Ps.

● How different brands use digital communications.

Sample activities:

● Students to identify key digital touch points that can be used across the 7Ps, with examples, and present these in a group exercise.



Session Activities

Session 11 LO2

Topic: Different digital tools that marketers can use

● Discuss a range of marketing tools, including:

o blogs and online chat; video sharing; social networks; wikis; podcasts; gaming and viral marketing.

Sample activities:

● Students research and find interesting examples of how different organisations have used these marketing tools. Highlight the and showcase examples.

● Discussion activity – the impact of these tools. Discuss how they support and enhance marketing.

● Review and discuss articles on the changing digital landscape. What are the future trends?

Session 12 LO2 & 3

Topic: How to navigate the digital hardware landscape

● How can digital hardware be effectively co-ordinated: mobile tablets; laptops; wearables; telephones; desktops; TVs and Kiosks.

Sample activities:

● Students to identify their own personal devices and how they use each of them.

● Pair work – demonstrate the linkages between hardware and how each of them operate.

● Discussion activity – how is digital hardware integrated and effectively co-ordinated.



Session Activities

Session 13 LO2

Topic: The importance of digital communication tools in delivering great customer experience

● Webpages, microsites, blogs, portals, links, email, SMS.

● SEO.

● Conversion rate optimisation.

● Online and offline integration.

● Active listening mechanisms.

Sample activities:

● Students conduct a mystery shop exercise that starts or ends using a digital channel.

● Considering the customer journey, students present back findings based on how digital tools fits into the overall customer experience of an organisation.

Session 14 LO2

Topic: Determine the different consumer life cycle stages of digital adoption

● Technology adoption and diffusion.

● Stages of the consumer adoption process.

● Staged business adoption process.

● Factors influencing speed and extent of adoption.

Sample activities:

● Students to determine where they sit on the adoption curve.

● Group exercise – gaining an understanding of where different consumer groups sit on the adoption curve. Present their findings to others.



Session Activities

Session 15 LO2 & 3

Topic: Multi-platforms for communication

● Evaluate and highlight different platforms and online interchanges: Depth and breadth of coverage, analytics and metrics, collaboration and workflow, engagement and scalability.

Sample activities:

● Research activity – different examples of e-commerce platforms and online interchange to show how they apply in a variety of different business contexts.

● Discussion activity – how to choose the best e-commerce platforms.

● Case study examples given and students determine what the most effective e-commerce platforms would be suitable.

● Group presentations – identify the different online transaction contexts. Explain examples of how each one works and the key differences.

Session 16 LO2

Topic: The role of different automated and non-automated sales and support activities

● Natural conversation banners, Shopping carts and Automated repeat purchase settings.

● Call-to-action elements, real-time online sales and support, email sales campaigns.

● SMS sales campaigns, sales affiliates and sales networks.

● Social media sales channels.

Sample activities:

● Discussion activity – how to quantify and measure results. How do you measure ROI?

● Brainstorm activity – determine the different types of automated and non-automated sales and support activities that exist.

● Research activity – the benefits of marketing automation and how it connects multiple touch points.



Session Activities

Session 17 LO3

Topic: The role and actions of digital marketing campaigns

● The advantages and disadvantages of omni-channel marketing, including the following: Increased penetration and market reach Augmented reality, Interactive displays, Skyscrapers, Lingubots Pop-ups.

Sample activities:

● Discussion/debate activity – the difference between multi-channel and omni-channel marketing.

● Students examine a range of marketing examples to illustrate different channels of marketing and their uses.

● Watch video clips on the use of omni-channel marketing and read articles to generate discussion.

● Group activity – the key advantages and disadvantages of an omni-channel marketing strategy.

Session 18 LO3

Topic: How online campaigns can offer marketers more creative, flexible and responsive opportunities

● Application of integrated campaigns utilising multiple channels.

● Viral marketing and gaming.

● Online tracking of customer behaviour.

Sample activities:

● Students come up with examples of cases in which digital marketing has been executed in a creative way.



Session Activities

Session 19 LO3

Topic: The reasons and rationale behind the importance of robust measurement of digital campaigns

● The application of the procedures used for measuring digital campaigns, such as: Usability studies, tracking studies, conversion funnel.

● Performance measures using online metrics: Response rates, campaign reviews and customer analysis.

● Online buyer and search behaviour.

Sample activities:

● Students present case studies of different digital campaigns, with a focus on marketing productivity, marketing mix decisions, return on marketing investment (ROMI) and customer satisfaction.

● Discussion – the importance of digital campaign measurement.

● Students apply the above to a variety of case studies to determine appropriate use of measures, including online metrics.

Session 20 LO4

Topic: The population measures in digital campaigns

● Affiliate networks.

● Social networks.

● Customers and non-customers.

● Visitors.

Sample activities:

● Students to apply these measures to a case study or scenario and present feedback.


Unit 25: Principles of Operations Management


Scheme of Work

Programme Title:


Unit Title: Principles of Operations Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Conduct appropriate research methodology which integrates knowledge into the research process.

LO2 Conduct and analyse research relevant to a chosen business research project.

LO3 Communicate the outcomes of a research project to identified stakeholders.

LO4 Reflect on the application of research methodologies and concepts.



Session Activities

Session 1 LO1

Topic: Operations management introduction and overview

● Introduction to the unit’s content and three unit assessments.

● Define the concept ‘Operations management’.

Sample activities:


● Group activities – what is the function of operations in a business and what is the value of this entity?

Session 2 LO1

Topic: The role of operations management (OM)


● Benefits of operations management.

● Roles of operational management.

● Strategic, tactical and operational level and approaches.

Sample activities:

● Class discussion – explore the importance of operations management in an organisation.

● Small group activity – investigate and list the various roles of operations management.

● Debate the differences at different levels.

Session 3 LO1

Topic: Business environment and operations

● Macro and micro environmental factors.

● Use of PEST/LE or STEEPLE analysis to assess operational focus.

Sample activities:

● Small group activity – brainstorm and define the terms macro and micro environments.

● Pair work – explain each of the PEST/LE factors and how it is used in analysis.

● Research activity – research and present the current factors that influence operations management.



Session Activities

Session 4 LO1

Topic: Macro environmental analysis applied

● Investigating the PEST/LE factors for a given organisation to assess business environment influence on operations management.

● Explore case studies highlighting environmental impact on operations.

Sample activities:

● Group activity – use provided case studies to apply a PEST/LE analysis to a given scenario.

● Pair work – discuss the impact of different factors on the given business.

Session 5 LO1

Topic: Corporate social responsibility and operations management

● Defining corporate social responsibility (CSR).

● The influence of CSR on operations management.

● Operational management response to CSR initiatives.

Sample activities:

● Tutor-led explanations of corporate social responsibility (CSR).

● Research activity – examine different case studies of CSR application.

● Group activity and presentation feedback – how does CSR influence operational planning.

● Group activity – how could management respond to different CSR initiatives.

Session 6 LO1

Topic: Internal business environment and operations Micro environmental considerations.

● The use of a SWOT/TOWS analysis to assess internal business state.

Sample activities:

● Tutor explanation of SWOT analysis and its purpose.

● Class activity – use a SWOT analysis on a business they are familiar with and present this back to the group.

● Discussion activity – considerations to be taken into account for operations management for each of the presented business cases.



Session Activities

Session 7 LO1

Topic: Micro environmental analysis applied

● Investigating the SWOT/TOWS factors for a given organisation to assess the internal business environment considerations during operations management.

● Assess the influence of the SWOT factors on strategy, budgets, resource planning, finance, human resources.

Sample activities:

● Tutor to provide case studies to investigate.

● Small group activity – analyse the current state of a given business using a SWOT analysis.

● Group discussion about the impact of SWOT in different functions of the business.

Session 8 LO1

Topic: Impact analysis of environmental factors on operations management

● Relationship between external and internal environmental factors.

● Impact of environment on operations.

● Awareness of context in operations management.

Sample activities:

● Group discussion – how does the PEST/LE analysis inform a SWOT analysis.

● Student research into impact of business environments on operations. Present findings through flipcharts.

● Tutor-led discussion on ‘context changes everything’.



Session Activities

Session 9 LO1

Topic: The impact of new technologies on operations management

● Impact of technology on the multi functions of operations

● The improvement of information networks and material flows

● The impact on distribution and delivery of goods and services

Sample activities:

● Brainstorm the impact of digital technologies and their impact.

● Group work – each group to research and present the impact of technology on one key area of operations e.g. product development, supply and distribution chain, customer relationship management.

● Discussion activity based on presentation feedback and highlighting the benefits of the impact of technology.

Session 10 LO1


● Meaning of value in different contexts.

● Public, private and non-profit sectors.

● How operations management adds value, and difference between service-led and product-led organisations.

Sample activities:

● Small groups activity – through research establish the differences in the meaning of ‘value’ in private, public and non-profit organisations.

● Class debate – how does operations management add value to a business? Two perspectives to address (service and goods focus).



Session Activities

Session 11



Sample activities:





Session 12 LO2

Topic: Operations management and organisational strategy

● Operations as a function – what it is and what it does.

● Interrelation of operations management and other functions.

Sample activities:

● Pair work – define operations function.

● Tutor-led explanation – operations must be in line with organisational strategies and goals (in sync planning).

● Small group presentations – explore how operations management and other functions interact and relate to each other. Present findings back to class.

Session 13 LO2

Topic: Operations – transformational processes

● The transformational model.

● Input-transformation and output-process.

Sample activities:

● Tutor-led explanations of the transformational model.

● Group activity – investigate the application of the model in practice through looking at real businesses or case studies.



Session Activities

Session 14 LO2

Topic: Operational performances

● Different report formats – formal, informal, essay, memo.



Sample activities:


● In-class activity – provide and criticise examples and exemplars of previous work.



Topic: Academic report writing




Sample activities:






Session Activities

Session 16 LO2

Topic: Strategic planning of operations

● Different types of planning – operational, tactical, strategic.

● The way the operational function supports different planning types.

● Process of operational strategy.

● Top-down and bottom-up approaches.

Sample activities:

● Students brainstorm different types of planning and examine different examples.

● Group discussion – how does operations support different planning types?

● Research activity – apply the process of operational strategy to a business and present feedback.

● Investigate business examples of different top-down and bottom-up approaches. Small groups to present advantages and disadvantages of each approach.

Session 17 LO2

Topic: Control systems (part 1)

● What are control systems?

● The nature of planning and control.

Sample activities:

● Group activity – discuss and agree a definition for ‘control systems’ in a business.

● Tutor-led brief on the nature of planning and control.



Session Activities

Session 18 LO2

Topic: Control systems (part 2)

● Key operational variables to manage.

● Capacity and capability, reconciling demand and capacity, service quality.

● Control system types – capacity planning, inventory planning and control, supply chain planning and control.

Sample activities:

● Tutor-led delivery – operational variables in operations management.

● Small group activity – discuss the link between a) capacity and capability b) demand and capacity

● Group discussion – what control systems are appropriate for use in different contexts.

Session 19 LO2

Topic: Supply chain and operations management

● Interaction between the operations function and supply chain.

● Impact of operations management (OM) on supply chain management (SCM) and vice versa.

● Types of relationships in the supply chain.

Sample activities:

● Brief tutor-led overview of the concept of SCM.

● Open question and answer activity about the interaction between OM and SCM and the impact they have on each other.

● Individual research on different relationships in the supply chain.



Session Activities

Session 20 LO2

Topic: Quality systems

● Importance of quality management.

● Quality management tools – TQM, Six Sigma, LEAN, PDCA.

● Appropriateness of tools in given contexts.

Sample activities:

● Discussion activity – the importance of quality management.

● Small group activity – research and present back different quality management tools.

● Group activity – apply a given model to a specific business.

Session 21

Topic: Quality systems (part 2)

● Quality management tools – TQM, Six Sigma, LEAN, PDCA continued

Sample activities:

● Discussion activity – Growing your business through lean process improvement.

● Research activity – small groups research lean success stories and case studies.

● Students create a Plan, Do, Check and Act list for a particular customer service function.


Topic: Student assignment – pairs self-study preparation session

● Student pairs to work on their first assignment.

● Tutor support and guidance available as required.


Topic: Student assignment – pairs self-study preparation session

● Review of individual ‘student pair’ drafts for final assignment.

Sample activities:




Session Activities

Session 24 LO3

Topic: Resource planning in operations management


● Re-introduction to the second assessment.

● Resource management strategies.

● Resources in the right place, the right time and the right quantity and quality.

● Different approaches to resource planning.

Sample activities:

● Tutor-led brief of Assignment 2.

● Tutor-led explanation of the concept.

● Group discussion – investigate and list different resource management strategies.

● Pair work – discuss and create a poster of different approaches to resource planning.

Session 25 LO3

Topic: Supplier management

● Supplier selection criteria and process.

● Make or buy decision making.

● Just-in-time (JIT) and Just-in-case (JIC) purchasing.

Sample activities:

● Group activity – list criteria that should be considered when selecting new suppliers.

● Pair work – what is the process of supplier selection and appointment.

● Small group activity – investigate and explain JIT and JIC purchasing.

Session 26 LO3

Topic: McKinsey 7S model

● An holistic approach to co-ordinating activities to support operations.

● Application of the model in context.

Sample activities:

● Tutor explanation of the McKinsey 7S model.

● Case study group discussion – how the model is applied in practice.



Session Activities

Session 27 LO3

Topic: Cost–benefit analysis (CBA)

● Define the concepts of a CBA.

● Use of this technique and its practical application.

Sample activities:

● Tutor-led explanation of the CBA model.

● Individual students to attempt the CBA calculations.

● Group activity – apply this to a given scenario.

Session 28 LO3

Topic: VRIO framework

● Assessing value within an organisation.

● The use of the VRIO framework to create a competitive edge.

Sample activities:

● Tutor-led delivery of the VRIO framework, purpose and process.

● Group discussion – what is value in a business?

● Students to review the framework in the context of a practical example.

Session 29 LO4

Topic: Writing a management memo


● Structure and planning of a business memo.


Sample activities:

● Tutor-led explanation of memo formats and the context they are used in.



● Comments: Past assessments must be from a different unit and author consent must be obtained.



Session Activities

Session 30 LO4



Sample activities:





Session 31 LO4

Topic: Risk analysis and management in operations


● Re-introduction to the third and final assessment.

● Defining the terms – risk, hazard and other related concepts.

● What are risk analysis and risk assessment?

Sample activities:

● Pair work – define and explain risk and hazard in a business context.

● Tutor-led explanation of risk analysis and risk assessment.

● Students to apply a risk assessment to a business example.

Session 32 LO4

Topic: Risk management standards and benchmarks

● Comparative analysis of good practice and the use of benchmarking.

● Define and apply benchmarking.

Sample activities:

● Tutor-led explanations of the concept of benchmarking and its use.

● Group activity – compare a given business to best practice models of the same industry or sector.



Session Activities

Session 33 LO4

Topic: Management of unplanned factors/uncertainties

● Risk mitigation approaches.

● Risk prioritising matrix and its use in operations.

● Identifying and mapping risks for planning and decision making.

Sample activities:

● Tutor-led delivery on risk mitigation.

● Group activity – explore the use of a risk prioritisation matrix in a business context.

Session 34 LO4

Topic: Stakeholder analysis and expectations

● Relationship between stakeholders and identified risks.

● Customers, investors, suppliers and contracts.

Sample activities:

● Group activity – investigate the importance of considering all stakeholders in operations.

● Pair work – explore the impact different stakeholders have on operations management.

Session 35


● Review of individual student drafts for third assignment.

Sample activities:


Session 36-37

Topic: Student individual assignment – self-study preparation session

● Students to work on their individual final assignment.

● Tutor support and guidance available as required.

● Individual appointments to be scheduled.

Session 38-39

● Recap weeks to address the gaps

● Recap topics as highlighted in student feedback.

Session 40 Topic: Assignment submissions

● Student submission of assignment work for Assignment 2 and 3.


Unit 26: Supply Chain Management


Scheme of Work

Programme Title:


Unit Title: Supply Chain Management Tutor:



1 Assessment

2 Assessment

3 Assessment

4

Apply key supply chain concepts, principles, and processes in an organisational context.

Evaluate the importance of effective supply chain management.

Evaluate the interrelationships between supply chain and other areas of an organisation.

Recommend improvements to a supply chain strategy for an organisation



Session Activities

Session 1 LO1

Topic: Supply chain management

● Introduction to the unit’s content and unit assessments.

● Overview of the unit and assessments.

● Define a ‘supply chain’.

● Differences between service and manufacturing sector’s supply chains.

● What is Supply Chain Management (SCM)’?

Sample activities:

● Question and answer activity on general / prior knowledge of SCM.

● Group activities –to discuss what is a supply chain is, and how it is managed.

● Pair work –- establish the differences in service and manufacturing supply chains.

Session 2 LO1

Topic: Principles of Supply Chain Management


● Key principles of SCM.

● Lean supply chain principles to enhance competitive advantage.

Sample activities:

● Tutor- led discussion – principles of SCM.

● Use of case studies to highlight the process of a supply chain.

● Group discussion – how does effective SCM create or enhance your competitive advantage?

● Research activity – the application of SCM.



Session Activities

Session 3 LO1

Topic: Resource Management

● Resource planning processes.

● Effective resource planning and management.

● Working capital and capital investment.

Sample activities:

● Student created quiz – outline the resource planning process in a visual chart.

● Group discussion – research and present the concepts of working capital and capital investment.

● Tutor- led quiz to assess understanding.

Session 4 LO1

Topic: Production in supply chain management

● Relationship between demand planning and production scheduling.

● Project management techniques in production.

Sample activities:

● Group activity – define demand planning.

● Group activity – scheduling in the context of production.

● Small group discussion – what is the relationship between the previously discussed concepts?

● Tutor-led delivery and case study discussion – project management in production.

Session 5 LO1

Topic: Manufacturing in supply chain management

● Make or buy strategies and choices.

● The concept/technique of flow management.

● The importance of location considering transport, links, costs.

Sample activities:

● Brief discussion on procurement (covered later in unit) and the concept of make or buy decisions.

● Group activity – investigate ‘flow management’ and present back on the concept.

● Class debate – does location influence the effectiveness of the SCM function?



Session Activities

Session 6 LO2

Topic: Relations management

● Relation management with suppliers and logistic providers.

● Differences when managing service sectors vs manufacturing sectors.

● Customer relations.

● The benefits of effective SCM.

Sample activities:

● Group activity – the importance of effective relations with suppliers and other logistics providers and the impact on operations.

● Discussion and student input –managing service sector vs manufacturing sector relations.

● Work in pairs – how to manage customer relations in SCM.

Session 7 LO2

Topic: Procurement

● Define the concept of ‘procurement’.

● Strategies, policies and procedures.

● Demand management, forecasting and planning.

Sample activities:

● Question and answer activity –- what is procurement and the link to SCM?

● Group work – strategies, policies and the process of procurement.

● Pair work – explore, prepare and present back a forecast of required procurement services in a SCM context.



Session Activities

Session 8 LO2

Topic: Supplier landscape analysis

● Cost/price – how much it costs.

● Quality – what is the quality of product?

● Time – how long for delivery?

● Place – supplier location.

● Scale – can suppliers meet demand? Vendor relations:

● Negotiations, contracts and purchase orders.

Sample activities:

● Tutor-led discussion – how to do a supplier analysis and what to consider. Students to investigate a given suppliers suitability for a certain scenario (case study or hypothetical scenario.).

● Group research and explanations – vendor relations and the importance of negotiations and contracts.

Session 9 LO1 & 2



Sample activities:





Session 10 LO3



Sample activities:







Session Activities

Session 11 LO3

Topic: SCM and interrelated functions

● Issue Assignment 2 and introduction

● Holistic and integrated approach to a supply chain and SCM.

● Relation between supply chain and other business functions.

Sample activities:

● Pair work – investigate other functions that may need to link to SCM.

● Group activity – consider different relationships that SCM has with other functions in a business

● Small group activities – explore the importance of creating ‘flow’ between different functions and SCM.

Session 12 LO3

Topic: SCM integration

● Influencing factors for integration of supply chain –; business size, structure, geographic location, target market, competitor profile.

● Integration process into other functions.

Sample activities:

● Tutor- led explanations – factors to consider when integrating SCM and other functions in business.

● Group activity – explore and analyse different factors of integration.

● Work in pairs – assess the best method and process to integrate a given function with the SCM function.



Session Activities

Session 13 LO3

Topic: Supply chain logistics

● Aspects of logistics such as transport, warehousing and strange, inventory management, fleet management.

● Logistic network customisation to meet customer requirements.

● Customer demand planning and product life cycle.

Sample activities:

● Tutor- led explanations – different aspects that make up logistics.

● Pair work – investigate and explain one of the aspects previously covered, to the group.

● Group activity – how do we customise a logistic network to suit customer requirements?

● Tutor- led discussion – customer demand planning and the product life cycle.

Session 14 LO3

Topic: Managing supply chain

● Holistic management and optimising effectiveness of a supply chain.

● Supply chains operations reference (SCOR) model and SCM.

Sample activities:

● Student presentations – methods to improve the function of SCM.

● Group activity – investigate and present an explanation of the SCOR model through a verbal, visual presentation (tutor directed where necessary)



Session Activities

Session 15 LO3

Topic: LO3 review

● Review and recap LO3 of first assignment.


Sample activities:





Session 16 LO4

Topic: Analysis of a supply chain

● Objective, critical analysis to identify and assess trends in SCM.

● Identification of issues and challenges within SCM.

● Contextualising SCM issues.

Sample activities:

● Tutor- led explanations and questioning – trend analysis in SCM.

● Group activity – apply a trend analysis to a given organisation to identify issues for their supply chain.

Session 17 LO4

Topic: Recommendations for improvement

● SMART planning, critical, creative and retrospective plans.

● Evidence- based planning and process.

● Plausibility, practicality and feasibility.

Sample activities:

● Tutor recap – SMART planning in context.

● Student discussion – how to create evidence- based plans and processes.

● Peer review – asses peers’ plans for a given scenario for plausibility, practicality and feasibility.



Session Activities

Session 18 LO4

Topic: Monitoring and recording processes

● Quality management monitoring processes – Deming, Juran, PDCA cycle.

● Use of learning logs, feedback reports, fault registers.

● Encouraged culture of trouble shooting and solution- focused practice.

Sample activities:

● Tutor- led explanation – quality controls, Deming and Juran, PDCA cycle.

● Group activity – investigate and identify methods to monitor and manage SCM actions.

● Pair work – how to create a culture of solution-focused practices.

Session 19 LO3 & 4


● Review of student progress on the second assessment.

● Recap outcome LO4 requirements.

Sample activities:

● Brief tutor- led overview of assessment 2 requirements.

● Open question and answer activity to address general questions and concerns regarding LO4.


Session 20 LO3 & 4

Topic: Assignment presentations

● Student presentations for final assignment.

Sample activities:

● Individual students to address criteria though verbal presentation.


Unit 27: Identifying Entrepreneurial Opportunities


Scheme of Work

Programme Title:


Unit Title: Identifying Entrepreneurial Opportunity Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Evaluate possible sources for a new and innovative business idea.

LO2 Explain the choice of a specific entrepreneurial idea for investigation and the market gap that it addresses.

LO3 Use primary and secondary data to identify market potential.

LO4 Evaluate the entrepreneurial idea in the context of the market and competitors, and make an assessment of potential viability.



Session Activities

Session 1 LO1

Topic: Introduction to the module

● Introduction to the unit content and assignment.

● Recap of key themes covered in ‘Introduction to Entrepreneurship’. Introducing the unit content and highlighting the difference between an idea and a business or social enterprise opportunity.

Sample activities:

● Students brainstorm and recap key themes from ‘Introduction to Entrepreneurship’.

● Discussion activity – examples of business ideas, particularly related to small business.

● Research specific examples of small business and social enterprise.

● Students consider the business or social enterprise idea they may be interested in researching and investigating during this unit.

Session 2 LO1

Topic: Sources of business ideas

● Macro environmental sources of change that create opportunities (Drucker’s 7 Sources of Innovative Opportunity, STEEP factors).

● Personal situational factors and knowledge. The role of the ‘entrepreneur’ in weighing up opportunities, threats and personal capacity to translate the opportunity into a business idea.

Sample activities:

● Pair work – explain the external factors that lead to opportunities for new business ideas.

● Examine case studies on the role of the entrepreneur in the translation of opportunities into business ideas. Students present some examples and facilitate a discussion based on the examples.

● Students then relate the examples to the external and personal sources that influenced the entrepreneurs.



Session Activities

Session 3 LO1

Topic: Types of innovation

● Understanding the scope of innovation, particularly in relation to small firms. Product and process innovation. Incremental v Big Bang. Schumpeter’s sources of innovation.

● Difference between invention and innovation, and role of creativity.

● Explore innovation and location and the role of ‘clusters’ in fostering innovation amongst small firms, and examples of ‘clusters’ internationally

Sample activities:

● Brainstorm explanation of the types and scope of innovation.

● Group research – explore examples of successful and failed inventions and innovations.

● Discussion – students present / share examples of innovation and discuss where new innovation may come from in the next 10 years.

Session 4 LO1

● Topic 4: Exploring creativity workshop

● Understand and practice using creativity techniques to generate ideas.

Sample activities

● Tutor-led explanation of the techniques to be used in the session e.g brainstorming, problem solving, combining, analogical reasoning, random word, SCAMPER.

● Workshop activity – groups of students use creativity techniques to come up with ‘crazy’ business ideas (they don’t need to be feasible).

● Students complete a personal creativity questionnaire and access online creativity techniques.

● Students engage in workshop activities to generate ‘crazy’ ideas for new products or services and present them in the form of a picture/poster. Discussion – how can creativity be facilitated?



Session Activities

Session 5 LO2

Topic: Identifying customers

● The need to identify specific customer types for targeting new ideas.

● Tangible and intangible features and benefits of a product or service.

Sample activities:

● Discussion activity – explain the importance of segmentation and targeting in defining the customer group that a product or service is aimed at.

● Discussion activity to highlight features v benefits and the tangible and intangible elements of products and services.

● Pair work – students relate entrepreneurial ideas to a target customer group identified.

● Research activity – identify, analyse and discuss examples of features/benefits, tangible/intangible elements of products/ services.

Session 6 LO2

Topic: Understanding the industry environment

● Explore Porter’s Five Forces model to analyse the attractiveness of an industry from the perspective of new entrants.

● Approaches to competitor analysis relevant to entrepreneurs and small firms. Industry life cycle.

Sample activities:

● Students explain how to apply Porter’s Five Forces analysis in the context of a new entrant using a case study example.

● Students present approaches to competitor analysis relevant to entrepreneurs and small firms.

● Analysis exercise of examples of industry and competitor analysis to generate feedback and discussion.

● Group work – applying the concepts to specific industries and presenting results for discussion.



Session Activities

Session 7 LO1 & 2


Sample activities:


● Open question and answer to address general questions and concerns.



Session 8 LO2

Topic: Presentations of ideas investigated

● Students to make a presentation of the business or social enterprise ideas they have investigated.

Sample activities:

● Tutor facilitates student presentations and provides feedback.

● Students present an evaluation of the ideas they have investigated to the group.

● Students review requirements and address questions based on peer feedback.

Session 9 LO3

Topic: Market research

● Understand how to use primary and secondary research techniques for the investigation of new business ideas.

Sample activities

● Students review methodologies and sources for conducting desk/secondary research and how to set up a survey and analyse the data collected.

● Explore examples of sources and research and present advantages and disadvantages of different research methods.

● Question and answer activity – how to apply market research methodologies to the students’ own potential business ideas.

● Students reflect and make notes on how they might use market research techniques to investigate a business or social enterprise idea and raise questions.



Session Activities

Session 10 LO3

Topic: The use of new technologies in market research

● The impact of digital technology on market research.

● The definition and concept of audience research.

● The benefits of using new technologies.

Sample activities:

● Students brainstorm the concept of audience research and discuss the impact of new technologies.

● Using case studies, students explore and feedback different types of multimedia used to enhance market research and audience research.

● Discussion activity – the importance of understanding the target market.

Session 11 LO3

Topic: Gap analysis

● The validity of undertaking a gap analysis.

● The tools for gap analysis.

Sample activities:

● Students discuss application of gap analysis tools for different examples.

● Group activity – each group to present examples and how gaps were identified. Groups then must look at setting targets and tasks to close the gap identified and presented.

● Discussion activity – feedback on how to close the gap.

Session 12 LO3

Topic: Gap analysis workshop

● Workshop where students work on their own business idea, supported by the tutor, to derive a gap analysis which explains the gap in the market they will address and the target customer group.

● Students define the market research they will undertake to investigate their idea.

Sample activities

● Student brainstorm and discuss requirements for the unit assignment and address questions.

● Students develop the gap analysis for their idea and plan the market research they will undertake.



Session Activities

Session 13 LO3

Topic: Market Research workshop

● Workshop where students work on the market research of their own business idea, supported by the tutor, to provide evidence to support their investigation into the idea.

Sample activities

● Students explain and discuss market research and how it should be conducted objectively.

● Students review examples of how this leads to modification of the idea or a decision that either supports the idea or determines that it is not likely to be feasible.

● Student research – apply market research to their business idea using a range of sources.

Session 14 LO3

Topic: Interpreting and presenting data

● How to collate research and how to interpret and analyse research data.

● Presenting data effectively.

Sample activities:

● Students collate data and statistics provided and analyse their findings and meanings.

● Discussion activity – what makes effective interpretation and how this will link to their business idea market research.

● Brainstorm different forms of presenting data and identifying the most appropriate for a range of examples.



Session Activities

Session 15 LO4

Topic: Evaluation workshop

● Workshop where students work on the evaluation of their idea through gathering their research and summarising into a SWOT table.

● How to use SWOT to gather together the outcomes from investigations of the macro environment, the industry, customers and competitors and then use it to make an objective evaluation.

● Tutor facilitates workshop on evaluation.

Sample activities

● Students brainstorm different macro factors that may influence their idea and discuss the potential impacts that that will have.

● Students to conduct a SWOT analysis on their idea.

Session 16 LO4

Topic: Is the business idea feasible /viable

● The business model and how to test viability.

● The use of new technologies for testing and evaluating business ideas.

Sample activities:

● Brainstorm activity – how to test viability. The key points highlighted and discussed as a group.

● Students create a testing and evaluation plan based on using digital technology techniques.

● Students

Session 17 LO1, 2, 3 & 4 ● Recap sessions for learning outcomes 1-4.

● Topics recapped and summarised by linking to the assignment requirements.



Session Activities

Session 18 LO1, 2, 3 & 4



Sample activities:





Session 19 LO1, 2, 3 & 4



Sample activity:


Session 20 LO1, 2, 3 & 4 ● Final submission of assignment



Unit 28: Launching a New Venture


Scheme of Work

Programme Title:


Unit Title: Launching a New Venture Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Investigate the range of resources required to launch a new venture.

LO2 Assess the skills and capabilities required and how these might be acquired or developed.

LO3 Explain and justify appropriate promotional activities to support the launch.

LO4 Suggest an appropriate legal form and compile a budget for launch.



Session Activities

Session 1 LO1

Topic: Introduction to the module


● Recap of key concepts covered in ‘Identifying Entrepreneurial opportunities’.

● Introducing the unit content and highlighting that a key theme in starting a new venture is resourcefulness.

Sample activities:

● Students examine and present some examples of newly launched ventures.

● Discussion activity – examples of new ventures and how they illustrate the marketing approach and the resources they needed.

● Students engage in discussion based on their current knowledge.

Session 2 LO1

Topic: Defining the idea and the target customer

● Recap target market and segmentation. Understanding the customer.

● Includes generic marketing strategies (Porter), features and benefits, achieving competitive advantage, and competitor analysis.

Sample activities:

● Students given different business examples to demonstrate the potential for competitive advantage and identify the target customer in presentation activity.

● Students apply different models e.g. Ansoff’s matrix, Boston Consultancy Grid and Porter’s analysis to case studies to identify market, target market and competitive advantage.

● Relate the topics covered to the potential new venture for which they will be developing a launch plan.



Session Activities

Session 3 LO1

Topic: The marketing mix (part 1)

● Review the concept of the marketing mix in the context of a new venture/small business.

Sample activities:

● Brainstorm and discussion activity – the marketing mix concept and the importance it has in application to launching a new venture.

● Students provide an explanation of the marketing mix in the context of a new venture and make presentation feedback.

● Students individually devise a checklist for an entrepreneur’s toolkit – what do entrepreneurs need to know and what decisions do they need to make in relation to the marketing mix?

Session 4 LO1

Topic: The marketing mix (part 2)

● The importance of pricing strategy for a new venture and the likely response of competitors.

Sample activities:

● Using different examples, students identify the approaches to setting prices and the importance of understanding competitors.

● Tutor discussion on examples and how the marketing mix and pricing strategies have been applied by new entrants.

● Students individually devise a checklist for an entrepreneur’s toolkit

● – what do entrepreneurs need to know and what decisions do they need to make in relation to the marketing mix?



Session Activities

Session 5 LO2

Topic: Understanding resources

● Different types of resources that are needed to start a new venture (tangible, intangible and human) and the three categories of ‘capital’ – human, social and financial.

● How to categorise and review the resources and ‘capital’ that will be required to launch and grow a new venture.

Sample activities

● Students brainstorm and discuss resources.

● Pair work – using a range of small business examples, students identify different requirements for resources.

● Worksheet exercise on resource allocation and requirements for a given example of a launch business.

● Discussion activity – how to access resources.

Session 6 LO2

Topic: The importance of networks

● The importance of networks to new ventures as a source of ‘social capital’ that can bring access to knowledge, resources, advice and opportunities.

● How personal networks can be assessed and developed, and the ‘strength of weak ties’ (Granovetter).

Sample activities:

● Students explain and present the importance of networks to new ventures.

● Discussion activity – how personal networks can be assessed and developed. Students present and share examples/experiences of how networks have been beneficial.

● Students make an assessment of their own network and ways in which it might be beneficially developed further.



Session Activities

Session 7 LO1 & 2

Topic: Resource planning workshop

● Understand how the resources for a new venture need to be identified and planned.

Sample activities:

● Students complete checklists of resources and some methodologies for initial planning of resources.

● Students to work in groups to define the resources (tangible such as premises, equipment, IT facilities; and intangible such as skills and capabilities) they are likely to need for their chosen venture.

Session 8 LO2

Topic: Budgeting (part 1)

● How to put together an initial budget for venture launch, including identification of pre-launch costs and then a forecast of income and costs over the first 12–18 months of trading.

● How to run a ‘what-if’ scenario analysis on the budget.

How to calculate break-even. Sample activities:

● Question and answer activity – how to put together a budget for launch. What components need to be budgeted for?

● Students conduct sensitivity analysis and calculate a break-even point.

● Discussion activity – explain the importance of stating assumptions in forecasting.

● Students given a budget template to use and apply costings.

Session 9 LO3

Topic: Budgeting (part 2)

● How to run a ‘what-if’ scenario analysis on the budget.

● How to calculate break-even.

Sample activities:

● Students review and discuss examples of sources for acquiring cost information for launch planning.

● Discussion activity – how to apply budgeting and forecasting techniques.



Session Activities

Session 10 LO3

Topic: Skills and capabilities

● Skills and capabilities required for starting up a business.

Sample activities:

● Brainstorm skills and capabilities.

● Research activity – how entrepreneurs build credibility.

● Discussion activity – what are the risk factors? How to respond and manage risk.

Session 11 LO3

Topic: Acquiring resources (part 1)

● The unique situation of a start-up venture in the approach to acquiring resources and the need to build credibility.

● ‘Bootstrapping’, making use of free or low-cost sources of resources and skills, leasing and renting.

● Low cost/free marketing and promotion.

Sample activities:

● Tutor explains approaches to acquiring resources for start-up ventures.

● Student examine and review examples of how start-up ventures have been initially financed.

● Brainstorm concept of ‘bootstrapping’ and sources. Discussion activity on the advantages.

Session 12 LO3

Topic: Acquiring resources (part 2)

● Principles of the ‘lean start-up’ (Ries).

Sample activities:

● Watch video to present lean start-up and generate discussion activity – what is ‘lean start-up’ and why has it picked up momentum.

● Brainstorm activity – the benefits of a lean start-up approach.

● Students identify key principles using case study examples of lean start-up.



Session Activities

Session 13 LO3


● Assignment progress and monitoring

Sample activities:





Session 14 LO3

Topic: Business identity and promotion (part 1)

● Developing an identity and the key promotional messages for the business. Choosing a name and registering a domain.

● Visual identity.

Sample activities:

● Brainstorm approaches to developing an identity for the business, including the choosing and registering of domain names.

● Students given visual logos and images of a range of companies to discuss and analyse in terms of colours/size/ symbolic meaning. For each one, note down what they identify it with/emotions etc.

● Group activity – how to build the business and identity using different promotional messages.



Session Activities

Session 15 LO3

Topic: Business identity and promotion (part 2)

● Promoting the business in a cost-effective way, including use of social media.

● The pros and cons of trademark registration.

Sample activities:

● Group activity – students present and share examples for low-cost marketing and promotion using different forms of social/digital media.

● Discussion/debate activity – the advantages and disadvantages of different promotional strategies.

● Students to devise a promotional strategy for a given start-up business and present their strategies.

● Discussion activity – trademark and how to register. The pros and cons of the trademark.

Session 16 LO4


● The different legal forms for a business, including sole trader, limited company and partnership.

● Legal form options for a social enterprise, including Community Interest Companies (CiC).

Sample activities

● Research exercise – students explain the different legal forms for businesses and social enterprises and the steps needed to register a business.

Session 17 LO4


● Franchising as a start-up opportunity.

Sample activities

● Brainstorm activity – what is franchising? What are the opportunities for start-ups?

● Debate activity – is franchising ‘really’ entrepreneurship?

● Research activity – the process for franchising and present feedback.



Session Activities

Session 18 LO1, 2, 3 & 4

Topic: Assessment Workshop


Sample Activities:





Session 19 LO1, 2, 3 & 4



Sample activity:


Session 20 LO1, 2, 3 & 4 ● Final submission of assignment



Unit 29: Managing and Running a Small Business


Scheme of Work

Programme Title:


Unit Title: Managing and Running a Small Business Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Discuss how a small business or social enterprise plans and allocates resources to achieve objectives.

LO2 Explain and evaluate the customer relationship management process for a small business or social enterprise, including understanding the benefits and challenges of transnational operation.

LO3 Develop and analyse a cash flow forecast, budget and break-even analysis and interpret key financial statements.

LO4 Discuss the implications of regulation and legislation on a small business or social enterprise.



Session Activities

Session 1 LO1

Topic: Introduction to the unit’s content and unit assignment

● Recap key themes from ‘Launching a New venture’.

● Present some initial examples of small business and social enterprise ventures.

● Facilitate a discussion on the examples of new ventures to start to consider how the topics in this unit apply and how they might organise themselves to achieve objectives.

Sample activities:

● Discussion activity – new ventures and social enterprises. Brainstorm activity – the considerations of small business management, including human, financial and physical resources.

Session 2 LO1

Topic: Planning resources – premises and equipment, people and skills

● Understand the planning of activities in a business, how this links to the resources and skills needed, and the concept of capacity.

● Techniques for planning resources and the concept of capacity.

● What is capacity management?

Sample activities:

● Brainstorm activity – resource requirements for managing a small business.

● Students relate the topics covered to the potential venture for which they will be developing a business plan in a later session.

● Research activity – capacity management applied to a range of given small business examples, covering different types of small business ventures.



Session Activities

Session 3 LO1

Topic: The business plan

● Understand when a business plan might be needed, such as to secure an overdraft or bank loan, and what should be included.

Sample activities

● Students to explain why a business plan is needed.

● Discussion activity – brainstorm the contents and structure of a business plan.

● Students to research and present examples of a business plan.

Session 4 LO1

Topic: Business planning techniques

● Project management and planning.

● Use of Gantt charts and critical path analysis.

Sample activities:

● Brainstorm activity – project management techniques.

● Discussion activity – link project management to business planning.

● Students create Gantt charts for given business plan example.

● Apply critical path analysis and produce a network diagram to break down tasks.

Session 5 LO1

Topic: Being an employer (part 1)

● How to recruit, select and retain people.

● How to build a team

● Building an organisation structure that suits the purpose and stage of the organisation.

● Team roles.

Sample activities:

● Brainstorm activity – the principles of building the team of people for the effective operation of the business.

● Group activity – research and present effective recruitment methods for given small business case studies.

● Discussion activity – how to maintain and retain staff through effective HR practices.



Session Activities

Session 6 LO1

Topic: Being an employer (Part 2)

● When to outsource and use external advisers

● Using networks.

● Key aspects of employment legislation relevant to a small business.

● Equality and diversity.

● Performance management.

Sample activities:

● Brainstorm activity – considerations for when to use outsourcing and the advantages and disadvantages.

● Group research activity – research the networking opportunities/support for small business in local area and present feedback.

● Discussion activity – employment legislation.

Session 7 LO2

Topic: Leadership and management in an entrepreneurial context

● The attributes of leaders and managers.

● Entrepreneurial leadership.

● Articulating the vision.

● Delegation.

● Dealing with challenges.

● Organisational culture.

Sample activities:

● Students examine two small business enterprises and compare and contrast the culture and ethos of the organisation.

● Discussion activity – explore the approaches to entrepreneurial leadership and building the organisational structure and culture.



Session Activities

Session 8 LO2

Topic: Building customer relationships

● Understand customer value.

● How to acquire and retain customers.

● Customer communications.

● Customer care.

● Seeking and responding to customer feedback.

● Selling skills (direct and indirect).

Sample activities

● Brainstorm activity – explain the key ideas of customer relationship management.

● Discussion activity – explain the key aspects of selling.

● Role play activity – examples for an interactive exercise on selling skills. Use of peer review and feedback.

Session 9 LO2

Topic: Digital platforms for customer relationships

● Developing effective and appropriate channels.

● The use of social media and digital technology.

Sample activities:

● Brainstorm activity – the different types of digital platforms used for customer relationships.

● Group activity – research different examples of small businesses and present how they use digital technology to interact and engage with their customers.

● Discussion activity – the key advantages of using digital platforms, opportunities and risks.



Session Activities

Session 10 LO2

Topic: International/transnational sales

● An introduction to international sales.

● Explore the reasons why start-up and small firms might aim to attract international customers and how they would prepare to do this.

● Understand the process of exporting and the key considerations.

Sample activities

● Students provide an explanation of the reasons why new and small firms might seek international customers.

● Brainstorm activity – the process and considerations in exporting

● Group research activity – explore examples of international start-up ventures and small businesses which have started to export, and facilitate discussion.

Session 11 LO1 & 2



Sample activities:







Session Activities

Session 12 LO3

Topic: Sources of finance for start-up and small businesses

● Understand the main sources of finance for start-up and small businesses.

● Finance includes own savings, equity finance or loans from family and friends, bank loans and overdrafts, leasing and hire purchase, invoice factoring.

● Review the concept of ‘bootstrapping’. (NB: Raising finance from external investors is covered in ‘Growing a Business’ unit)

Sample activities:

● Group activity – explain the methods of financing start-up and small businesses where they are not seeking external investors for growth. Students work through case study examples and engage in discussion activity.

Session 13 LO3

Topic: Forecasting and budgeting

● Techniques involved in forecasting and budgeting.

● Using time series data, calculating a moving average, finding a trend, dealing with seasonality.

● Developing budgets, including ‘What-if’ sensitivity analysis.

● Using budgets for performance monitoring and control.

Sample activities

● Students complete worksheets to apply techniques for forecasting sales and income.

● Group activity – explain the aspects of a budget and how it is used for monitoring performance.



Session Activities

Session 14 LO3

Topic: Financial statements for a small business

● How to interpret financial statements for a small business, e.g. profit and loss account/income statement, balance sheet and cash flow statement.

● The difference between profit and cash, and the vital importance of cash flow for a small business/social enterprise.

● Fixed and variable costs, the elements of working capital and how to manage cash flow effectively.

Sample activities:

● Students look at examples of financial statements and interpret accounts, applying the techniques to other examples.

● Students work through example financial statements, demonstrating the level of information available about the business from using simple comparative analysis.

Session 15 LO3

Topic: Legal and regulatory issues (part 1)

● Different legal and regulatory issues that a small business faces in the country it is registered, including record keeping, tax and employment, health and safety, insurance, data protection.

Sample activities:

● Brainstorm activity – the main legal compliance areas for small businesses in the context of the country.

● Group activity – determine and present examples of regulatory issues that may apply to different business types, different products or services, and in different localities such as environmental and waste regulations, professional practice guidelines and local planning restrictions, and the potential sources of information to determine applicable regulation.



Session Activities

Session 16 LO3

Topic: Legal and regulatory issues (part 2)

● Research and presentation activity.

● Recent issues in legislation and regulations, e.g. cyberspace security and data protection.

Sample activities:

● Group activity – determine and present examples of regulatory issues that may apply to different business types, different products or services, and in different localities such as environmental and waste regulations, professional practice guidelines and local planning restrictions, and the potential sources of information to determine applicable regulation.

● Students to look at cases of cyber security and examine regulations.


Topic: Recap session for all learning outcomes

● Consolidate learning in the context of case studies.

● Student question and answer activity.

● Recap/summary of topics that require additional input.




Sample Activities:






Topic: Group presentations (part 1)

● Student groups to provide a presentation of the Toolkit Pack.

● Facilitate student presentations and provide feedback.

● Review requirements for final written assessment and address questions



Session Activities



● Student groups to provide a presentation of the Toolkit Pack.

● Facilitate student presentations and provide feedback.

● Review requirements for final written assessment and address questions


Unit 30: Taxation


Scheme of Work

Programme Title:


Unit Title: Taxation Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Analyse taxation systems and the legislation which governs them.

LO2 Determine taxation liabilities for unincorporated organisations and individuals.

LO3 Determine taxation liabilities for incorporated organisations.

LO4 Evaluate the impact on organisations of the legal and ethical constraints associated with taxations responsibilities.



Session Activities

Session 1 LO1

Topic: Taxation

● Introduction to the unit’s content and the two unit assessments.

● Unit overview.

● What is tax? How is it collected? What is it used for?

Sample activities:


● Group activity – what is tax? Define and describe it. List all the different types of taxes that are collected.

● Tutor to facilitate discussion on the group activity with Q&A.

Session 2 LO1

Topic: Taxation systems

Issue Assignment 1: Introduction and briefing for the first assignment

● Explain different tax systems.

● Local taxation systems.

● Taxation systems in countries with links to the… (these can be contextualised to the country of study and use examples from countries with close economic ties).

● Interrelationship between local and other countries’ tax systems.

Sample activities:

● Group work – students to list the advantages and disadvantages of the different tax systems available.

● Class discussion – what tax system is used locally and is it the best system to use?

● •Tutor-led delivery on tax systems used within the EU and America, and what interrelationship they have with local tax systems.



Session Activities

Session 3 LO1

Topic: Taxation systems and taxation legislation

● Taxation systems in countries with links to the... (these can be contextualised to the country of study and use examples from countries with close economic ties).

● Interrelationship between local and various other countries’ tax systems.

● Trade blocs.

● EFTA and the EU.

Sample activities:

● Class discussion – what are trade blocs? Discussion should lead to a debate on whether trade blocs should be used.

● Group activity – students to list the advantages and disadvantages of the different types of trade blocs.

Session 4 LO1


● Recap of LO1 content.


Sample activities:

● Tutor explanation and recap of LO1 content.

● In-class test on LO1, peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 5 LO4

Topic: The impact of legal constraints associated with taxation responsibilities

● Re-brief of LO4 content from assessment.

● Key aspects of relevant legislation at regional, national and international levels.

● Application of the legislation for different business formats and individuals.

Sample activities:

● Tutor-led delivery on the relevant legislation at regional, national and international level.

● Class discussion on the application of the legislation to business and individuals



Session Activities

Session 6 LO4

Topic: The impact of ethical constraints associated with taxation responsibilities

● What is ethics?

● Ethical differences from nation to nation.

● Ethical constraints.

Sample activities:

● Tutor-led explanation of ethics and business ethics.

● Class discussion– how does ethics differ from nation to nation?

● Tutor-led explanation of how ethics can be applied consistently across cultures.

Session 7 LO4

Topic: Compliance requirements

● Recording transactions, reporting income for taxation purposes and the role of organisations as collectors of tax (VAT, National Insurance and Income Tax through PAYE).

Sample activities:

● Tutor-led delivery of recording transactions and reporting income for taxation purposes.

● Class discussion – what role do organisations play as collectors of tax? Students to name the types of tax collected by organisations.

● Tutor-led explanation of VAT, National InsuranceL and PAYE.

● Homework – students to prepare for an in-class test during the next session.

Session 8 LO4




Sample activities:





Session Activities

Session 9 LO1 & 4


● Review of student progress for the first assignment.

Sample activities:





Session 10 LO1 & 4


● Review of individual student drafts for assignment.

Sample activity:


Session 11 LO2

Topic: Taxation liabilities for unincorporated organisations

● The different types of unincorporated organisations.

● Individual taxation.

Sample activities:

● Group research activity – groups will be given one research topic, either unincorporated organisations or individual taxation (taxation relating to sole traders and partnerships), and will have to prepare a short presentation for the next session. The research task must cover the following:

● The characteristics and background.

● Advantages and disadvantages.

● Examples of organisations that follow this type of taxation.

● Tutor to facilitate the task and answer any queries where necessary.



Session Activities

Session 12 LO2

Topic: Presentations on unincorporated taxation and individual taxation

● Each group to present their research findings.

● Tutor to lead a Q&A activity on the specific research topics.

● Tutor to summarise unincorporated organisations and individual taxations.

Session 13 LO2

Topic: Calculating taxation liabilities

● How to calculate tax liabilities for:

o Personal allowance.

o Capital gains tax.

o National Insurance (or equivalent).

o Inheritance tax.

o Corporation tax.

Sample activities:

● Tutor-led explanation on the models and formula used to calculate tax liabilities.

● Students to complete worksheets, which will require them to calculate tax liabilities in different situations. These will be peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 14 L03

Topic: Taxation liabilities for incorporated organisations (part 1)

● Re-brief of LO3 content from the assessment.

● Characteristics of incorporated organisations.

● Private vs public limited companies.

● Tax liabilities for private and public limited companies.

Sample activities:

● Tutor-led explanation of incorporated organisations.

● Group work – students to research the difference between private and public limited companies. The research should focus on the main differences between the two, why these organisations are set up and what the taxation advantages are for each of them. Groups will report back their findings in the next session.



Session Activities

Session 15 LO3

Topic: Taxation liabilities for incorporated organisations (part 2)

Sample activities:

● Groups to report back their findings from their research activity from the last session. Tutor to facilitate a discussion on the findings.

● Tutor to explain the tax liabilities for the above organisations. Tutor will use recognised models and formulae to show how tax is calculated.

● Students to complete a worksheet to calculate an organisation’s tax. This will be peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 16 LO2 & 3


● LO2 & 3 assessment check.


Sample activities:


● In-class case study on LO2 & 3, peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 17 LO2 & 3

Topic: Exam review

● Students will be given the questions for their open book exam.

Sample activity:

● Tutor to go through the exam questions and answer any questions that the students might have.

Session 18 LO2 & 3

Topic: Exam and study review

● Exam and study techniques.

● Note -taking techniques.

Session 19 LO2 & 3 ● LO2 & 3 exam



Session Activities

Session 20 All

Topic: Feedback on assignments

● Students to receive feedback from their assignments.

● General discussion on the work.

● Tutor to see any students individually who may have any questions.


Unit 31: Statistics for Management


Scheme of Work

Programme Title:


Unit Title: Statistics for Management Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Evaluate business and economic data/ information obtained from published sources.

LO2 Analyse and evaluate raw business data using a number of statistical methods.

LO3 Apply statistical methods in business planning.

LO4 Communicate findings using appropriate charts/tables.



Session Activities

Session 1 LO1

Introduction to the unit


● What is statistical data?

● What types of data do businesses have to interpret and analyse?

Sample activities:

● Brainstorm activity – what is statistical data?

● Discussion forum – the types of data businesses use and in what format.

● Group work – understand the benefits of different types of data with respect to adding tangible value to the business.

● Research activity – examine sources of statistics in the UK (or localised equivalent) and global statistics.

Session 2 LO1

Topic: Statistical Data


● Introduction and briefing for the first assignment

● The key characteristics of statistics.

● The key components of statistics.

Sample activities:

● Pair work – brainstorm and present the key components in relation to a specific organisational example.

● Students to feedback and present findings.

● Discussion forum – what is statistical thinking? What are the implications of statistical thinking for businesses?

● Students explore the process for statistical inquiry and formulate a process flow chart.



Session Activities

Session 3 LO1

Topic: Interpreting statistical data (part 1)

● What is statistical analysis in the context of business intelligence?

● How does interpreting statistical data inform business decision making.

Sample activities:

● Brainstorm activity – the types of analysis that are beneficial and add value in a business environment.

● Students complete simple exercises to analyse the results of a set of data from a completed questionnaire. Based on numerical, categorical subsets, they must answer set questions.

● Discuss and examine case studies to show how statistical analysis (manipulating and interpreting) informs business decisions that influence the success of the company.

Session 4 LO1

Topic: Interpreting statistical data (part 2)

● Deductive and inductive approaches.

● Characteristics of confirmatory and exploratory analysis.

● Confirmatory analysis vs exploratory analysis.

Sample activities:

● Discussion activity – the definitions of confirmatory and exploratory analysis. Definitions of inductive and deductive.

● Students examine different examples for the use of confirmatory and exploratory analysis and why it’s necessary to have both.

● Brainstorm activity – the advantages and disadvantages of confirmatory and exploratory analysis



Session Activities

Session 5 LO1

Topic: LO1 recap and assignment check



Sample activities:



Session 6 LO2

Topic: Statistical methods for analysis and evaluation of data

● What does data analysis consist of?

● Why do we need data analysis?

● Qualitative research data.

● Processes of open, axial and selective categorising.

Sample activities:

● Brainstorm activity – what is data analysis? What is required? Why does it work?

● Group research activity – each group to research different types of data analysis methods required for different types of qualitative research ethnography, grounded theory and phenomenology.

● Group activity – review responses from an interview with the purpose of effectively categorising for further statistical investigation.



Session Activities

Session 7 LO2

Topic: Quantitative data

● Types of quantitative data.

● Analysis by the comparison of means.

● T–test, two group ANOVA, chi-squared test etc.

● Univariate, bivariate and multivariate analysis of variances.

● Qualitative vs quantitative analysis.

Sample activities:

● Quiz activity – selecting the most appropriate test/ matching the procedure to the test. Generate discussion on application of different test procedures.

● What are the requirements for the tests and why is it important to pick appropriate H0 and H1 for hypothesis testing?

● Brainstorm activity – why is it necessary to use multivariate and bivariate analysis if analysing in a univariate scenario provides a correlation?

● Review and discuss journal research/case studies to look at the limitation of different procedures.

● Discussion activity – the advantages and disadvantages of qualitative and quantitative analysis.

Session 8 LO2

Topic: Descriptive statistics

● What is a descriptive statistic?

● Why are they important?

● Measures of central tendency.

● Measures of variability.

Sample activities:

● Brainstorm activity – why are descriptive statistics important?

● Students complete simple exercises to calculate the mean, median, standard deviation, UQ, LQ, IQR for given sets of numerical data.

● Why is there a link between standard deviation and variance?

● Students build a set of descriptive results from a given data set.



Session Activities

Session 9 LO2

Topic: Inferential statistics

● Define population and samples.

● Sampling techniques – simple random sampling, stratified random sampling, random assignment.

● Recap of t-test, ANOVA, chi-square testing.

Sample activities:

● Discussion forum – why and when would you use inferential statistics? Why are samples considered biased?

● Students review different examples of the use of sampling techniques and discuss the rationale for use.

● How would you account for the bias in samples when performing hypothesis test such as t-test, ANOVA and chi-squared?

● Students given set of data to compare hypothesis and discuss differences from set of descriptive data.

Session 10 LO2

Topic: Measuring and evaluating data

● Use of scatter plots to the relationship between variables.

● Correlation and regression analysis.

● Pearson correlation coefficient.

Sample activities:

● Pair work – analyse given examples of scatter plots to determine if correlation patterns are high or low positive, and negative.

● Pair work – use simple examples of correlation to calculate the strength of the linear relationship

● Be able to understand Pearson correlation coefficient (PCC) results by considering PCC value in relation to the data set.



Session Activities

Session 11 LO2

Topic: Measuring and evaluating data

● Business applications for data forecasting etc.

● Use of Excel and SPSS software

Sample activities:

● Using basic simple linear regression, students look at given examples of how it can support forecasting and predicting in business.

● Discussion forum – students watch video clips on use of SPSS, Excel and consider the benefits of the software for data analysis within a business environment.

Session 12 LO2




Sample activities:





● Review of student progress for Assignment 1.

Sample activities:







Session Activities

Session 14 LO3

Topic: Measures of variability (part 1)

● What is variability? Common and special causes of variability.

● Measures including the IQR, UQ, LQ, variance and standard deviation.

● Applying measures of variability to business processes and solutions.

Sample activities:

● Students apply the model of predictable and unpredictable variability to process chart for customer service operations.

● The factors that affect variability measures, and the effect of outliers on the variables.

● Discussion forum – the importance of understanding variability in processes.

● Research activity – small groups research variances and their impact on given business processing and supply chain management, e.g. inventory and capacity management.

Session 15 LO3

Topic: Measures of variability (part 2)

● What is statistical process control?

● How to measure the ROI of a real-time SPC solution.

Sample activities:

● Students present findings from previous session’s research activity.

● Discussion forum – what questions should be raised to quantify the value of an SPC solution? What needs to be known?

● Group research activity – examine the key tools used for statistical control.



Session Activities

Session 16 LO3

Topic: Measures of probability

● What are measures of probability?

● The application of Poisson distribution.

● Normal distribution methods.

Sample activities:

● Understand the difference between a discrete and a continuous probability.

● Brainstorm activity – the importance of probability and forecasting.

● Students given a range of examples to examine how Poisson distribution is applied to business solutions.

● Students research business application of normal distribution and discuss the application of normal distribution in the context of business operations management, inventory management and human resource management.

Session 17 LO4

Topic: Effective communication of findings (part 1)

● How different types of variable are illustrated.

● The importance of the visualisation of data.

Sample activities:

● Discussion forum – how to make data meaningful.

● Brainstorm activity – the different methods of communicating data effectively and selecting the appropriate format.

● Group activity – the advantages and disadvantages of bar charts, line graphs, cumulative frequency charts, histogram etc.



Session Activities

Session 18 LO4

Topic: Effective communication of findings (part 2)

● Presenting data using appropriate methods.

Sample activities:

● Using data sets given in previous sessions, students create and present visual data analysis using Excel.

● Discuss the methods chosen.

● Group activity – the advantages and disadvantages of bar charts, line graphs, cumulative frequency charts, histogram etc.

Session 19


● LO3 & 4assessment check.


Sample activities:

● Tutor explanation and recap of LO3 & LO4 content.

● In-class case study on LO3 and LO4, peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 20 LO1 – 4 ● Final assignment workshop and submission


Unit 32: Business Strategy


Scheme of Work

Programme Title:


Unit Title: Business Strategy Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Analyse the impact and influence which the macro environment has on an organization and its business strategies.

LO2 Assess an organisation’s internal environment and capabilities.

LO3 Evaluate and apply the outcomes of an analysis using Porter’s Five Forces model to a given market sector.

LO4 Apply models, theories and concepts to assist with the understanding and interpretation of strategic directions available to an organisation.



Session Activities

Session 1 All Outcomes

Topic: Business strategy


● Unit overview and assessments.

● What is strategy? What is strategic management?

● Types of strategic choices: corporate, business or functional.

Sample activities:

● Brainstorm activity – what is strategy and what questions should be addressed by strategy?

● Discussion forum – assess Mintzberg’s 5Ps for strategy.

● Students provided with examples to determine different types of strategies.

Session 2 LO1

Topic: Operational, tactical and strategic strategies

● The strategic management framework.

● Types of strategies: Porters Generic Strategies, Hybrid strategy and Focus strategy.

Sample activities:

● Students compare and contrast different examples of vision, mission and objectives for a range of organisations.

● Discuss and explore strategic objectives and determine strategies that could be taken for provided examples.

● Students to identify an article or research paper related to a strategic decision taken by an organisation and produce a summary of the article/paper.



Session Activities

Session 3 LO1

Topic: External environments – analytical frameworks

● The components of an organisation’s macro environment.

● The PEST/LE framework.

Sample activities:

● Group activity – research the key components of the macro environment.

● Discussion activity – determine the implications of macro factors through different group presentations followed by Q&A.

Session 4 LO1

Topic: Porter’s Five Forces model

● What is competitiveness?

● Elements and levels of competitiveness.

● Application of Porter’s Five Forces model.

Sample activities:

● Discussion forum – how can businesses compete in order to create competitive advantages in the marketplace? How can businesses create competitive advantages that are unique, valuable and difficult for rivals to copy?

● Group activity – research Porters Five Force model, illustrating different business scenarios and market conditions. Present findings to the rest of the class.

Session 5 LO1

Topic: External environments – analytical frameworks

● The components of an organisation’s macro environment.

● The PEST/LE framework.

Sample activities:

● Group activity – research the key components of the macro environment.

● Discussion activity – determine the implications of macro factors through different group presentations followed by Q&A.



Session Activities

Session 6 LO2

Topic: Stakeholder analysis

● How to conduct stakeholder analysis.

Sample activities:

● Facilitate a discussion activity to provide what value each stakeholder brings to an organisation.

● Consider different organisational types and conduct stakeholder analysis

● Group discussions to identify organisational responsibilities towards the stakeholders.

Session 7 LO2

Topic: The internal environment and capabilities

● Strategic capabilities – VRIN.

● Resources – competencies dynamics.

● Core competencies, redundant capabilities, dynamic and distinctive capabilities.

● The application of SWOT analysis.

Sample activities:

● Brainstorm activity – what are strategic capabilities and how do they contribute to competitive advantage?

● Group activity – students conduct a SWOT analysis on an organisation of their choice and critique their organisation’s strategic capabilities using the VRIN model.

● Individual contributions by students towards strategic decision-making approaches in their respective organisations, followed by presentation of SWOT analysis of their organisations.

● Compare and discuss the differing views of strategic decision making presented by their peers.



Session Activities

Session 8 LO2

Topic: Resource-based view, Seven S model and VRIO/N

● The core concepts and significance of the three strategic approaches of business management.

Sample activities:

● Group discussion of the three business strategies and for exploring the implementation of the three approaches.

● Provide examples of business situations in which these models have been most applicable and successful.

Session 9 LO2

Topic: Break-even and cost- benefit analysis

● The significance of break-even analysis for each project and overall organisational undertakings.

● How to conduct cost-benefit analysis and how to use the same for improving business strategies and decision making.

Sample activities:

● Group discussion about step-by-step methodology for defining business strategy on basis of cost-benefit analysis.

● Students group activity to identify break-even point for the sample projects and discuss business strategies for bringing break-even point lower in terms of time as well as investments to be made.

Session 10




Sample activities:


● In-class test on the LO1 & 2, peer marked with feedback exchanged on the most common faults and incorrect answers.



Session Activities

Session 11


● Review of student progress for Assignment 1.

Sample activities:





Session 12 LO3

Topic: Competitive analysis using Porters Five Forces model

● Porters Five Forces model and its application.

Sample activities:

● Students to read ‘The Five Competitive Forces that Shape Strategy’ by M. Porter (as homework activity) and present summary of the paper in class.

● Brainstorm activity and discussion – the determinants of the five forces and their strategic importance.

● Group activity – apply Porter’s Five Forces to a given case study (e.g. Coca-Cola) and present back analysis.

Session 13 LO3

Topic: Significance of balance scorecard

● The concept of balance scorecard and its importance to business decision making and continued improvisation.

Sample activities:

● Use real-time business scenarios to understand the application of balance scorecard approach.

● Group discussion to identify business strategies and decision-making processes.



Session Activities

Session 14 LO3

Topic: Application of Ansoff Matrix

● Four approaches for different product and market development plans.

● Discussion on risk levels involved in each approach.

Sample activities:

● Contribute to group discussion on recommended case studies for different business objectives based on Ansoff Matrix.

● Refer to different case studies to understand application of Ansoff Matrix and risks involved in each approach.

Session 15 LO3

Topic: Strategic growth platforms

● Different options/directions for growth, e.g. market share, diversification, partnerships and acquisition.

● Bowman’s Strategy Clock.

● The concept of Bowman’s Strategy Clock.

● Making business decisions and strategic initiatives for each phase.

Sample activities:

● Brainstorm activity – the eight positions of Bowman’s Strategy Clock.

● Group activity – apply the concept to a given business case study and present to the class.



Session Activities

Session 16 LO3 & 4

Topic: Use of differentiation and focus strategies

● What is Focus strategy?

● Porters Generic Competitive Strategies.

● Cost Leadership.

● Differentiation.

Sample activities:

● Research activity – identify various business scenarios for which these strategies are most beneficial.

● Group activity – illustrate the concept and provide the benefits of the same to the business to leverage certain market conditions.

● Discussion activity – discuss examples of business scenarios to indicate implementation of the strategies and its benefits. When is competitive advantage used in Focus strategy?

Session 17 LO4

Topic: Use of Diversification and Hybrid strategies

● What is diversification?

● Types of diversification – forward, full and backward.

● Ansoff Matrix and new product development.

Sample activities:

● Group activity – illustrate the concept and show how it provides benefits to the business to leverage certain market conditions.

● Group discussion activity on recommended case studies.

● Students identify various business scenarios for which these strategies are most beneficial.



Session Activities

Session 18 LO4

Topic: Mergers and acquisitions

● Vertical and horizontal integration.

● Forward, backward and balanced integration.

● The differences between the two processes.

● Alternatives – franchising/joint ventures.

Sample activities:

● Read articles and case studies on vertical/horizontal integration and compile a list of advantages and disadvantages for both processes.

● Discussion forum – which is better for operations and growth strategy? When and when not to integrate?

Session 19

Topic: LO3 & 4 Recap and assessment check



Sample activities:


● In-class test on the LO3 & 4, peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 20 LO1-4 ● Final submissions

● Individual tutorials by appointment


Unit 33: Business Information Technology Systems


Scheme of Work

Programme Title:


Unit Title: Business IT Systems Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Demonstrate understanding of the role of different IT systems in support of organisational objectives.

LO2 Analyse flexible and reliable IT systems that respond to organisational requirements.

LO3 Evaluate IT systems that support value-added change within organisations.

LO4 Recommend practical IT systems solutions to given organisational scenarios.



Session Activities

Session 1 LO1

Topic: The role of IT systems (part 1)

● Introduction to the unit’s content and the two unit assignments. Issue Assignment 1

● Introduction and briefing for the first assignment.

● Unit overview.

● Outline and define the concepts of knowledge management, data management and customer service management.

● The importance of IT in business.

Sample activities:


● Group activity – what is the function of IT in a business and how important is it to the overall function of organisations?

Session 2 LO1


● The role of IT in knowledge management, data management and customer service management.

● The impact of IT systems and their contribution to solving business problems.

Sample activities:

● Tutor-led explanation of the role of IT in knowledge management, data management and customer service management.

● Group activity – students to work on a case study focusing on the contribution IT systems make to solving business problems. Real life organisational examples should be used. Tutor to facilitate the activity and answer questions were appropriate.

● Groups to feedback their findings to the class.



Session Activities

Session 3 LO1


● The impact of IT systems on the functions and structure of organisations to support meeting organisational objectives.

● Assignment 1 group allocation.

Sample activities:

● Class discussion – the impact of IT systems on the functions and structure of organisations and how they help meeting organisational objectives.

● Tutor to divide students into groups for their assessment. Group activity – students to decide on group roles for their assessment and discuss organisations that they can use.

Session 4 LO1


● Continued input from the previous session.

Sample activities:

● Group activity – each group is to decide on their chosen organisation and begin to research the questions from their assignment.

● Tutor to facilitate the research activity and answer any questions that the students might have.

Session 5 LO1


● Review of group drafts for the first assignment.

Sample activity:

● Individual appointments to address group queries and questions.



Session Activities

Session 6 LO2

Topic: Types of IT systems


● Introduction and briefing of Assignment 2.

● Use of IT systems and their roles in relation to meeting business objectives and improving operational efficiency.

Sample activities:

● Group activity – students to define and explain the different types of IT systems.

● Tutor-led explanation of how IT systems improve operational efficiency and help meet overall business objectives.

● Individual activity – written quiz on the different types of IT systems.

Session 7 LO2

Topic: Types of information and data

● Layers of information systems – services, integration, security and analytics.

● Corporate database management systems, data management and characteristics of data within originations.

● Types and flow of information within an organisation.

Data protection and confidentiality. Sample activities:

● Class discussion on corporate database management systems, data management and characteristics of data within organisations. Students to give real life examples.

● Pair work – the types and flow of information within an organisation. Each pair to be given an example of an organisation and to list and explain the types and flow of information.



Session Activities

Session 8 LO2

Topic: Reliability of IT systems and data quality

● The importance of ensuring accurate and appropriate data collection.

● Quality assurance and control measures used to ensure data quality on entry and after data collection.

Sample activities:

● Group activity – students to complete a case study on ensuring accurate and appropriate data collection.

● Class discussion on data entry and data collection.

● Tutor-led explanation of quality assurance and control measures when entering data and collecting data.

● Homework – students to prepare for an in-class test on LO2 content.

Session 9 LO2

Topic: Recap quiz on LO2

Sample activities:


● In-class test on the first outcome, peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 10 LO3

Topic: Project management methodologies and strategies

● Project management methodologies for achieving specific goals.

● Value creating strategy, competitive strategies, make or buy decisions.

● Cost and benefit analysis.

Sample activities:

● Tutor-led explanation of project management.

● Pair work – students to match up project management methodologies terms with their descriptions.

● Research activity – in groups students are to research the following terms and give a definition and explanation of each: value creating strategy, competitive strategies, make or buy decisions. Tutor-led Q&A will follow.

● Discussion activity on cost and benefit analysis.



Session Activities

Session 11 LO3

Topic: IT support for value-added change

● New and existing approaches to improving IT position and impact on other business areas providing value-added services.

● System development tools and technique.

Sample activities:

● Class discussion on new and existing approaches to improving IT.

● Tutor-led explanation of system development tools and techniques.

● Homework – students to prepare for an in-class test on LO3 content.

Session 12 LO3


● Recap of topics for LO3.

Sample activities:



Session 13 LO1

Topic: Feedback from Assignment 1

● Scheduled appointments to provide feedback.

● Tutor to deliver overall feedback for Assignment 1.

● Tutor to see individual groups to discuss their feedback.

● Discuss key areas for moving forward for the next assignment.

● Re-brief LO4 from the assessment



Session Activities

Session 14 LO4

Topic: IT systems support for problem solving

● Problem-solving using decision-making models and IT systems application.

● The use of IT systems to support the storing and managing of data, information sharing, communication, security and gaining competitive edge.

Sample activities:

● Tutor-led explanation of decisions models and IT system applications.

● Research activity – to present different examples on the use of IT systems to support the storing and managing of data.

● Group activity – students to complete a case study covering the content from this session. Groups will report back to the class and the tutor will lead a Q&A session.

Session 15 LO4

Topic: Monitoring and evaluating IT systems

● Effective monitoring and evaluation of IT systems and their impact on organisations.

Sample activities:

● Tutor-led explanation of how to monitor and evaluate IT systems and their impact on organisations.

● Pair work – students to develop a checklist for motioning and evaluating IT systems.

● Homework – students to prepare for an in-class test on LO4 in the next session.

Session 16 LO4


● Recap key topics from LO4

Sample activities:





Session Activities

Session 17 LO4



Sample activities:








Sample activities:

● Student self-directed study to complete their second assessment.




● Review of individual student drafts for final assessment.

Sample activities:


Session 20 LO2 – 4 ● Students to submit final assignment


Unit 34: Business Systems


Scheme of Work

Programme Title:


Unit Title: Business Systems Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Evaluate the contribution of business systems to organisational performance.

LO2 Analyse the internal and external factors which have an impact on systems and processes.

LO3 Apply a range of analytical tools and techniques to business systems.

LO4 Recommend improvements in organisational processes and systems.



Session Activities

Session 1 LO1

Topic: Business Systems


● Unit overview.

● Outline and define business systems vs business processes.

● Issue Assignment 1- introduction and briefing for the first assignment.

Sample activities:


● Group activity – define functions, systems and processes, and give examples of each.

Session 2 LO1

Topic: The contribution of business systems to organisational performance

● How do business systems enable complex organisations to function?

● How do business systems restrict or promote sustainable organisational performance?

● Integrated business systems.

Sample activities:

● Class discussion – explore and discuss the different types of business systems organisations can use.

● Group work – list the advantages and disadvantages of the different types of business systems.

● Discussion forum– how business systems restrict or promote sustainable organisational performance. Students carry out research and feedback in the forum, either online or face-to-face.



Session Activities

Session 3 LO1

Topic: Contribution of business systems to organisational performance

● Perceptions and perspectives of systems.

● The ‘systems thinking’ approach and the use of systems thinking.

Sample activities:

● Tutor-led delivery of the systems thinking approach.

● Group work – students to work on a case study looking at systems thinking.

● Students to report back their findings on the case study and tutor to facilitate a discussion.

● Concept mapping activity – explore issues raised in the case study and how to resolve them.

Session 4 LO4

Topic: Business systems and the global context

● How internationalisation influences business systems and processes.

Sample activities:

● Discussion activity – looking at how global growth has transformed business systems and processes.

● Students research case studies to show how business systems are transforming/adapting/changing due to international and global growth.



Session Activities

Session 5 LO2

Topic: Theory of constraints

● Re-brief of LO2 from assignment.

● Define the Theory of Constraints.

● Identifying and managing the weakest link.

Sample activities:

● Tutor-led delivery of the Theory of Constraints.

● Watch video clips – students feedback on how the four key types of constraints create bottlenecks, and discuss the challenges.

● Discussion activity – strategies for identifying and managing the weakest link.

● Individual activity – case study article to read and identify the solutions for identifying and managing the weakest link.

Session 6 LO2

Topic: External factors that have an impact on systems and processes (part 1)

● Technology – virtual facilities management, broadband capabilities and cloud technology.

Sample activities:

● Tutor-led explanations of technology.

● Brainstorm activity – students to brainstorm the different types of technology that can be used within systems and processes.

● Discussion forum – students research the impact of new technologies on business systems (e.g. information management systems, social systems, decision support systems) and share their findings on an online forum or face-to-face.



Session Activities

Session 7 LO2

Topic: External factors that have an impact on systems and processes (part 2)

● Environmental analysis and its implications.

● Legal restrictions that influence systems and processes.

Sample activities:

● Concept mapping activity – analyse environmental factors and its implications on systems and processes.

● Class discussion activity – legal restrictions that influence systems and processes.

Session 8 LO1 & 2

Topic: Internal factors that have an impact on systems and processes

● Organisational structure and employee motivation.

● Different levels of interoperability.

● Funding systems design and development.

Sample activities:

● Group discussion – how does organisational structure and employee motivation impact on systems and processes?

● Tutor-led delivery on interoperability.

● Group activity – students list the different types of sectors/organisations that use interoperability.

● Homework – students to prepare for an in-class test for the next session.

Session 9 LO1 & 2



● In-class quiz/test to recap and retain learner knowledge

Sample activities:





Session Activities

Session 10 LO1 & 2



Sample activities:




Session 11 LO3

Topic: Using analytical tools in the context of business systems (part 1)


● Introduction and briefing for the second assessment.

● System analysis.

● Process mapping.

Reverse engineering. Sample activities:

● Brainstorm activity – The role of the systems analyst?

● Discuss a range of case study examples that applied systems analysis to resolve problems.

● Students complete a process mapping exercise for a given process and discuss how it can support improvements.

● Research and discussion activity – how is the concept of reversed engineering applied to computer software and hardware?



Session Activities

Session 12 LO4

Topic: Using analytical tools in the context of business system (part 2)

● Stakeholder analysis.

● CATWOE analysis and Soft Systems Methodology.

● How to select the appropriate tool.

Sample activities:

● Tutor-led explanation of the stakeholder and CATWOE analysis.

● Brainstorm activity – the pros and cons of analytical tools.

● Group activity – selecting the appropriate tool and applying analysis to selected case studies.

Session 13 LO4

Topic: Recommend improvements in organisational processes and systems (part 1)

● What are the drivers for improvement and how to implement improvements?

● What are the drivers towards redesign?

● Process Design and Business Modelling.

Sample activities:

● Tutor-led delivery of Process Design and Business Modelling.

● Brainstorm activity – what are the drivers for improvement and redesign?

● Group research activity – the steps for implementing business process design and the tools required. Each group present back their findings.

● Review and discuss a range of different business modelling tools (e.g. Gantt charts, flow charts, swim lanes, value chain).



Session Activities

Session 14 LO4


● Role of ICT in business improvement.

● Data analysis and management.

Sample activities:

● Group activity – research the role of ICT in business improvement and feedback findings.

● Class discussion on the importance of data analysis and its management.

● Exercise on how data analysis and management is transforming businesses, using IBM business analytics articles/video case studies.

Session 15 LO4


● Systems development techniques.

● Monitoring, control and delivery using methods and techniques.

Sample activities:

● Tutor-led delivery of system development techniques.

● Brainstorm activity – what is systems development.

● Research and presentation activity – small groups research and present case study examples to discuss the different techniques used for systems development.



Session Activities

Session 16 LO4

Topic: Recommend improvements in organisational processes and systems (part 3) continued from previous session

● Monitoring, control and delivery using methods and techniques.

● Types of control measures e.g. directive, preventative, detective and corrective.

Sample activities:

● Brainstorm activity – What is the difference between monitoring and evaluation.

● Class discussion on what methods and techniques can be used to monitor, control and deliver systems and processes.

● Students to compile a monitoring checklist for business systems Homework – prepare for an in-class test for the next session.

Session 17 LO4

Topic: LO3 and 4 recap and assessment check



Sample activities:



Session 18 LO3 & 4



Sample activities:







Session Activities

Session 19 LO3 & 4



Sample activity:


Session 20 LO3 & 4

● Submission of final assignment and unit feedback and review

● Final session for completion and support of the assignment.


Unit 35: Developing Individuals, Teams and Organisations


Scheme of Work

Programme Title:


Unit Title: Developing Individuals, Teams & Organisations Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Analyse employee knowledge, skills and behaviours required by HR professionals.

LO2 Analyse the factors to be considered when implementing and evaluating inclusive learning and development to drive sustainable business performance.

LO3 Apply knowledge and understanding to the ways in which high-performance working contributes to employee engagement and competitive advantage.

LO4 Evaluate ways in which performance management, collaborative working and effective communication can support high-performance culture and commitment.



Session Activities

Session 1 LO1

Topic: Developing individuals, teams and organisations


● Unit overview.

● Discuss the importance of developing individuals, teams and organisations.

Sample activities:


● Group activity – discuss the importance of developing teams and individuals within organisations.

Session 2 LO1

Topic: Continuing professional development (CPD)



● Define and describe what is meant by CPD.

● How do individuals engage in CPD?

● Recording and evaluating CPD.

Sample activities:

● Group work – research and define what CPD is, using examples of how organisations support CPD.

● Student presentation feedback.

● Class discussion activity – how do individuals engage in CPD?

● Tutor-led delivery how CPD can recorded and evaluated.



Session Activities

Session 3 LO1

Topic: Frameworks for CPD and reflective learning

● The structure of CPD activities.

● Reflective learning.

● Feedback for learning.

Sample activities:

● Tutor-led delivery on how CPD activities are structured and how they provide opportunity for reflection and evaluation.

● Research activity – different theories of the learning cycle: Kolb, Honey and Mumford, the ALACT cycle.

● Group work – case study on the importance of feedback and how it affects learning.

● Students to report back their findings on the case study and tutor to facilitate a discussion.

Session 4 LO2

Topic: Supporting organisational and individual learning


● Introduction and briefing for the second assignment

● GAP analysis and skills evaluation.

● How learning is determined and implemented.

Sample activities:

● Tutor-led delivery on how learning should focus on strategic and tactical goals.

● Pair work – students to complete a GAP analysis and skills evaluation for each other as a peer review exercise and also complete a personal skills evaluation.

● Discussion around the similarities of the evaluation audits and individual perceptions of their skills.



Session Activities

Session 5 LO2

Topic: The learning organisation and training and development

● Informal and formal learning.

● Difference between training and development.

Sample activities:

● Tutor-led explanation of informal and formal learning within organisations.

● Brainstorm activity – the different types of formal and informal learning within organisations.

● Research activity – students to research the difference between training and development and find examples of each. Tutor to facilitate discussion on the findings of the research activity.

● Group work – case study focusing on the use of informal and formal learning as well as training and development.

Session 6 LO2

Topic: The learning cycle and barriers to learning

● Learning cycle: Kolb, Honey and Mumford, and Lewin theories.

● Barriers to learning and how to overcome them.

Sample activities:

● Tutor-led delivery on theories of the learning cycle.

● Individual activity – students to identify their own learning styles by completing the learning styles questionnaire.

● Group activity – students to identify barriers to learning and how to overcome them. Students to report back their findings and tutor to facilitate discussion.

Session 7 LO1 & 2




Sample activities:





Session Activities

Session 8 LO1


● Review of student progress on the first assignment

Sample activities:





Session 9 LO1


● Review of individual student drafts for the first assignment

Sample activities:


Session 10 LO3

Topic: High-performance working (HPW)

● What is HPW?

● How does HPW develop and support strategy development, competitive advantage and improve employee relations.

Sample activities:

● Tutor-led explanation of HPW.

● Discussion activity – how HPW develops and supports strategy development, competitive advantage and improves employee relations.

● Group work – students to complete a case study on HPW.



Session Activities

Session 11 LO3

Topic: HPW organisations and HPW vs HRM practices

● Characteristics of a HPW organisation (HPWO).

● Benefits to employees and employers.

● Barriers of HPW.

● HPW and HRM – how are they related?

Sample activities:

● Class discussion on the characteristics of HPW organisations.

● Group activity – students to identify the benefits of HPW on employees and employers.

● Tutor-led discussion on the barriers of HPW for organisations.

● Group activity – Students to research how HPW and HRM are related and report back their findings to the class.

Session 12 LO3

Topic: HPW and external stakeholders and partnerships

● The role of stakeholders in a HPWO.

● Who can support HPW in organisations?

● HPWO champions.

Sample activities:

● Brainstorm activity – the role of stakeholders in a HPWO.

● Discussion forum – what are the competing interests of stakeholders in HPW systems? Students to research and discuss findings, either online or face-to-face.

● Research activity – how can HR be the advocates and architects of HPW? Discuss the role of ‘champions’ in leadership.



Session Activities

Session 13 LO3



● In-class quiz/test/case study to recap and retain learner knowledge.

Sample activities:



Session 14 LO4

Topic: Performance management

● Concept and process of performance management.

● Effective performance management.

● Performance management and the impact on learning and development.

● Different performance management systems.

Sample activities:

● Tutor-led delivery on performance management.

● Class discussion on what is effective performance management.

● Group activity – students to identify how performance management impacts on learning and development and present feedback.

● Group activity – develop a performance management system using visual charts to present what it should include.



Session Activities

Session 15 LO4

Topic: Organisational culture and the transformation process

● How can organisational culture be both a facilitator and barrier to effective performance management?

● How performance management is used to transform organisations.

Sample activities:

● Discussion activity – organisational culture and how it can be both a barrier and facilitator to effective performance management.

● Group work – case study on performance management as a tool for transforming organisations. Students will need to identify how this is achieved and what factors would affect it.

Session 16 LO4

Topic: Development approach to performance management

● Stages of development.

● Setting of criteria and achieving developmental aims.

Sample activities:

● Discussion activity – the developmental approach to performance management.

● Research activity – using case studies to research how they take a developmental approach to performance management and set criteria.

● Students review and critique different strategies and discuss.

Session 17 LO4

Topic: Development approach to performance management

● Setting of criteria and achieving developmental aims. (continued)

Sample activities:

● Research activity – reading articles on development approach to performance management to generate discussion and feedback. Group work – To critique and review how to improve appraisals, performance management and reward and personal development planning.



Session Activities


Topic: Summary and recap

● Aspects required for performance management to support development of high performance.

Sample activities:

● Pair work – students present Top 10 leading practices of effective performance management, sharing experiences from their workplace and organisations they have researched.

● Recap of LO1–4 key topics.

● In-class quiz on LO1–4 content.




Sample activities:





Session 20 LO3 & 4 ● Submission of final assignment and unit feedback and

review


Unit 36: Human Resources − Value and Contribution to Organisational Success


Scheme of Work

Programme Title:


Unit Title: HR: Value and Contribution to Organisational Success Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Evaluate the importance of organisational design to the delivery of sustainable performance.

LO2 Analyse the requirement to develop motivated, knowledgeable and experienced individuals and teams.

LO3 Apply contemporary knowledge and research to support emerging HR developments.

LO4 Evaluate the relationship between organisational design and change management.



Session Activities

Session 1 LO1-4



● Present an outline of HR and emerging HR developments

● Organisational structures.

Sample activities:

● Students complete a case study and/or research paper which is focused on organisational design.

● Produce a summary of the article/paper.

● Be prepared to share this summary in class.

Session 2 LO1

Topic: Organisational design (part 1)

● Concept of organisational design (OD).

● History of OD.

● Key drivers of organisational design.

● Designing organisations to meet strategic aims.

Sample activities:

● Brainstorm activity – factors that influence organisational design.

● Discussion activity ¬– the key aspects of organisational design and elements of OD.

● Matching timeline activity – the historical evolution of OD.

● Student research activity using case studies – organisations that have changed their business model and OD.

● •Presentation and discussion activity – what influenced OD and different approaches to OD.



Session Activities

Session 3 LO1

Topic: Organisational design (part 2)

● Approaches to OD – e.g. Galbraith’s STAR model, Balance Score card, Goold and Campbell’s ‘Fit’ and ‘Good Design’.

● Characteristics of effective OD.

Sample activities:

● Brainstorm activity – define the key characteristics of effective OD.

● Research activity – each group researches and presents a different approach to OD and discusses the advantages of these approaches.

Session 4 LO1

Topic: Sustainable performance (part 1)

● What is sustainable performance?

● How organisational design can meet sustainable objectives.

Sample activities:

● Students identify, review and summarise an article/case study on sustainable performance.

● Facilitate a discussion on the impact of sustainable performance on organisational success.

Session 5 LO1

Topic: Sustainable performance (part 2)

● Organisational design as part of the process.

Sample activity:

● Discussion activity – evaluate the impact of sustainable performance on organisations’ short and long term objectives, as well as success.



Session Activities

Session 6 LO1

Topic: The agile organisation

● What is agile working?

● What are the characteristics of an agile organisation?

● How is agile working incorporated into OD?

Sample activities:

● Brainstorm activity – what is agile working?

● Use of video clips and note the key benefits of creating an agile organisation.

● Research activity – each group researches case study examples of organisations that have adopted agile approaches and present their findings.

Session 7 LO2

Topic: Motivation

● How to motivate and develop individuals and teams.

Sample activities:

● Brainstorm activity – different motivation theories.

● Discussion activity – content v process motivational techniques. Debate advantages and disadvantages.

● Watch videos/read articles on motivation and increased performance. Students to identify the key factors that enhanced performance and employee motivation.

● Group research activity – how HR practices can be used to enhance competitive edge.

Session 8 LO2

Topic: Human capital

● What is human capital theory?

● Criticisms of human capital theory.

● Implications for HR practices.

Sample activities:

● Research and discussion activity – the benefits and pitfalls of human capital theory.

● Group presentation – groups to brainstorm the implications of human capital theory for HR managers and present their ideas.

● Use of articles to research and discuss the theory of human capital.



Session Activities

Session 9 LO2

Topic: Knowledge management

● What is knowledge management?

● How can HR create a learning organisation by managing knowledge?

Sample activities:

● Brainstorm activity – the application of knowledge management and the link with people processes.

● Research group activity – how does HR capture an organisation's collective expertise and distribute it to "wherever it can achieve the biggest payoff". Groups to present findings.

Session 10 LO1 & 2




Sample activities:





Session 11 LO3

Topic: Emerging HR developments

● Emerging trends.

● Challenges and issues affecting HR.

● The future function of HR.

Sample activities:

● Students research emerging trends in HR and discuss different implications.

● Using a PESTLE framework, students determine the key drivers of emerging trends.

● Students compile their Top 10 list of what’s trending in HR and the Top 10 challenges facing HR.

● Discussion activity – future developments in HR.



Session Activities

Session 12 LO3

Topic: Contemporary HR challenges

● Adapting to the changing employee profile.

● Retaining and engaging the workforce.

● Managing risks of global operations.

● Hiring and retaining talent.

● Conflicting expectations.

Sample activities:

● Discuss challenges that were highlighted in the previous session in detail.

● Review solution-focused case studies to resolve and accommodate different types of HR challenges.

Session 13 LO3

Topic: The future of HR as a function and a process

● Summary of trends and challenges and the implications for the future of the HR function.

Sample activities:

● Research activity – students read articles on future development in HR and the reshaping of HR.

● Group activity – groups brainstorm and present their Top 10 trends that will reshape the HR function and how.

● The support of the non-HR manager – brainstorm how HR contribute to effective management and leadership.

Session 14 LO4

Topic: HR and change management (part 1)

● The impact of change management.

● Change management models (e.g. Kotter’s 8-Step Process and Lewin’s change model).

Sample activities:

● Students identify and produce a summary of an organisation which is currently going through a process of change.

● Prepare to present and discuss their summaries.

● Conduct group presentations to demonstrate how to motivate people during situations of change management.

● Illustrate different change management initiatives for different business scenarios.



Session Activities

Session 15 LO4

Topic: HR and change management (part 2)

● Continued session from previous week.

● HR approaches to change management.

Sample activities:

● Group activity – issue a case study based on motivation and change management issues. Students prepare group presentations based on one HR solution for addressing these issues.

● Students to present their summaries on organisations going through a process of change, then compare and discuss the differing views presented by their peers.

● Student quiz on their understanding about change management and HR functions towards it.

● Discussion activity – approaches to motivating people for participating in organisational change management processes.





Sample activities:





Session 17 LO4

Topic: Legal and ethical HR practice

● Legal and ethical constraints.

Sample activities:

● Discussion activity – ethical HR practices.

● Demonstrate sample cases and business scenarios for understanding actual implementation of ethical HR approaches.

● Research activity – the impact of key legislation and how that influences the change management process.



Session Activities

Session 18 LO4

Topic: HR contribution to organisational success

● Maximising HR contribution to organisational success

Sample activities:

● Students conduct rigorous investigation into how HR contributes towards organisations’ success and control over different internal organisational factors.

● Discussion activity – how does HR contribute to success?


● LO1–4 recap session

● Students to highlight which topics require additional explanation and recap.

● Key topics quiz activity to complete.

● Q and A session /Discussion activity to clarify and consolidate learning.

Session 20 ● Individual tutorials by appointment.

● Schedule of allocated time slots.


Unit 37: Consumer Behaviour and Insight


Scheme of Work

Programme Title:


Unit Title: Consumer Behaviour and Insight Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Demonstrate the ability to map a path to purchase in a given category, including the decision-making process.

LO2 Evaluate appropriate forms of research to understand influences on the decision-making process (B2C and B2B).

LO3 Explain how marketers influence the different stages of the decision-making process (B2C and B2B).

LO4 Demonstrate an ability to reflect critically on the skills of team working, creative development and presentation.



Session Activities

Session 1

Topic: Introduction to the unit and assignment

● Introduction to the unit’s content and the unit assignment.

Sample activities:

● Students investigate how primary and secondary research can be carried out in the field of marketing.

● Engage in discussion based on relationship of customer behaviour with other modules that are being studied by the learners.

● Discussion activity – the changing nature of customer behaviour, using personal examples.

Session 2 LO1

Topic: Overview of customer value, satisfaction and retention

● Introduction to consumer decision making.

● Levels of consumer decision making – extensive problem solving, limited problem solving and routinised response behaviour.

● Four views of consumer decision making – economic, passive, emotional and cognitive.

Sample activities:

● Students investigate meaning and importance of customer value, satisfaction and retention, and explore examples.

● Discussion activity – in-house and outsourced HR examples and implications.

● Group activity – present and share examples of the four views of decision making.



Session Activities

Session 3 LO1

Topic: A model of consumer decision making (part 1)

● Input – external Influences (marketing and macro factors).

● Process – consumer decision making (need recognition,

● pre-purchase search, evaluation of alternatives, psychological inputs, experience).

Sample activities:

● Investigation activity -consumer decision making and evaluate the model using a case example and discuss external influences.

● Students evaluate, using specific case examples, outputs in post-decision behaviour, including purchase and post-purchase

● •Using a specific case example student present the consumer decision-making process including need recognition, pre-purchase search, evaluation of alternatives, psychological inputs & experience.

Session 4 LO1

Topic: A model of consumer decision making (part 2)

● Outputs – post-decision behaviour (purchase and post-purchase evaluation).

Sample activities:

● Discussion activity – in-depth external influences and various macro factors.

● Group activity – investigate the process and decision-making factors that are associated among customers for their purchase preferences.

● Research activity – explore examples of the pre- and post-purchase decisions behaviour of customers and understand the significance of each along with investigation of associated challenges.



Session Activities

Session 5 LO1

Topic: Institutional and organisational buying behaviour

● Understanding B2B markets.

● Understanding business relationships.

Sample activities:

● Brainstorm activity – the significant factors of organisational buying behaviour and trends.

● Discussion activity – the key factors of B2B markets and their functioning.

● Students investigate business relationships and their changing nature using relevant case studies.

Session 6 LO1

Topic: A model of organisational decision making (part 1)

● Factors influencing evaluation criteria, evaluative criteria, expectations (information sources that can influence expectations), evaluative processes, purchase decision, experience.

Sample activities:

● In-depth discussion over the model of organisational decision making.

● Cover topics associated with information sources which impact the expectation levels and decision making.

● Discuss the factors related to purchase decision making.

Session 7 LO1

Topic: A model of organisational decision making (part 2)

● Factors influencing evaluation criteria, evaluative criteria, expectations (information sources that can influence expectations), evaluative processes, purchase decision, experience.

Sample activities:

● Research activity – the different models and strategies of consumer decision making.

● Students compare and contrast different models of decision making.



Session Activities

Session 8 LO1

Topic: Comparing and contrasting the behaviour of organisational and consumer buyer through different buying stages

Sample activities:

● Debate activity – the behaviour of organisations and consumers through different buying stages.

● Students discuss the significant aspects that mark each stage.

Session 9 LO1

Topic: Factors that affect decision making

● What are heuristics and their influence on decision making?

● The influence of the marketing mix.

● The influence of new technologies.

Sample activities:

● Students examine their own heuristics for making consumer choice and present examples.

● Group activity – students given case study/scenario to apply the influence of the marketing mix on consumer decision making.

● Research different examples of e-tailing, C2C purchasing etc., and examine and discuss the impact of new technologies.

Session 10 LO1 & 2



Sample activities:






Session Activities

Session 11 LO2

Topic: The different stages of the decision-making process in both the B2C and B2B context

● Explore the B2C and B2B context of decision- making.

Sample activities:

● Group activity – students investigate different stages in B2C for decision making and in B2B decision making.

● Students read and review articles on B2C/B2B decision making to look at similarities and differences.

● Research activity – students given an organisation to develop a map of the decision-making process, either B2B or B2C.

Session 12 LO2

Topic: Understanding personality, self and motivation

● The role of motivation.

● Review of Maslow’s Hierarchy of Needs model.

Sample activities:

● Discussion activity – the importance and impact of motivation.

● Group activity – using appropriate examples apply Maslow’s Hierarchy Pyramid to discuss and evaluate motivation.

● Discussion activity – the importance of motivation and personality improvisation.

● Research activity – find appropriate examples to present impact and suitability of motivational theories.

Session 13 LO2

Topic: Approaches to consumer learning – behavioural and cognitive

● Measures of consumer learning – recognition and recall, attitudinal and behavioural.

Sample activities:

● Differentiate the behavioural and cognitive approaches to consumer learning.

● Brainstorm and discussion activity – the different ways to measure consumer learning.

● Explore examples to demonstrate recognition and recall along with consumer preferences and displayed behavioural traits.



Session Activities

Session 14 LO2

Topic: Understanding aspects of consumer perception

● What is perception process?

● Dynamics of perception.

● The relationship between imagery and perception.

● Issues in consumer imagery.

● Perceived risk.

Sample activities:

● Students investigate the dynamics of consumer perception and discuss in relation to examples of images.

● Use of video clips and images to research and discuss the relationship between imagery and perception.

● Brainstorm activity – types of perceived risks.

Session 15 LO2

Topic: The influences of culture and subculture on consumer behaviour

● Measurements of culture.

● Cross-cultural issues in understanding buyer behaviour.

● Understanding the role of reference groups (e.g. family and social power) in influencing the decision-making process.

Sample activities:

● Determine the level of impact and factors of cultural and subcultural aspects on consumer behaviour and their purchase trends.

● Discussion activity – the cross-cultural issues related to consumer behaviour along with approaches in which they can be overcome.



Session Activities

Session 16 LO3

Topic: Patterns of buyer behaviour

● Repeat purchasing and brand loyalty.

● Customer Lifetime Values.

● The role of opinion leaders in influencing purchasing decisions.

Sample activities:

● Students explore the consumer buying behaviour and associated patterns, using specific examples.

● Determine the key factors of repeat purchase and brand loyalty.

● Discuss activity – the impact of opinion leaders on purchase decisions and buying trends.

Session 17 LO3

Topic: How organisations use an understanding of buyer behaviour to influence the decision-making process in a B2C and B2B context

Sample activities:

● Students devise strategies for driving the consumer

● decision-making process in the B2C in context and the B2B context.

● Compare and contrast the different approaches to strategies given.

● Discussion activity based on different case study examples provided.

Session 18 LO3

Topic: Digital audience research development

● What is audience research?

● Developments and impact of digital audience research.

Sample activities:

● Brainstorm activity – different methods of audience research.

● Discussion activity – how audience research helps marketers to understand and influence consumer behaviour.

● Group activity – research case studies to present examples of how digital audience research has led to improved consumer insight and product development etc.



Session Activities

Session 19 LO1-3



Sample activities:




Session 20 LO1-4 ● Assignment final workshop and submissions.

● Students to complete and make final submissions.


Unit 38: Customer Value Management


Scheme of Work

Programme Title:


Unit Title: Customer Value Management Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Demonstrate an understanding of the concept of customer lifetime value, how to calculate it and the different factors that influence it.

LO2 Evaluate the different segments in a customer base and the appropriate opportunities for customer value creation.

LO3 Analyse appropriate techniques and methods in order to increase customer lifetime value.



Session Activities

Session 1 LO1

Topic: Customer value management

● Introduction to the unit’s content and the unit assignment.

● Recap of the traditional concepts covered in ‘Marketing Essentials’.

Sample activities:

● Individual written quiz on marketing essentials – this will be peer marked and an class discussion will follow on how marketing links to customer value management.

● Group activity – what is customer value, satisfaction and retention?

● Tutor-led explanation on customer value, satisfaction and retention.

Session 2 LO1

Topic: Traditional concepts of marketing compared with those of value and retention (part 1)

● Customer lifetime values (CLVs).

● Merits of CLVs.

● Value of customer data.

● Measurement and analysis of CLVs.

Sample activities:

● Tutor-led explanation of customer lifetime values.

● Brainstorm and discussion activity – the merits of CLVs.

● Group activity – why is customer data important to organisations?

● Pair work – research how CLVs are measured and analysed.



Session Activities

Session 3 LO1

Topic: Traditional concepts of marketing compared with those of value and retention (part 2)

● Customer acquisition costs, repeat transactions and customer retention rate.

Sample activities:

● Brainstorm activity – definitions and meanings.

● Group research activity – strategies for customer acquisition costs, repeat transactions and customer retention rate.

● Pair work – develop a plan for online customer acquisition techniques.

Session 4 LO1

Topic: How to calculate and increase your customer lifetime value

● Calculations applied to calculate customer lifetime value.

● Creating balance in the business model – customer acquisition vs customer lifetime value.

Sample activities:

● Mind map activity – what can you do with customer lifetime value?

● Group activity – tutor to give examples of how to calculate customer lifetime value and students to work out the calculation on the whiteboard.

● Class discussion on how to balance the business model, looking at out of balance and a well balanced model. Discuss the implications this has for a business.

Session 5 LO1

Topic: Factors influencing CLVs

● CLVs within both B2C and B2B contexts.

● Customer experience and how it can affect CLVs.

Sample activities:

● Class discussion/brainstorm activity – CLVs within B2C and B2B, giving examples from organisations.

● Group work – each group is given a case study and is to answer questions based on customer experience and how it affects CLVs.



Session Activities

Session 6 LO1


● Recap LO1 content.


Sample activities:



Session 7 LO2

Topic: Marketing segmentation

● Rebrief LO2 from assignment brief

● Role of segmentation, targeting and positioning to identify value opportunities.

Sample activities

● Pair work – using a range of business examples students are to define segmentation, targeting and positioning, and are to identify value opportunities. Pairs to report their findings back to the class.

● Tutor-led discussion on segmentation, targeting, positioning and value opportunities.

Session 8 LO2

Topic: Identification and diagnosis of value creation opportunities

● Customer perception.

● Consumer imagery.

● How consumers store, retain and retrieve information.

Sample activities

● Students explain and present the importance of networks to new ventures.

● Discussion activity – how personal networks can be assessed and developed. Students present and share examples/experiences of how networks have been beneficial.

● Students make an assessment of their own network and ways in which it might be beneficially developed further.



Session Activities

Session 9 LO2

Topic: Identification and diagnosis of value creation opportunities (part 1)

● Involvement theory and consumer relevance.

● Measures of customer learning.

● Perceived risk.

Sample activities:

● Tutor to explain the involvement theory and its relevance to consumers.

● Class discussion on consumer learning, focusing on recognition, recall, response to media and brand loyalty. Students to give examples of their own consumer learning.

● Group work – how customers handle risk. Groups to report back to the class and tutor to facilitate the discussion.

Session 10 LO2

Topic: Identification and diagnosis of value creation opportunities (part 2)

● Customer acquisition costs (CAC) in relation to CLVs.

● Recap the balanced business model and the implications.

Sample activities:

● Tutor-led explanation on acquisitions costs in relation to CLVs.

● Discussion activity – the use of the ratio of CLV to CAC and why it is important.

● Pair work – given case study examples to explain the ratio of CLV to CAC and define strategies to improve CAC.

Session 11 LO2

Topic: Basic B2C and B2B decision-making models

● Value creating decision making.

● Smith and Colgate’s customer value creation framework.

Sample activities:

● Group work – research activity on B2C and B2B decision-making models. Groups to feedback their findings to the class.

● Discussion activity – how can value creation decision making enhance customer value creation?



Session Activities

Session 12 LO1 – 3 ● Guest speaker – how to retain customers through

enhanced customer experiences

Session 13 LO2




Sample activities:



Session 14 LO1 & 2


● Review of individual student drafts for part 1 of the assignment.

Sample activities:


Session 15 LO3

Topic: Strategies for enhancing customer lifetimes values (part 1)

● Strategies for building long-term customer relationships.

Sample activities:

● Group research activity – each group to compile their Top 10 strategies for building and retaining customer relationships.

● Discussion activity – using case studies to analyse the application of different strategies for building and retaining customer relationships.



Session Activities

Session 16 LO3


● Digital strategies, focusing on increased connectivity with customers through mobile devices, apps, social media and online chats/forums.

● Use of advanced technology such as ‘Internet of things’ and cognitive systems to gather real-time data and predict and forecast market trends.

Sample activities:

● Brainstorm activity – strategies for building long-term customer relationships.

● Case study group work – each group to be given a different case study to research digital strategies and technology that are being used or could be used to increase customer connectivity.

● Groups present summary of digital strategies and advanced technologies used.

Session 17 LO3


● Creating brand loyalty.

● Cross-selling and upselling.

● Choosing the right rewards and incentives.

● Developing multiple points and channels of contact.

Sample activities:

● Class discussion on brand loyalty, with students giving examples of brands they are loyal to and why.

● Role play activity – in pairs students are to be given scenarios to practise their upselling and cross-selling skills.

● Tutor-led explanation of choosing the right rewards and incentives.

● Home work activity – students to prepare for an in-class test assessment for the next session.



Session Activities

Session 18 LO3




Sample activities:



Session 19 LO3


● Review of student progress on part 2 of the assignment.

Sample activities:





Session 20 LO3


● Review of individual student drafts for part 2 of the assignment.

Sample activities:


● Final submission of assignment Scheduled presentations


Unit 39: Sales Management


Scheme of Work

Programme Title:


Unit Title: Sales Management Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Demonstrate an understanding of the principles of sales management

LO2 Evaluate the relative merits of how sales structures are organised, and recognise the importance of ‘selling through others’

LO3 Analyse and apply principles of successful selling

LO4 Demonstrate an understanding of the finances of selling.



Session Activities

Session 1 LO1

Topic: Introduction to the unit and the importance of sales management


● Unit overview.

● Definition and explanation of sales management within organisations.

● The importance of sales management within organisations.

Sample activities:


● Group activities – what is sales and why is it important to organisations? Students to work in groups of three and define sales management, giving examples of organisations they think have good sales management.

Session 2 LO1

Topic: Demonstrate an understanding of sales management



● Explanation of key aspects of sales including planning, selling and reporting.

● Strategies for measuring and monitoring sales.

● Different modes of selling.

Sample activities:

● Class discussion – explore and discuss the key aspects of sales management.

● Small group activity – list the different modes of selling available to business-to-business (B2B) and business-to-consumer (B2C).

● Class discussion – what impact do these modes have on buyer behaviour and seller roles, using examples from organisations.



Session Activities

Session 3 LO1

Topic: Buyer behaviour process

● Definition of buyer behaviour process.

● Consumer buying behaviour process.

● Business buying behaviour process.

Sample activities:

● Tutor-led explanations on the definition of buying behaviour process.

● Small group activity – give each group the consumer buying behaviour process on cut-out cards with each group given a different consumer product (car, mobile phone, TV etc.) Groups are to decide on the order of the buying process and give an explanation using their product for each. They will report back to the class.

● Class discussion – the difference between the consumer buying process and the business buying process.

Session 4 LO1

Topic: Sales promotions and technology

● Definitions and differences between sales promotions and incentives.

● Explanation of sales promotions used.

● Explore sales promotions used by organisations.

● Impact of new technology on sales management.

Sample activities:

● Brainstorm activity – different sales promotion and incentives.

● Class discussion – the different types of sales promotions used by organisations and their effectiveness, using relevant examples.

● Small group activity – each group is to list the impact of Skype, video conferencing, online events and sales training and cloud computing on sales management. Each group will then report back to the class.



Session Activities

Session 5 LO1

Topic: Recap of LO1

● LO1 recap – define sales management and the key aspects of sales management, consumer and business buying behaviour process and B2B and B2C.


Sample activities:

● Tutor-led explanation and recap of LO1 content.

● In-class test on LO1 content, peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 6 LO2

Topic: Sales structures (part 1)

● Re-brief LO2 from assignment

● Ethics of behaviour in sales and the law and leadership.

● Designing and organising the sales force and structure.

● Appropriate recruitment and training.

Sample activities:

● Tutor-led explanation on ethics of behaviour, including definition of ethics.

● Class discussion activity – designing and organising the sales force.

● Group activity – identify and list the qualities and skills that recruiters would look for when recruiting for sales people and sales managers.



Session Activities

Session 7 LO2

Topic: Sales structures (part 2)

● Supervising, managing and leading the sales force.

● Goals setting, managing performance and reward of the sales force.

● ‘Selling through others’.

Sample activities:

● Tutor-led explanation of supervising, managing and leading the sales force.

● Class discussion activity – different goals that need to be set in sales, how to manage performance and the best rewards for sales force.

● Group activity – list the different sales channels and the advantages of using each of them. Report back to the class.

● Homework – students to prepare for a short in-class quiz the following week on LO1 & 2.

Session 8 LO1 & 2



Sample activities:

● Tutor-led explanation and recap of LO1 & 2 content.

● In-class test on the outcome, peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 9 LO1 & 2

Topic: Presentation skills

● Structure and planning.

● Slide layout.

● Presenting skills.

● Referencing and bibliography on slides.

Sample activities:

● Tutor-led explanation of presentations.


● In-class activity – provide and criticise examples and exemplars of previous work (slides and speaker notes).



Session Activities

Session 10 LO1 & 2



Sample activities:





Session 11 LO1 & 2

Review of individual student drafts for first assignment.

Sample activities:


● Students to produce a first draft of the assignment to discuss and review.

Session 12 LO1 & 2 ● Group presentations.

● Allocated time slots given for each presentation including Q&A session.

Session 13 LO3

Topic: Principles of successful selling (part 1)



● Classification of sales leads – hot, warm and cold.

● The cold v warm approach.

● Successful pitching and positioning.

Sample activities:

● Tutor-led explanation of classification of sales leads.

● Watch various clips of TV contestants conducting sales pitches (e.g. The Apprentice). Students to make notes during the video clips to be used for discussion afterwards.

● Class discussion on the videos above.



Session Activities

Session 14 LO3

Topic: Principles of successful selling (part 2)

● Negotiating techniques and tactics.

● Building and managing relationships.

● Exiting and terminating relationships.

Sample activities:

● Pair work – role play where each pair is to receive a sales scenario. One student is to play the role of the sales person and the other as the customer. Students to perform in front of the class.

● Peer review of negotiation role play and class will discuss the various techniques used.

● Tutor-led explanation of building and managing relationships.

● Group activity – case study on the importance of building and maintaining relationships.

● Tutor-led discussion on exiting and terminating relationships.

Session 15 LO4

Topic: Understanding the finance of selling (part 2)

● Portfolio management – the sales cycle, industry specific sales cycle management and overall performance management.

Sample activities:

● Brainstorm activity – the stages of the sales cycle.

● Group activity – using a specific case study, students create a checklist of questions that sales reps could use at each stage.

● Individual research about performance management, and students report back to the class.

● Homework – students to prepare for a quiz on LO3 & 4 content.



Session Activities

Session 16 LO4

Topic: Understanding the finance of selling (part 2)

● Portfolio management – the sales cycle, industry specific sales cycle management and overall performance management.

Sample activities:

● Brainstorm activity – the stages of the sales cycle.

● Group activity – using a specific case study, students create a checklist of questions that sales reps could use at each stage.

● Individual research about performance management, and students report back to the class.

● Homework – students to prepare for a quiz on LO3 & 4 content.

Session 17 LO3 & 4



Sample activities:


● In-class test on LO3 & 4 content, peer marked with feedback exchanged on the most common faults and incorrect answers.

Session 18 LO3 & 4

Topic: Report writing

● Different report formats – formal, informal, essay, memos.



Sample activities:








Session Activities

Session 19 LO3 & 4



Sample activities:





Session 20 LO3 & 4



Sample activities:



Unit 40: International Marketing


Scheme of Work

Programme Title:


Unit Title: International Marketing Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Demonstrate an understanding of how marketing contributes to business strategies in an international context

LO2 Evaluate entry to a selection of international markets and define the key success factors

LO3 Investigate how elements of the marketing plan can be adapted or standardised across international markets

LO4 Demonstrate an understanding of how to organise and evaluate international marketing efforts (multinational, global, transnational, meta-national, etc.).



Session Activities

Session 1 LO1

Topic: Introduction to the unit


● Recap of key concepts covered in Marketing Essentials.

● Scope and definition of international marketing.

Sample activities:

● Group activity – students recap the main terms from Marketing Essentials, which can be done in the form of quiz.

● Peer review of the marketing quiz, each group to read out their answers to the class and a discussion to follow.

● Tutor-led explanation on the scope and definition of international marketing.

Session 2 LO1

Topic: How marketing contributes to business strategies in an international context

● Rationale for why organisations are seeking to internalise.

● Key global macro and customer trends.

Sample activities:

● Tutor-led explanation on the rationale of why organisations are seeking to internalise.

● Class discussion activity – organisations that have successfully marketed their product internationally.

● Group research activity – key global macro and customer trends. Students to give examples and present feedback.



Session Activities

Session 3 LO1

Topic: Marketing’s role in meeting strategic objectives

● Marketing’s role in contributing to the business strategy in an international context.

● Factors that influence internationalisation.

● Setting an international marketing strategy.

Sample activities:

● Brainstorm activity – marketing’s role in contributing to the business strategy in an international context.

● Brainstorm and discussion activity – factors that influence internationalism.

● Pair work – setting a marketing strategy to meet objectives.

Session 4 LO2

Topic: Critical evaluation of international markets (part 1)

● Re-brief LO2 from assessment

● The importance of choosing the right international market.

● The international market selection process.

● Opportunity and challenges when entering international markets.

Sample activities:

● Group activity – each group is to be given a different case studies on organisations thinking about entering international markets. Each group is to be given a set time to answer the questions and then to report back to the class.

● Tutor-led discussion on the findings of the case study.



Session Activities

Session 5 LO2

Topic: Critical evaluation of international markets (part 2)

● Risk management and contingency planning in relation to volatile international markets.

● Generic international market entry strategies.

● Determining key success factors of international marketing.

Sample activities

● Tutor-led explanation on risk management and contingency planning.

● Class discussion activity – generic international market entry strategies.

● Brainstorm activity – list the key success factors of international marketing.

● Homework – students to prepare for an in-class quiz covering LO1 & 2.

Session 6 LO1 & 2

Topic: International market entry strategies

● Exporting, licensing, joint ventures, franchising etc.

Sample activities:

● Brainstorm activity – different strategies.

● Students review case studies and contribute to discussion activity on the advantages and disadvantages of different strategies.

● Research the legal requirements for entering international markets based on given case studies.

Session 7 LO1 & 2


● Recap of LO1 & 2.


Sample activities:


● In-class test, peer marked with feedback exchanged on the most common faults and incorrect answers.



Session Activities

Session 8 LO1 & 2



Sample activities:





Session 9 LO1 & 2

Topic: Key success factors for entering international markets

● Summarise success factors for international marketing.

● What factors result in failures in international marketing?

Sample activities:

● Discuss and evaluate topics covered in previous session as recap.

● Group research activity – students given examples of successful/failed businesses to research and to summarise key factors that affected both success and failure.

Session 10 LO3

Topic: The marketing plan in an international context (part 1)



● Product adaption – global v local.

● Pricing in international markets.

Sample activities:

● Discussion activity – why companies need to adapt their products when entering into global markets, using examples from real organisations.

● Research activity – pricing in international markets.



Session Activities

Session 11 LO3

Topic: The marketing plan in an international context (part 2)

● The use of new technologies that support international distribution and promotional strategies considering hardware and software.

● People and servicing in an international context.

● Venturing into untapped markets.

Sample activities

● Students examine and review examples of how new technologies support international distribution and promotional strategies.

● Group research activity – case studies on people and servicing in an international context.

● Class discussion activity – venturing into untapped markets.

Session 12 LO4

Topic: International marketing efforts (part 1)

● Organisational structures in an international context.

● Home or international orientation and reporting lines.

Sample activities:

● Group research activity – students to research organisational structures in an international context and report back to the class.

● Tutor to lead discussion on group findings.

Session 13 LO4

Topic: International marketing efforts (part 2)

● International competition and market performance.

Sample activities:

● Brainstorm activity – how businesses are affected by international competitors.

● Group activity – evaluate strategies used for competing in foreign markets.

● Presentation activity – the advantages and disadvantages of competing in the international market place.



Session Activities

Session 14 LO4

● Grade feedback from Assignment 1

● Individual appointments to discuss feedback and grades.

● Homework – students to prepare for a short in-class test on LO3 & 4.

Session 15 LO3 & 4 3 & 4

Topic: Recap of LO

● Recap of LO3 & 4.


Sample activities:



Session 16 LO1 – 4 ● Visit to an organisation (with an international marketing

department) or Guest Speaker to present on international marketing strategies.

Session 17 LO3 & 4



Sample activities:





Session 18 LO3 & 4


● Review of individual student drafts for first assignment.

Sample activity:




Session Activities

Session 19 LO3 & 4



Sample activities:





Session 20 LO3 & 4 ● Final submission of assessment



Unit 41: Brand Management


Scheme of Work

Programme Title:


Unit Title: Brand Management Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Demonstrate an understanding of how a brand is built and managed over time

LO2 Analyse how brands are organised in portfolios, and how brand hierarchies are built and managed over time

LO3 Evaluate how brands are leveraged/extended over time, both domestically and internationally

LO4 Evaluate techniques for measuring and managing brand value over time.



Session Activities

Session 1 LO1

Topic: Brand management


● Unit overview

● Define ‘brands’ and understand the importance of brand management for organisations.

Sample activities:


● Individual activity – brand quiz, students to identify well-known brands.

● Class discussion – the importance of brands for organisations.

Session 2 LO1

Topic: Building brands


● Introduction and briefing for the first assessment.

● Overview of how brands are developed.

● Brand pyramid.

● The advantages of branding for organisations, consumers and intermediaries.

Sample activities:

● Brainstorm activity – how brands are developed.

● Discussion activity – Tutor-led explanation of the brand pyramid.

● Group activity – each group to discuss and list the advantages of brands for organisations, consumers and intermediaries. Each group to report back to the class.



Session Activities

Session 3 LO1

Topic: Brand equity

● What is brand equity?

● How do organisations develop and grow brand equity?

● The role of marketing in building brand equity and brand positions and techniques.

● Strategic management – applying Keller’s CBBE model/Aaker’s Brand Equity model.

Sample activities:

● Group activity each group to receive a different case study of a real organisation on how they develop and grow their brand equity. Students to present findings back to the class, followed by a tutor-led discussion on developing and growing brand equity.

● Brand equity exercise identifying brand identity, meaning, response and relationships for a range of products.

Session 4 LO1

Topic: Managing a brand over time (part 1)

● How to strengthen brand equality and brand extensions.

● How to reinforce and revitalise brands through innovation.

Sample activities:

● Discussion activity – watch and discuss video clips on how brands can be extended, reinforced and revitalised through innovation.

● Research activity – students devise brand management activities to bridge the gap between brand image and brand reputation.

● Case study activity – using case studies to discuss and show how an organisation has innovatively extended and strengthened a brand.



Session Activities

Session 5 LO2

Topic: Managing a brand over time (part 2)

● Overcoming brand crisis.

● Interacting with customers.

Sample activities:

● Group activity – each group is to be given a case study on an organisation that has had a crisis which has affected their brand. The groups are to develop strategies for recovering or restoring the brand and are to report back to the class.

● Students compile a Top 10 checklist for overcoming a crisis.

Session 6 LO2

Topic: Re-brief LO2 from assessment

● Brand portfolio strategies, including an explanation of the house of brands strategy and branded properties.

● Hierarchy building – corporate branding, umbrella branding, family branding, endorsed sub brands and individual product branding.

Sample activities:

● Tutor-led explanation on brand portfolio strategies.

● Group activity – research activity on house of brands strategy, with students to find organisations that use the house of brands strategy and to list the advantages and disadvantages of this strategy. Each group to present their findings back to the class.

● Student homework – prepare for an in-class quiz on LO1 & 2.



Session Activities

Session 7 LO2

Topic: How brand hierarchies are built and managed

● How brand equity is built at different levels of the hierarchy.

● Customer-Based Brand Equity (CBBE) model.

● Market research as a key brand management tool.

Sample activities:

● Brainstorm activity – brand equity and how it is built at the different levels of the hierarchy

● Pair work – students to research CBBE model.

● Class discussion – tutor-led discussion on the CBBE model. Assessing brand strategy through market research. Students to research different uses of market research to measure brand awareness/loyalty/equity etc.

Session 8 LO1 & 2

Topic: LO1 and LO2 recap and assignment check

● Recap of LO1 & 2 – understanding how a brand is built, managed and organised in portfolios.


Sample activities:



Session 9 LO1 & 2



Sample activities:







Session Activities

Session 10 LO3

Topic: Issue Assignment 2


● Brand extension approaches and strategies.

● ‘Fit and leverage’ in brand extensions.

● Determine the different ways that brands can be reinforced and revitalised.

Sample activities:

● Group work – each group to be given a case study and a list of questions, using the class time to research and formulate their answers. The groups to prepare a short presentation on their findings for the next class.

● Tutor to facilitate the activity and answer any questions the students may have.

Session 11 LO3

Topic: Student presentations on brand extensions and leverage

Sample activities:

● Group work – students to present their findings from the previous lesson’s case study.

● Tutor-led discussion on the findings and peer assessment.

Session 12 LO3

Topic: Brand collaborations and partnerships

● Brand collaborations and partnerships.

● Global branding and positioning.

Sample activities:

● Brainstorm activity – definitions and examples of brand collaboration and partnerships.

● Students list pros and cons of cross-branding collaborations, using case study examples to present and support line of arguments.

● Read articles and present findings on global branding and positioning.

● Class discussion activity – how to build a global brand and the defining key elements.



Session Activities

Session 13 LO4

Topic: Measuring and managing brand value

● Different brand measurement techniques for measuring brand awareness, market share, consumer attitudes and purchasing intent.

● Brand equity audit and management, and brand tracking techniques.

Sample activities:

● Discussion activity – how much are brands worth?

● Group activity – define metrics for measuring financial value, brand awareness, market share, loyalty and consumer attitudes. Present back to each other.

● Read articles about the approach of ‘share tiering’ and discuss advantages.

Session 14 LO4

Topic: Relationship between branding and finance

● Lean production.

● Queueing theory and associated approaches.

Sample activities:

● Pair work – investigate and present back the Six Sigma model. Tutor guidance and peer review to assess research credibility.

● Tutor-led explanation of lean production theory.

● Tutor-led explanation of queueing theory.

● Students to identify the use of the theories in practice, using case study material provided.

Session 15 LO4

Topic: The concept of brand value

● What is brand value?

● Different approaches of brand value – market-based, cost-based, income-based brands.

Sample activities:

● Pair work – research different approaches to brand valuation.

● Discussion activity – the pros and cons of different approaches to brand value.

● Group activity – present findings on recent developments in brand valuation and the purpose of brand valuation.



Session Activities

Session 16 LO4

Topic: Group presentation skills

● Structure and planning.

● Slide formatting.


Sample activities:

● Tutor-led explanation of presentation skills.





Session 17 LO4

Topic: LO3 and LO4 recap and assignment check

● Recap of LO3 and LO4 content – understanding how a brand is built, managed and organised in portfolios.


Sample activities:



Session 18 LO4



Sample activities:







Session Activities

Session 19 LO3 & 4



Sample activities:



Session 20 LO3 & 4 ● Final group presentations Tutor schedules in time slots.


Unit 42: Planning for Growth


Scheme of Work

Programme Title:


Unit Title: Planning for Growth Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Analyse the key considerations SMEs should consider when evaluating growth opportunities

LO2 Assess the various methods through which organisations access funding and when to use different types of funding

LO3 Develop a business plan (including financials) and communicate how you intend scaling up a business

LO4 Assess the various ways a small business owner can exit the business and the implications of each option.



Session Activities

Session 1 LO1

Topic: Planning for Growth

● Introduction to the unit content and the unit assignment.

● Introducing the unit scope and highlighting the key themes of competitive advantage and risk.

● Providing information and guidance related to the unit content and assessment.

● Present initial examples of growth.

Sample activities:

● Engage in discussion based on their current knowledge.

● Discussion on the examples of growth to start to consider how the topics in the unit apply.

Session 2 LO1 & 3

Topic: Competitive advantage (part 1)

● Understanding where competitive advantage comes from as a foundation for growth. Generic strategies, resources and capabilities, core competences.

● The key determinants of competitive advantage and sustainable competitive advantage.

Sample activities:

● Brainstorm activity – what is competitive advantage?

● Group activity – apply Porter’s generic strategies and discuss advantages and disadvantages.

● Read articles and case studies and highlight the application of the resource-based view and how resources and capabilities can support competitive advantage.

Session 3 LO1 & 3

Topic: Competitive advantage (part 2)

● Linking competitive advantage with opportunities for growth (PESTLE).

● The use of PESTLE analysis to determine growth opportunities.

Sample activities:

● Concept mapping activity: using PESTLE to link the opportunities for growth.

● Discussion forum: how competitive advantage links to opportunities. How to predict what your competitors will do and react to changes.



Session Activities

Session 4 LO1 & 3

Topic: Strategic intent – vision and mission

● Developing a vision and mission for the organisation based on areas of strength, identified opportunities, values and ethics, and the expectations of stakeholders.

● Exploring successful entrepreneurial strategies (e.g addressing niche markets).

Sample activities:

● Students to brainstorm and provide an explanation of the influences in determining strategic intent.

● Research activity – examples of how businesses have articulated their strategic intent, what entrepreneurial strategies they have chosen and why.

● Present and share examples of vision and mission, and relate examples to concepts covered.

Session 5 LO1 & 3

Topic: New products and services – innovation

● The development of products and services as a basis for growth.

● Portfolio strategies (Boston Matrix).

Sample activities:

● Group activity – determine high and low growth products /services for a given case study using the BCG matrix and/or the GE/McKinsey matrix.

● Discussion activity – the similarities and differences of the strategic tools.

● Students compile a list on the factors that determine the competitive strength of a product/business.



Session Activities

Session 6 LO1

Topic: Innovation

● Product life cycles.

● Product life cycle management.

● The diffusion of innovation.

Sample activities:

● Brainstorm activity – benefits and challenges of the growth stage of the product life cycle.

● Discussion forum – how to sustain growth beyond the growth stage.

● Case study (e.g. Apple smartphone) – students look at the diffusion of innovation: what sticks, what doesn’t and why?

Session 7 LO1 & 3

Topic: Growth options

● The main routes to growth (market penetration, product/service development, market development, unrelated diversification) and the risks associated with business growth.

● Identifying and mitigating risk.

Sample activities:

● Brainstorm activity – explain the methods of financing start-up and small businesses where they are not seeking external investors for growth.

● Research activity and presentation – case studies on how technology has expanded and generated growth.



Session Activities

Session 8 LO1 & 3

Topic: Collaboration

● The benefits and drawbacks of collaboration, including mergers, acquisitions, joint ventures and strategic alliances, and particularly how they might be applicable growth options for small businesses.

● Explore horizontal and vertical integration.

● Partnerships in the value chain (e.g. bidding consortia).

● Understand the potential of franchising for expanding a business.

Sample activities:

● Brainstorm activity – the potential types of collaboration for growth and the main considerations in expansion through franchising. Students work through examples and discuss the benefits and drawbacks of each type of collaboration approach.

Session 9 LO2

Topic: Investment decision making

● The main methods of financial appraisal to compare strategic or project options.

● Methods include payback period and Net Present Value (NPV) calculations.

Sample activities:

● Students examine and compare project investment options.

● Students complete and present worked out examples for NPV etc.

● Students to discuss the methods and calculations of exercises.

Session 10 LO2

Topic: Sources of finance for growth

● The main sources of finance for growth and the benefits and drawbacks of each, including bank loans, crowdfunding, peer-to-peer lending, angel and venture finance.

Sample activities:

● Students research and present the methods of financing growth through external investment.

● Discussion forum – the pros and cons of methods.



Session Activities

Session 11 LO1 & 2




Sample activities:



Session 12 LO1 & 2


● Review of individual student drafts for the assignment.

Sample activities:


Session 13 LO3

Topic: Preparing a business case for investment (part 1)

● What is a business plan?

● Getting your business plan to the top of the investor pile.

● Strategic intent – setting vision, mission and goals.

● Types of entrepreneurial strategies.

Sample activities:

● Brainstorm activity – what makes a good business plan?

● Discussion activity – how does the innovative entrepreneurial business plan differ from other business plans?

● Group activity – critique a range of business plan examples and present findings related to strategic intent, goals and missions.

Session 14 LO3

Topic: Preparing a business case for investment (part 2)

● The key aspects of a business plan aimed at securing investment and what investors are looking for.

● Explore how to present the plan to investors.

Sample activities:

● Discussion forum – the requirements for a business plan for investors. Students participate in group work on preparing for assessment and raise questions.



Session Activities


Topic: Preparing a business plan – assignment workshop

● Facilitated support on completing a business plan using templates provided.

Sample activities:

● Explain the requirements for a business plan for investors. Students participate in group work on preparing for assessment and raise questions

● Small groups to devise strategic content for the assessment business plan.

Session 16 LO4

Topic: Exit – success and failure

● The main ways an owner-manager might exit the business.

● Key reasons for business failure (external and internal) and how business failure might be prevented.

● Mechanisms for exit in the event of failure.

● Exit routes for successful businesses – selling or floating the business, valuing the company.

Sample activities:

● Discussion activity – explain how businesses fail and the approaches they can take to exit in the event of failure.

● Group activity – present examples to explain the routes to exit for successful businesses owners.

● Review examples and facilitate discussion.



Session Activities

Session 17 LO4

Topic: Growth and succession in the family business

● The considerations of growth and its effect on the family business.

● Areas of potential conflict.

● Succession planning.

● Cultural issues.

Sample activities

● Concept planning – explain the main differences in considering business sustainability and growth in the context of a family business, including consideration of the influence of cultural origins.

● Provide examples to illustrate and generate discussion

● Relate concepts to examples and introduce new examples and perspectives, participate in discussion.



● Student groups to provide a presentation of the business investment plans they have developed.

● Tutor to facilitate student presentations and provide feedback.

● Review requirements for final written assessment and address questions.

● Students present their business plans and comment constructively on the presentations of other groups.



● Student groups to provide a presentation of the business investment plans they have developed.

● Tutor to facilitate student presentations and provide feedback.

● Review requirements for final written assessment and address questions.

● Students present their business plans and comment constructively on the presentations of other groups.



Session Activities


Topic: LO4 recap and assignment check



Sample activities:

● Tutor explanation and recap of LO4 content. Final submission support for second assignment.


Unit 43: Tapping into New and International Markets


Scheme of Work

Programme Title:


Unit Title: Tapping into new & International Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Analyse the opportunities and threats for firms exposed to an increasingly globalised environment

LO2 Illustrate the advantages of trading blocs for firms

LO3 Determine the importing and exporting process and the practicalities involved

LO4 Evaluate ways SMEs can tap into international markets.



Session Activities

Session 1 LO1

Topic: Tapping into new and international markets


● Unit overview.

● What is globalisation?

● Drivers – international economic integration, foreign investment, international trade and business, the digital revolution.

● Factors relating to cost, market, environment and competition.

Sample activities

● Brainstorm activity – what is globalisation?

● Discussion Forum – what drives globalisation and the impact this has upon business.

Session 2 LO1

Topic: Global expansion for entrepreneurs and small business

● Issue Assignment 1. introduction and briefing for the first assessment

● Growth of global expansion.

● Opportunities and challenges of global expansion.

Sample activities:

● Brainstorm activity – the benefits of global expansion and a discussion on why a business should plan for global growth.

● Research activity – look at articles and case studies to determine the opportunities and challenges of going global.

● Group activity – ‘Take your Business Global‘ activity to set out steps to be taken to go global. Explore questions that would need to be asked.



Session Activities

Session 3 LO1

Topic: Rise of the ‘born globals’

● Definition of born global.

● Characteristics of born globals.

● The differences between born globals and other small businesses.

Sample activities:

● Discussion forum – the differences between born globals and small businesses.

● Research activity – read articles and make notes to define and determine key characteristics of born globals.

● Research activity – explore examples of born globals (e.g. Skype, Logitech) in small groups and present feedback.

Session 4 LO1

Topic: Strategies for global expansion

● Different ways in which businesses can go global (e.g. exporting and importing, franchising, joint ventures and licensing).

● The use of e-commerce to expand capabilities (e.g. local URL presence, online shopping facilities, brand building and omnichannel promotion).

Sample activities:

● Brainstorm activity – different methods and strategies for global expansion.

● Discussion activity – based on case study examples for each type of expansion method, students discuss advantages and disadvantages.

● Group activity – Students to read the Deloitte article ‘Bricks to Clicks: Generating Global Growth through e-Commerce Expansion’ and feedback findings.



Session Activities

Session 5 LO1

Topic: Laws and regulations for a global community

● Data protection and cyberspace security.

● Laws and regulations.

Sample activities:

● Brainstorm activity – international regulations and what businesses need to be aware of.

● Debate forum – each group given a different topic to research and debate: Does international trade cause businesses to move to countries with weaker regulatory standards? Does it cause developed nations to weaken their own regulatory standards? What effect do courts, such as the World Trade Organisation, the European Court of Justice and the U.S. Supreme Court have on global business regulation?

Session 6 LO2

Topic: International trade (part 1)

● What is international trade?

● Free trade vs protectionism.

● International trade theories – theory of absolute advantage, national competitive advantage, comparative theory.

Sample activities:

● Brainstorm activity – what is international trade?

● Group research and presentation activity – each group to research and present one of the international trade theories.

● Discussion forum – a critique of the theories presented.



Session Activities

Session 7 LO2

Topic: International trade (part 2)

● Trade blocs and agreements (e.g. EU, ASEAN, NAFTA and Mercosur)

● Key challenges and barriers when organisations trade across borders.

Sample activities:

● Pair work – complete an exercise on different types of trade agreements and determine which is more effective in promoting free trade, the global or regional cooperative agreements?

● Group research activity – explore and present back the key challenges and barriers for organisations that trade globally.

● Group activity – each group select one regional trading bloc and discuss the economic motivations for that group of countries to form an agreement.

Session 8 LO2

Topic: Context for exporting and importing for small business

● The exporting and importing arena.

● Support for small businesses.

Sample activities:

● Students compile a list of the key players in the business of exporting and importing.

● Discussion forum – what are the risks and benefits associated with exporting?

● Research activity – research advice/guidance and financial support available (within your localised area) for small businesses to expand globally.

Session 9 LO1 & 2




Sample activities:





Session Activities

Session 10 LO3



Sample activities:





Session 11 LO3

Topic: Exporting and Importing processes (part 1)

● Meaning and definition of merchandise exporting and importing.

● The context – legal issues, taxes, regulations, licences and payment for international trade and services.

Sample activities:

● Research activity – research key processes for merchandising in the UK (or localised equivalent) in pairs.

● Students examine and review different types of key documentation and customs declaration.

● Read and use ‘Why and How we Started Exporting’ articles from HSBC to discuss the steps required.

Session 12 LO3

Topic: Exporting and importing processes (part 2)

● Meaning and definition of services for exporting and importing.

● The context – legal issues, taxes, regulations, licences and payment for international trade and services.

Sample activities:

● Brainstorm activity – different considerations for merchandise and service exporting and importing.

● Research activity – research key processes for services in the UK (or localised equivalent) in pairs.

● Students examine and review different types of key documentation and customs declaration.



Session Activities

Session 13 LO4

Topic: Securing a deal

● Validity of market research, target marketing and niche marketing.

● Selecting the most appropriate countries to expand into.

● Support and advice required for securing an export or import deal – global payments, trade finance, foreign exchange services, guarantees.

Sample activities:

● Group activity – each group given a product/service to trade internationally with another country. Groups conduct market research for their product/service.

● Research support and guidance (e.g. provided by HSBC or RSB )

● Watch video clips and take notes on how to build an import/export business. Students compile Top 10 tips for securing a deal.

Session 14 LO4

Topic: Business planning for SMEs

● Key elements of the business plan.

● Review different examples of business plans.

Sample activities:

● Brainstorm activity – the key elements of the business plan for importing and exporting.

● Pair work – students compare and critique case study examples of business plans.



Session Activities

Session 15 LO3

Topic: Global market entry strategies

● Exporting – indirect/direct.

● Licensing.

● Franchising.

● Creating joint ventures.

● Branch outlets.

Sample activities:

● Group activity – research case study examples from each method and discuss advantages and disadvantages of different methods.

● Presentation activity – each group given a destination market to present country market profile and identify appropriate method and strategies for expanding in to this particular country.

Session 16 LO4

Topic: Partnerships and networking

● The importance of establishing networks, partnerships and clusters.

Sample activities:

● Discussion forum – the benefits of international networking, clusters and partnerships for SMEs and how they generate innovation and growth.

● Students read articles and case studies to provide feedback on how networks and partnerships have led to internationalisation.

Session 17 LO4


● Recap of LO3 & 4 content – understanding how a brand is built, managed and organised in portfolios.


Sample activities:

● Tutor explanation and recap of LO3 & 4.




Session Activities




● Producing PDF brochures – guides and templates.

Sample activities:






● Students prepare second assignment for review with tutor.

Sample activities:



Session 20 LO1 – 4 ● Final Submission


Unit 44: Pitching and Negotiation Skills


Scheme of Work

Programme Title:


Unit Title: Pitching and Negotiation Skills Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Evaluate the context of a negotiation and identify the information required to prepare for a negotiation

LO2 Manage documentation relevant to tenders and contracts

LO3 Develop a pitch to achieve a sustainable competitive edge

LO4 Assess the outcome of a pitch and negotiation.



Session Activities

Session 1 LO1

Topic: Pitching and negotiation skills

● Introduction to the unit’s content and unit assessment.

● What is a negotiation in a business context?

● Why do they occur?

● Why are they important for SMEs?

● What are the key aspects/elements that usually require a negotiation?

Sample activities:

● Students to clarify their understanding of a negotiation by presenting what they think they are, the key reasons for them and the main areas that negotiations take place e.g. price.

● Discussion activity – what a negotiation is, the reasons why they occur and the key areas that are usually debated during a negotiation process.

Session 2 LO1

Topic: Understanding the rationale and key negotiation techniques

● The important to determine why a negotiation takes place and the key stages of the process, which include: gaining the best deal/terms for a contract, balance of (bargaining) power, understanding the assets and resources to use during a negotiation and techniques to ensure your key terms are covered.

Sample activities:

● Group role play activity – students to undertake a negotiation process with each other. One group will have more bargaining power than the other, whilst the other will need to overcome their objections using all the assets and resources that they have available.

● Brainstorm activity – the rationale for why negotiations take place, and also describe the key tools and techniques each party has to achieve their optimal outcome.



Session Activities

Session 3 LO1

Topic: Generating new business and winning new deals

● Explore issues they face at first hurdle, including:

● How SMEs become aware of new opportunities?

● Building an informal and formal network.

● The art of networking – translating it into tangible value.

● Proving creditability and creating a digital persona.

Sample activities:

● Students to practise their ability to generate new business by either asking them to go through a simulated networking exercise or create a digital persona that will help them win business.

● Discussion activity – what are the challenges for an SME at the negotiating table?

● Pair work – compile a list of strategies of how to overcome these challenges.

Session 4 LO1

Topic: Preparing to negotiate – the RFP process

● The request for proposal (RFP) and why it is important.

● The process of submitting an RFP and how to respond.

● How to write an RFP and who to send an RFP to.

● Practicalities of RFP (e.g. timelines).

● Information required to respond to RFPs.

● Stages of the process.

Sample activities:

● Brainstorm activity – the key stages of the RFP process and how to be able to write an RFP.

● Students to create an RFP for an organisation of their choosing. Ask them to include any key information they would like to know about the potential suppliers. Students then exchange these with other individuals/groups who will look to respond to their RFP.



Session Activities

Session 5 LO1

Topic: Preparing to negotiate – determining goals and strategies

● Introduce the Seven Elements framework and how to use it to establish goals that increase that chance of success.

● The impact of Relative vs Absolute Goals on being successful.

● The negotiation balanced scorecard or a good deal.

● Raise awareness of different negotiation strategies and their different trade-offs (e.g. win-lose, tit for tat, win-win).

Sample activities:

● Students determine different goals and strategies that SMEs may have for a negotiation.

● Critique a negotiation story, case or news article or video clip. o What process is being used?

● What are the steps involved? Describe them.

● What seems to be the risks and rewards of such a process?



Session Activities

Session 6 LO1

Topic: Understand the context and key individuals in a negotiation

● Individual motivations and expectations.

● Researching the audience.

● Determining the opposition’s approach and strategy.

● Objection anticipation and handling.

● Stakeholder mapping.

Sample activities:

● Pair work – develop a stakeholder map of the key individuals that would participate in a business negotiation process.

● Ask them to develop the likely perspectives of each of the individuals and ways that they would overcome the objections.

● Discussion activity – determine the key individuals that would participate in a negotiation, their likely motives and perspectives and how they would overcome any objections they may have.

Session 7 LO1

Topic: Collapse and recovery in when negotiating

● Reasons for negotiations collapsing.

● Role of ego, power and ethics.

● Recovering from stalled negotiations.

● Tools and techniques to get an outcome that meets both party’s needs.

Sample activities:

● Students to look at a case study that evaluates a collapsed negotiation. Diagnose the key issues for the failure and come up with approaches to overcome these issues.

● Pair work – list the key reasons why negotiations collapse. Brainstorm activity – determine approaches and techniques to get them back on course.



Session Activities

Session 8 LO2

Topic: Context for tendering

● Why is tendering important? (Transparency, efficiency etc.)

● Who typically puts out tenders?

● Legal obligations relating to tenders.

● Process of tendering.

Sample activities:

● Students to investigate the EU tendering process and present an overview of how it works, using an example from a live tender within the EU.

● Presentation activity – explain the context for tendering, including why and how it occurs and the overall process that an SME would need to go through.

Session 9 LO2

Topic: RFP proposal and response

● RFP proposal and response.

● Key information in an RFP.

● Preparation/research to an RFP.

● Determining approach to the RFP.

● Responding to the RFP.

Sample activities:

● Based on the completed RFP in session 4, get groups to exchange RFPs and get the other group to fill it out.

● Students to determine the end-to-end RFP process and how to compile a comprehensive and compelling response.



Session Activities

Session 10 LO2

Topic: The procurement process

● Overview of the role of procurement.

● Understanding the business needs.

● Sourcing suppliers.

● Getting the best deals (cost/quality).

● Reaching out to suppliers.

● Dealing with contracts and monitoring performance.

Sample activities:

● Develop a scenario where students simulate the procurement department. Ask them to develop and present a process to secure a product or service of their choosing, including the key steps they would go through and how they would expect proposers to respond.

● Discussion activity – the role of procurement and the key processes relating to sourcing goods and services.

Session 11 LO2

Topic: Master service agreements and statements of work

● Master service agreement – the main tenets and clauses of the agreement.

● What is a statement of work and how is it used?

Sample activities:

● Students to evaluate an example master services agreement. What do they believe are the main areas and clauses that both parties should be mindful of? Students to present their findings to the class.

● Discussion activity – determine the key things that are included in a master service agreement and statement of work.

● Students to identify the key differences between the two documents and how they both interlink to form a binding contract between both parties.



Session Activities

Session 12 LO2

Topic: Amending contracts and breaches of terms

● How to make contract amendments and the consequences for breaches in contract terms. Ways in which contracts can be amended, as well as what parties can do when the other breaches the contract.

● Reasons for amending a contract.

● Building flexibility into the original contract.

● Common contract amendments.

● Re-negotiations.

● Common contract breaches.

● Arbitration and Legal proceedings.

Sample activities:

● Case study activity – using an example that required a contract to be amended mid-way through, students determine the reasons why this occurred and how both parties went about trying to solve the issues that arose. The key circumstances and reasons for a contract amendment and what actions a party can take when the other has breached the contract.

Session 13 LO3

Topic: Developing a competitive strategy for pitching

● Defining objectives and outcomes.

● What are you looking to achieve?

● Anticipating competitor positioning.

● Highlighting your USPs.

● Preparing and practising.

Sample activities:

● Students to role play working on pitching for a major contract supplying marketing services to a large organisation. Ask them to come up with their strategic plan for the pitch, based on their key learnings from the session.

● Students to devise a concrete strategy for the pitch process and anticipate any specific challenges that may occur.

● Students to present their findings.



Session Activities

Session 14 LO3

Topic: The structure of pitching

● The formal pitch.

● The elevator pitch.

● The electronic pitch.

● Different stages of the pitching process.

● Structure of a pitch – i.e. introduction, gaining credibility, building trust and relationships, offering something of value.

Sample activities:

● Students to take time to craft an elevator pitch for a product/service of their choosing. Students to present it to the class in two minutes or less.

● Discussion activity – the different types of pitches that many entrepreneurs constantly have to enter.

Session 15 LO3

Topic: Building the bridge during a pitch

● How to maximise the chances of a great start during a pitch.

● The elements that influence a powerful start of a negotiation.

● How to behave so as to increase the positive impact of your early moves in the negotiation.

● Negotiating the 4Ps – purpose, product, people and process.

● Body language – its importance and its lack of importance.

Sample activities:

● Students to role play and practise the opening part of a pitch process, covering the points mentioned above.

● Discussion activity – the importance of the initial stage of the pitch and how to build a relationship with the individuals from the outset to maximise the chances of success during the pitch.



Session Activities

Session 16 LO3

Topic: Determining key outcomes and the value pursuit

● The relevance of value discovery for value creation.

● Help prepare for and manage the value discovery conversation in a negotiation and in a pitch.

● The relevance of value creation for a win-win approach.

Sample activities:

● Watch a pitch on Dragons Den/The Apprentice (or local equivalent). Students make notes to evaluate what the value pursuit of the pitch was. Were they able to create a win-win situation during the pitch process? Were they able to handle objections and show how their idea added value to the judges?

● Students to discuss the key elements and advantages of pursuing win-win value creation during a pitch process and how they can get the judges on side by using this approach.

Session 17 LO4

Topic: Summarising and follow-up

● The art of concise summarising and also best practice relating to summing up the information.

● Determining key outcomes (e.g. financial, operational).

Sample activities:

● Brainstorm activity – best practice in creating a concise summary of information during the pitch process and also determining how best to follow this up thereafter.

● Students role play about how learners would summarise key pieces of information in a document and also how they would go about following up with the panel thereafter.

● Case study on a post negotiation assessment and impact. Students to determine the key outcomes and consequences for the organisation.



Session Activities

Session 18 LO4

Topic: Implementation and fulfilling obligations

● Issues and challenges an SME may face:

● Over-claiming during the pitch

● Under-estimating resource requirements

● Stretching targets and SLAs

● Unforeseen clauses and instances

Sample activities:

● Using the same or similar case study from the previous session determine the key issues that can arise during the implementation stages when an SME looks to fulfil their contract obligations.

● Students determine key ways that a party not fail to meet their contractual obligations and how an organisation can attempt to initially rectify the situation and thereafter look to get formal compensation.

Session 19 LO4

Topic: Managing relationships and generating incremental revenue

● Relationship building techniques

● Identifying new opportunities

● Closing new opportunities

● Terminating contracts

Sample activities:

● Task students to come up and present an action plan on how they would build relationships within the organisation and seek opportunities to gain incremental value from the relationship.

● SME may want to terminate a contract early Students discussion activity – to evaluate the implications if an SME wants to terminate a contract.

Session 20 LO1 – 4 ● Assignment Submissions

● Pitches to be presented for assignment two


Unit 45: E-Commerce & Strategy


Scheme of Work

Programme Title:


Unit Title: E-Commerce & Strategy Tutor:

Unit Number: 45 Academic

Year:


1 Assessment

2 Assessment

3 Assessment

4

LO1 Examine the strategies employed and the impact of E-Commerce on business organisations

LO2 Analyse the hardware, software, web-based and database technologies involved in setting up a secure E-Commerce site

LO3 Design an E-Commerce strategy based on a given end user requirement or specification

LO4 Implement an E-Commerce strategy based on a given end user requirement or specification.



Session Activities

Session 1 LO1

Topic: Impact of E-Commerce on business

Sample activities:

● Lecture: Discussion of the impact of E-Commerce on business.

● Presentation: Find a YouTube case study of an organisation that uses E-Commerce and the impact that it has made.

● Class discussion: The impact of E-Commerce for customers. Look at customer expectations – raised expectations for a quick and efficient service (e.g. timely responses to customer communications, quick delivery of the product or service, accurate information, reduced pricing for the product/service, greater choice).

Session 2 LO1

Topic: Benefits of E-Commerce on business

Sample activities:

● Lecture: Discussion of the benefits of E-Commerce for a business and for a consumer.

● Guest speaker: Introduce a speaker that can relay E-Commerce experience from either a business or customer perspective, discussing the benefits of having and/or using an online provision.

● Activity: Students design a questionnaire or online poll discussing E-Commerce and the impact it has on individuals.

Session 3 LO1

Topic: Drawbacks of E-Commerce on business

Sample activities:

● Lecture: Introduction of the drawbacks of E-Commerce on business. Look at areas such as visibility, security issues and threats, down-time, high set up and maintenance costs, need to employ a technician or web-based administrator to manage the provision.

● Activity: Students undertake research on the security risks and implications of having an E-Commerce provision.



Session Activities

Session 4 LO1

Topic: Workshop and in-class assignment support

Sample activities:

● Opportunity for students to undertake research within a supervised environment.

Session 5 LO2

Topic: E-Commerce technologies – web architecture

Sample activities:

● Lecture and in-class discussion: Web architecture – identify the components (e.g. server-side scripting, client/server/script interaction, operation of server-side web applications and how to access data on a web server).

● Activity: Students to find examples of dynamic web pages, consistent navigational menu on all pages, browser cookies and evidence of embedding animation and video content in web pages, adding interactivity with plug-ins.

Session 6 LO2

Topic: E-Commerce hardware and software

Sample activities:

● Lecture: Introduction of hardware and software requirements for setting up an E-Commerce site – provide an overview of web servers, browsers, server software, web authoring tools, database systems, shopping cart software, scripting software, browser and platform compatibility.

● Activity: Students investigate and provide a summary of networking technology, including TCP/IP addresses, ports and protocols, domain names, multiple registration of domains (.com as well as .co.uk); setting up a server directory structure and deploying access configuration/security.



Session Activities

Session 7 LO2

Topic: Database technology

Sample activities:

● Lecture: Database technology, including uses and processes (e.g. database-driven web pages, opening a connection to a database, storing data captured from forms, performing dynamic queries on the database, generating a web page response which displays the results of a query).

● Activity: Students produce a guide on the uses and processes of database technology. The guide should include examples of database-driven web pages and ‘how to’ on opening a connection to a database, storing data captured from forms, performing dynamic queries on a database and generating a web page response which displays the results of a query.

Session 8 LO2


Sample activities:


Session 9 LO2

Topic: Communication technology and data transmission

Sample activities:

● Lecture: Features of data transmission, looking at download speeds, transfer rates and bandwidth required for given applications (e.g. text, graphics, video, speech).

● Group discussion of communication technology in terms of uses (e.g. email support, forum and search engine optimisation).

Session 10 LO3

Topic: E-Commerce design considerations

Sample activities:

● Lecture: Discussion of the considerations when designing an E-Commerce website, in terms of hardware and software, design and development, costs and resources, security, maintenance, customer online support and logistics.

● Activity: Students undertake research on hardware and software requirements, costs and resources, security considerations, maintenance, customer online support and logistics for their own E-Commerce website design.



Session Activities

Session 11 LO3

Topic: Strategies for E-Commerce design

Sample activities:

● Lecture: Strategies to be considered when designing an E-Commerce website.

● Activity: Students to find information and examples of internet strategy, marketing strategy and supply chain strategy.

Session 12 LO3

Topic: Marketing strategies

Sample activities:

● Lecture: Introduction to different marketing strategies.

● Activity: Students research different methods, in terms of targeting market segments and interest groups, developing electronic ‘web-communities’.

● Group discussion of promotion strategies to target specific market segments. Discuss search engine optimisation and e-marketing software.

Session 13 LO3


Sample activities:


Session 14 LO3

Topic: Electronic payment methods

Sample activities:

● Lecture and presentation: Introduction to electronic payment methods.

● Activity: Students provide a comparative analysis on different electronic payment types to further their understanding of online transaction processing (e.g. commercial off the shelf software (COTS) and other payment systems such as PayPal and WorldPay).



Session Activities

Session 15 LO4

Topic: E-Commerce implementation

Sample activities:

● Lecture and in-class discussion: The tools and applications available for E-Commerce site implementation.

● Practical session: Students given time to implement their E-Commerce strategy.

Session 16 LO4

Topic: Evaluation techniques

Sample activities:

● Lecture: Overview of SWOT analysis.

● Practical activity: Students produce a SWOT analysis for their E-Commerce website.

Session 17 LO4

Topic: Strategy justification

Sample activities:

● Class discussion and guidance on the different strategies that have been used and how they meet the design requirements for LO3.

● Activity: Students to justify the type of strategy that they have selected (e.g. marketing, supply chain, payment based) for their E-Commerce site.

Session 18 LO4


Sample activities:


Session 19 LO4

Topic: Implementation observations

Sample activities:

● Students demonstrate their E-Commerce website implementation. Observation sheets can be used to assess the success of the implementation.



Session Activities

Session 20 LO4

Topic: Workshop – unit consolidation and feedback

Sample activities:

● Informal workshop: Consolidate and final tasks that need completing for assignments.

● Provide unit feedback forms for completion.

● Provide feedback on assignments submitted.


Unit 46: Social Media Practice


Scheme of Work

Programme Title:


Unit Title: Social Media Practice Tutor:


Year:


1 Assessment

2 Assessment

3 Assessment

4

LO1 Explain the key concepts and features of social media in different creative media practices

LO2 Discuss the uses of social media and their impact on market and audience

LO3 Develop a social media strategy for a creative media organisation, based on client need, market and user research

LO4 Present a social media plan for a creative media production organisation



Session Activities

Session 1 LO1


Sub-topic(s): Subject overview, Learning Outcomes, Assessment Criteria

Sample activities:

● Tutor presentation of unit, overall topics and introduction

● Group exploration of examples and precedents, with discussion

● Student-led discussion of unit Learning Outcomes and Assessment Criteria.

Session 2 LO1

Topic: Social media concepts

Sub-topic(s): Interactivity, user-generated, profiles, community, drivers and influences

Sample activities:

● Student-led show and tell of their own social media profiles and discussion of social interaction online

● Lecture on concepts of digital social interaction

● Seminar discussing drivers and influences using case studies of powerful drivers and influences.

Session 3 LO1

Topic: Media environments

Sub-topic(s): Technologies, globalisation, interactive/reactive, user- generated content, social networking, culture and society

Sample activities:

● Student-led group presentation reviewing technologies available and sharing with the class

● Case study review of inventive user-generated content on different platforms

● Group exercise mapping traits of technology and social networking with wider culture and society.



Session Activities

Session 4 LO1

Topic: Marketing/advertising

Sub-topic(s): Online and citizen journalism

Sample activities:

● Seminar on citizen journalism, discussing participation and democratisation of media through social means

● Practical workshop where students create and edit own journalism of important topics for the day and share these using social media.

Session 5 LO1

Topic: Social gaming

Sub-topic(s): Interaction through games

Sample activities:

● Seminar discussing the history of social media gaming, the differences between social media games and traditional gaming

● Practical exercise deconstructing the features specific to social media gaming with small groups working on distinct categories.

Session 6 LO1

Topic: Professional social media roles

Sub-topic(s): Content manager, strategist, community manager, blogger

Sample activities:

● Guest speaker from industry discusses their role as strategist and content manager

● Student-led discussion introducing case studies of social media roles.

Session 7 LO1–LO4

Topic: Assignment briefing

Sub-topic(s): Assignment, submission requirements

Sample activities:

● Tutor introduction to the assignment and submission requirements

● Student-led discussion of the assignment requirements in relation to Learning Outcomes and Assessment Criteria.



Session Activities

Session 8 LO2

Topic: Individual social media (1)

Sub-topic(s): Networking and personal objectives

Sample activities:

● Lecture reviewing case studies of different types of social media individuals, their needs and objectives within the social media environment

● Practical group task defining types of user and their objectives.

Session 9 LO2

Topic: Individual social media (2)

Sub-topic(s): Entertainment, social interaction, recommendations between consumers, blogging

Sample activities:

● Seminar deconstructing entertainment, social interaction, consumer recommendations and blogging use

● Practical group exercise designing social media opportunities that would sit within entertainment and recommendations sphere.

Session 10 LO2

Topic: Organisation social media (1)

Sub-topic(s): Enterprise 2.0, corporate social media

Sample activities:

● Guest speaker to discuss their use of social media for brand building, introducing and discussing campaigns

● Q&A on company cultures and social media network positioning.

Session 11 LO2

Topic: Organisation social media (2)

Sub-topic(s): Social media engagement, communication and advertising

Sample activities:

● Lecture on social media customer service and values

● Practical group exercise mindmapping opportunities for internal and external communications, contents and platforms.



Session Activities

Session 12 LO1–LO4


Sample activities:

● Students to present work-in-progress related to assignment

● Tutor and peer feedback.

Session 13 LO3

Topic: Social media strategies

Sub-topic(s): Market research and competitor analysis, aims and objectives

Sample activities:

● Lecture on research strategies, competitor analysis methods and building on data

● Practical exercise with individuals conducting guided market research.

Session 14 LO3

Topic: Content

Sub-topic(s): Content strategies and content management

Sample activities:

● Demonstration of how to create cross-platform content

● Practical workshop generating draft content for cross-platform usage.

Session 15 LO3

Topic: Conversion

Sub-topic(s): Conversion and shared assets

Sample activities:

● Seminar on convergence and cross-platform content management

● Demonstration of how to structure and schedule a social media campaign

● Practical workshop scheduling media delivery using applications.



Session Activities

Session 16 LO4

Topic: Plan

Sub-topic(s): Aims, objectives, content, scheduling, user engagement

Sample activities:

● Lecture on case study review of social media marketing portfolios looking for best practice

● Practical workshop producing social media content and compiling portfolios.

Session 17 LO4

Topic: Analytics

Sub-topic(s): Process, sources, searching, modelling, insights, metrics, customers

Sample activities:

● Guest speaker from social media company outlines process for analytics for different types of social media content and platforms

● Practical workshop collecting and reviewing data with feedback to class of findings.

Session 18 LO4

Topic: Market testing

Sub-topic(s): Focus groups, interviews, questionnaires

Sample activities:

● Demonstration of how to create efficient market testing materials

● Practical workshop designing market testing materials

● Student-led workshop collecting data from others in class.


Topic: Critique

Sub-topic(s): Group critique

Sample activities:

● Student-led presentation of own development outcomes

● Q&A discussion with studio group.



Session Activities


Topic: Final submission and review

Sample activities:

● Students to submit work for final assessment

● Student-led discussion of unit topics, assignment and reflection on how unit contributes towards future development.


Unit 47: Business Intelligence


Scheme of Work

Programme Title:


Unit Title: Business Intelligence Tutor:


Year:


1 Assessment

2 Assessment

3 Assessment

4

LO1 Discuss business processes and the mechanisms used to support business decision-making

LO2 Compare the tools and technologies associated with business intelligence functionality

LO3 Demonstrate the use of business intelligence tools and technologies

LO4 Discuss the impact of business intelligence tools and technologies for effective decision-making purposes and the legal/regulatory context in which they are used



Session Activities

Session 1 LO1

Topic: Business processes

Sample activities:

● Discussion and presentation on data input and capture, data processing/conversion and information output (I/O diagram).

● Lecture and general introduction to business process modelling.

● Practical activity: Students to produce an (I/O) for a given scenario.

Session 2 LO1

Topic: Data types

Sample activities:

● Lecture introducing students to different data types: unstructured and semi-structured.

● Group activity: Students to produce a table of examples for unstructured and semi-structured data.


Session 3 LO1

Topic: Mechanisms to support business processes

Sample activities:

● Lecture introducing the mechanisms used to support business processes such as applications software, for example: spreadsheets, database, presentation, graphics, desk-top publishing and word processing.

● Practical activity researching the role of business processes within an organisation and their function at different levels.

Session 4 LO1

Topic: Workshop and in class assignment support

Sample activities:


Session 5 LO2

Topic: Business Intelligence systems and technologies

Sample activities:

● Lecture introducing the systems and technologies associated with business intelligence functionality.

● Guest speaker: Invite a guest speaker to discuss business system functionality within their organisation.



Session Activities

Session 6 LO2

Topic: Business decision support

Sample activities:

● Lecture introducing students to the type of support for business decisions at operational tactical and strategic levels within an organisation.

● Student activity: Students to find examples of business decisions that are made within an organisation at the operational, tactical and strategic levels.

● Class discussion and feedback: Following the activity, class to discuss their examples. Operational decision examples could include product positioning or pricing. Tactical decisions could include financial outlays to gain competitive advantage. Strategic business decisions could include priorities, goals setting, forecasting for the future and global diversification.

Session 7 LO2

Topic: Business intelligence functionality

Sample activities:

● Lecture on business intelligence functionality: analysing data, decision-making, problem solving and designing more intuitive/innovative systems.

Session 8 LO2

Topic: Decision support systems

Sample activities:

● Lecture on the history and development of decision support systems (DSS).

● Discussion on how business intelligence has evolved from technologies such as decision support systems (DSS) to include tools and methods associated with data mining, data integration, data quality and data warehousing in conjunction with other information management systems and applications.

● Practical activity: Students to find examples of transaction processing systems, management information systems, decision support systems and expert systems.

Session 9 LO2


Sample activities:




Session Activities

Session 10 LO3

Topic: Business intelligence tools and techniques

Sample activities:

● Lecture and presentation on the tools and techniques that support business intelligence.

● Presentation introducing students to descriptive and predictive analysis, predictive modelling (e.g. forecasting and the use of statistical models to predict and identify trends).

● Practical activity: Students to find examples of how data mining techniques can be used to find anomalies, cluster patterns and/or relationships between data sets.

Session 11 LO3

Topic: Business intelligence solutions

Sample activities:

● Lecture providing an understanding of how business intelligence can address organisational problems and provide solutions.

● Discussion on business intelligence solutions, to support a business process (e.g. end user requirement, systems requirement, an application) to automate procedures.

● Practical activity: Students to start designs on a tool, program or package to perform a specific task/provide a solution to a given problem.

Session 12 LO3

Topic: Business intelligence design

Sample activities:

● Lecture and discussion to support the practical activity: Identify uses for the design (e.g. designing an application to solve a specific user need or system requirement).

● Visual demonstration of business intelligence solution (e.g. an e-commerce function for a website) to support a specific business process. Design a program for a specific end user that will support another application or process.



Session Activities

Session 13 LO3

Topic: Customising business intelligence designs

Sample activities:

● Lecture and support for the practical activity identify design considerations: addressing a user or system requirement; designing a user-friendly and functional interface; considering user engagement and interaction with the designed solution; customisation of the solution to satisfy the user and system requirements.

● Presentation on how to customise business intelligence solutions/designs.

● Group discussion on the ways in which customisation has been integrated into individual designs.

Session 14 LO3

Topic: Workshop and in class Assignment support

Sample activities:


Session 15 LO4

Topic: Evaluating business intelligence tools

Sample activities:

● Lecture evaluating the impact of business intelligence tools and techniques.

● Practical activity: Students to produce an evaluation as to whether business intelligence tools are effective for decision making purposes.

Session 16 LO4

Topic: Business intelligence and effective decision making

Sample activities:

● Guest speaker: Invite a guest speaker from the college to talk about how business intelligence tools can be used to support effective decision-making (e.g. student enrolment process, resource and timetabling etc.).

● Practical activity: Students to produce an evaluation of the talk in terms of how these tools support functional departments in their decision making process. Produce a set of recommendations which could be presented to the class and representatives from the college that business intelligence applies to.



Session Activities

Session 17 LO4

Topic: Evaluation criteria

Sample activities:

● Lecture examining evaluation criteria. Look at how systems and/or operations could be more efficient, faster, or more user friendly.

● Discussion reviewing how success could be measured in terms of increased productivity, extending to a wider target audience, being more competitive or profitable or having an improved customer service.

Session 18 LO4


Sample activities:


Session 19 LO4


Sample activities:

● Practical activity: Students to research real-life examples of an organisation meeting one or more of the evaluation criteria due to the design and use of business intelligence tools.

● Presentation: Students to feedback their findings to the class and share good practice.

Session 20 LO4

Topic: Workshop unit consolidation and feedback

● Informal workshop to consolidate and finalise tasks that need completing for assignments. Provide unit feedback forms for completion. Provide feedback on assignments submitted.


Unit 48: Consumer and Intellectual Property Law


Scheme of Work

Programme Title:


Unit Title: Consumer and Intellectual Property Law Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Analyse the main principles affecting the legal relationship between organisations and their consumers

LO2 Examine the legal rules on consumer credit agreements

LO3 Evaluate the key provisions relating to intellectual property rights.

LO4 Recommend appropriate legal solutions based upon relevant legislation, case law and regulations.



Session Activities

Session 1 LO1

Topic(s):

● Introduction to the framework of the Unit.

● Redefinition of contractual obligations – principle sources of law – terms of a contract.

Sample activities:

● Q and A activity – Unit content and assessment

● Research and discussion activity – Students research the Consumer Contracts (Information, Cancellation and Additional Charges) Regulations 2013 to discussed what are the requirements/information for businesses to know before the contract is made when providing certain information to consumers when buying goods, services or digital content

● Student group activity – Divide into groups to consider different types of contract. Students use copies of contracts they have entered into – e.g. – mobile phone – lease agreement. Identify what you consider are the key terms.

Session 2 LO1

Topic(s):

● Terms of a contract – express and implied terms – how terms may be implied – the courts and statutory terms.

Sample activities:

● Students research examples from legislation to consider and discuss how the imposition of terms impacts on the business environment.

● Students present their feedback and examples and discuss in small groups



Session Activities

Session 3 LO1

Topic(s):

● Exclusion clauses

● Definition of an exclusion clause

● Definition of incorporation and construction

● Unfair Contract Terns Act 1977 (Consumer Rights Act 2015) statutory control

● The impact of – Unfair Terms in Consumer Contracts Regulations 1999.

Sample activities:

● Case review activity – students are given cases to review and discuss as examples for different types of exclusion clauses.

Case study activity

● David has entered into a contract with Modkitchens Ltd to fit out a new kitchen in his home. David signed Modkitchens standard form contract. Some weeks after Modkitchens had finished the kitchen David noticed that cracks were appearing on the kitchen surfaces and that the kitchen doors had expanded and were not closing. David contacted Modkitchens who have pointed out a clause in the contract David signed which states’ Modkitchen’s do not accept any liability for defects which occur after fitting’

● In small groups students prepare advice for David and present resolutions.



Session Activities

Session 4 LO1

Topic(s): Consumer Legislation

● Consumer Rights Act 2015 – s9 (1) (2) (3), s10, s11.

● Remedies – s19 – 24 – common law and equitable remedies

Sample activities:

● Brainstorm activity – What is a sale by description?

● Discussion activity – What are the key factors for determining whether good are of satisfactory quality? Students to research and present feedback and discuss.

● Research activity –Different types of remedies and look at what remedies are available to a dissatisfied consumer?

● Students provided with different scenarios to resolve and provide remedies.

Session 5 LO1

Topic(s): Consumer Rights Act

● Digital content – Chapter 3

● Remedies for digital content

● Sale and Supply of Goods to Consumer Regulations 2002 –guarantees –

● Consumer Protection from Unfair Trading Regulations 2008.

● Digital content – Consumer Rights Act 2015.

● Data Protection Act 2018

Sample activities:

● Students brainstorm and explain what digital content means.

● Research the Consumer Rights Act – Chapter 3 in preparation for a discussion activity.

● Discussion activity – What are the principal obligations a digital provider must satisfy?

● Research activity – students research data protection legislation and present back in small groups the principle provisions of the Date Protection Act.



Session Activities

Session 6 LO1

Topic(s): Product Liability

● Negligence – Donoghue v Stevenson

● Foundations of product liability – Consumer Protection Act 1987 s2(1) s2(2) s3(1) s3(2) – defences s4.

Sample activities:

● Review activity – students review cases and outcomes to discuss liability and negligence.

● Case study activity -

● Why is it preferable to bring an action under the Consumer Protection Act rather than common law negligence?

● Alex, his brother John and his son Roy aged eight, went on a trip to the seaside. They took an inflatable boat still in its box, which Alex had purchased from a supermarket. The boat had need manufactured in France by Bataeux SA. Painted on the side of the boat were the words ‘’Tiny Tot Boat’’. There were no instructions inside the box, but on the outside of the box were the words ’’Suitable only for children aged 8 and under: do NOT use on the sea’’. When Alex bought the boat, the sticky price label had been placed over the word sea. At the seaside John climbed into the boat and pushed off out to sea. When he was some distance out , the boat burst and John hit his head on a rock, causing himself serious head injuries. It has now been established that the boat did not comply with the Toy Boats (Construction and Use) Regulations 2014 in that the rubber was not of the required strength.

● Student activity to prepare advice for John and present.



Session Activities

Session 7 LO2

Topic(s):

● Consumer Credit Act 1974 – Consumer Credit Act 2006 – overview and effect of regulations ( EU directives)

● Pre – contractual information

● Regulated Consumer Credit Agreements – types of and definitions – credit agreements – s9, s10, s11, s12-13.

Sample activities:

● Research activity – students to find out what are the different types of consumer credit agreements. How are they regulated and how are they defined? What pre – contract information is required?

● Present and provide examples of the sort of credit agreements the act covers.

● Brainstorm different pre-contractual information required

Session 8 LO2

Topic(s): Consumer Rights and Obligations

● Consumer hire agreements

● Hire purchase – preliminary issues – finance companies –

● Prescribed form of credit or hire agreements – rights and obligations

Sample activities:

● Students review key consumer rights and obligations using a range of given examples.

● What are the features of a hire purchase agreement?

● What are the obligations on a hire purchase lender/hirer?

● Brainstorm activity – What obligations are placed on borrower/hirer of goods?



Session Activities

Session 9 LO2

Topic(s): Licensed agreements

● Formation of the agreement – licencing – bodies affected – advertising – canvassing – quotations – creditworthiness – disclosure.

● Pre – contractual information – formal requirements – borrowers right to cancel.

Sample activities:

● Students explain the requirement of licencing.

● Brainstorm activity – What pre – contractual information must be supplied.

● Discussion activity – What is an assessment of creditworthiness and the obligation to disclose?

● Pair work activity – students research and explain the law relating to canvassing and advertising credit.

Session 10 LO2

Topic(s): Matters arising during the contract

● Additional information – credit intermediaries – early payments – variation of agreements – liability of the lender for the Supplier’s default – liability for loss or misuse of credit cards.

Sample activities:

● Student research activity to investigate the regulations relating to early payment.

● Given a range different scenarios to identify the sellers liability if they default, the borrowers liability of loss or misuse of a credit card

Session 11

Topic(s): Review of student progress and assignment checks

Sample activities:

● Brief tutor-led overview of assessment requirements

● Open Q&A activity to address general questions and concerns





Session Activities

Session 12 LO2

Topic(s): Default and Termination

● Default notices – restrictions and remedies for default

● Judicial control

● Enforcement notices – return orders – unfair credit arrangements – interest on trade debts.

Sample activities:

● Brainstorm activity – What procedures must be followed if the borrower defaults?

● Research and feedback activity – What is the nature of judicial control over credit agreements?

● Pair work – Investigation activity to explain what factors will lead to a ruling of an unfair credit arrangement.

Session 13 LO3

Topic(s): Intellectual Property Reform Act 2014

● What is intellectual property – themes – nature of intellectual property

● Types of intellectual property – patents – copyright – trademarks – designs – data protection.

Sample activities:

● Discussion activity – students investigate and explain the notion of intellectual property

● Pair work – students examines different types of intellectual property and present examples of each.

● Discuss activity – the nature of patents, copyright and design.



Session Activities

Session 14 LO3

Topic(s): Patents

● The background – reforms to the 1977 Act

● Requirements for patentability – infringement – defences and remedies – European dimension.

Sample activities:

● Research and presentation activity – What are the principal requirements for patentability?

● Students given different examples of ideas to identify which would be patentable or not. If not why?

● Brainstorm activity – the benefits of getting a patent

● Investigate and discussion activity – What defences are available for an allegation for a breach of patent? What remedies are available for a breach of a patent?

Session 15 LO3

Topic(s): Trade mark

● Background and prior law – registrable trademarks – registration –

● Requirements for – procedure – defences – remedies.

Sample activities:

● Students research in small groups examples of trademarks to discuss what is a trade mark and how would you go about registering such a mark?

● Cases/scenario activity to identify which examples are a breach of trademark and examine what defences are available for an allegation of a breach of a trade mark?

● Brainstorm activity – What are the principle remedies for an infringement of a trade mark?



Session Activities

Session 16 LO3

Topic(s): Design law

● What is a design?

● Design right and copyright – ownership – E U directives.

● Design right – subsistence of a right – ownership infringement – defence to infringement – passing off.

Sample activities:

● Students investigate the legal meaning of a design researching different examples.

● Using innovative and interesting examples student present how you may protect your design

● Brainstorm activity – What defences are available for an allegation of an infringement of a design?

● Multiple Choice quiz – What is copyright and how might you protect your work? What passing off entails.

● Q and A activity -How might a design right subsist?

Session 17 LO4

Topic(s): Resolution of disputes

● Reconsideration of remedies – interlocutory injunctions – injunctions – damages – specific performance.

Sample activities:

● With reference to American Cyanamid Co v Ethicon Ltd 1975 students explain the nature of an interlocutory injunction.

● Research and discuss the principle remedies for an infringement of an intellectual property right.

Session 18 LO4

Topic(s): Enforcing rights

● Civil court procedure – referrals to arbitration – nature of arbitration.

Sample activities:

● Brainstorm activity – to outline the steps you need to take to bring a claim in court.

● Research and discussion activity – What is arbitration and what are the principle advantages to a case being heard by an arbiter?

● Pair work activity – students draft an arbitration clause.



Session Activities

Session 19 LO1-LO4


Sample activities:




● Individual student questions

● Preparation for final assessment.

Session 20 LO1-LO4


Sample activities:







Unit 49: Company Law and Corporate Governance


Scheme of Work

Programme Title:


Unit Title: Consumer and Intellectual Property Law Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Evaluate the nature and legal status of companies

LO2 Assess the importance of meetings and resolutions in corporate management

LO3 Analyse the process of raising and maintaining capital for a company

LO4 Evaluate the role and impact of corporate governance in the management of companies.



Session Activities

Session 1

Topic(s): Introduction to the Unit and revision of Unit 7.

● Introduction to the unit and assessment

● Discussion of the principles of English law from Unit 7 – sources of law and case research.

Sample activities:

● Discussion of key elements of key areas of the English Legal System in preparation for the unit.

● Q and A activity based on the unit and assessment

Session 2 LO1

Topic(s): Different forms of Business Organisation in the UK – comparative analysis.

Sample activities:

● Research activity – Students in pairs research examples of each type of different type of legal status and present to the group.

● Brainstorm the key characteristics

● Students given different examples of a viable business plan to consider what would be the most appropriate type of business organisation.

● Brainstorm activity – the concept of the corporate personality.



Session Activities

Session 3 LO1

Topic(s): The concept of the corporate personality

● Legal Personality – origins of the registered company – Salomon v Salomon & Co Ltd 1897 – Lee’s v Lee Air Farms 1961. Lifting the veil of incorporation.

Sample activities:

● Q and A activity – to explain the notion of legal personality. Consider the advantages and the disadvantages to legal personality.

● Discussion Exercise:

● X plc has granted a licence to its wholly owned subsidiary Z Ltd to manufacture health products. Owing to a fault in production a considerable number of consumers were harmed by the product. Such are the number of claims that Z Ltd has gone into liquidation. Can the consumers sue X plc?

● Case study and review feedback:

● Students to consider the case of Prest v Pretrodel 2013. Does this case alter how the courts should approach veil lifting?

Session 4 LO1

Topic(s): Promoters and pre – incorporation contracts.

Sample activities:

● Brainstorm activity – What is a promoter?

● Problem solving case study:

● Alex and David are in partnership as plumbers. They are successful and have just secured a contract to re-plumb a number of schools in the area where they live. They have been advised to set up a company. Alex orders computer equipment from Computech Ltd costing £10.000 . Alex tells them that the company will pay when it comes into existence. David sold the lease he had on business premises to the company for £50,000. He failed to inform Alex of his interest. It transpired that Alex and David had overstretched themselves and the company became insolvent. A liquidator was appointed and seeks your advice on the liability of Alex and David’s transactions.



Session Activities

Session 5 LO1

Topic(s): Registering a company – ‘buying off the shelf’ – public and private companies – the memorandum and articles of association

Sample activities:

● Research activity- students research the nature and significance of the articles of association. Feedback discussion.

● Brainstorm activity – How would a company go about changing the articles of association?

● Q and A activity – What are shareholder agreements and why would a shareholder wish to use a shareholders agreement?

Session 6 LO1

● Topic(s) : The Memorandum of Association – ultra vires doctrine – reform of – transactions – agency.

● Definition of Memorandum of Association

● Articles of Association

● Doctrine of Ultra Vires

Sample activities:

● Research activity – group work to research the definition of memorandum of association and the history behind it, Companies Act 2006 – followed by Q and A activity,

● Pair work case study exercise:

● The articles of association of Rentacar Ltd state that any transactions over £5000 must be approved by the board of directors. Amos is a director and although not officially appointed he acts as Managing Director, a status of which the other directors are aware. Amos entered into a transaction with Urban Bank to take out a loan of £ 20,000 to finance the purchase of electric cars. Amos has also entered into an agreement with Electra Ltd to purchase two cars.

● The board of directors of Rentacar Ltd wish to know whether they are liable for these transactions.

● Students feedback responses.



Session Activities

Session 7 LO2 – LO4

Topic(s): Corporate management

● Definition of corporate management

● Different roles and responsibilities

● Appointment and role of directors.

● S170 – 178 Companies Act 2006

Sample activities:

● Brainstorm activity – What is corporate management and the roles and responsibilities of corporate management

● Exercise – students to draft a’ user friendly’ explanation of directors duties aimed at those who have recently been appointed directors.

Session 8 LO2

Topic(s): Meetings and resolutions – Board meetings.

● Shares and Shareholders – issue of shares – types of shares – class rights.

Sample activities:

● Brainstorm activity – different types of meetings and their respective periods of notice.

● Discussion activity – different types of resolution, students review scenarios and provide a resolution e.g. for a change to the articles of association or the removal of a director.

● Research activity to examine and explain the following;

o Allotment of shares

o The different classes of share and the significance of the class of shares

o Pre-emption rights and the purpose of such a right.

Session 9


Sample activities:







Session Activities

Session 10 LO2

Topic(s): Shareholders rights

● The proper plaintiff (claimant) rule – Foss v Harbottle – types of action – exceptions – statutory derivative action- unfairly prejudicial conduct. S122.

Sample activities:

● Case review activity and feedback – the rule and rational for the rule laid down in Foss v Harbottle 1843

Case study Exercise and discussion:

● Alex is a minority shareholder in Z Ltd. He seeks your advice on how to proceed in the following scenarios:

● The directors of the company are planning to appropriate business they have obtained to another company controlled by them.

● Alex purchased shares in Z ltd on the understanding that he would have a role in managing the company. In recent times he has been excluded from management decisions.

● Eric and Ernie are brothers and they set up as a partnership in 1998 selling antiques and oriental carpets. The business prospered and on the advice of their accountant they formed a company in 2005. Eric brought his son into the company in 2017 and he was allocated 25% of the company’s shares the remainder being held equally by Eric and Ernie. Since which time relations have deteriorated between the brothers. Eric and his son have often taken management decisions without Ernie’s participation. Ernie has reached the age of 65 and in the light of his poor relationship with Eric wishes to wind the company up and realise his assets.

● Advise Ernie.



Session Activities

Session 11 LO3

Topic(s): Companies, capital market and market abuse.

Sample activities:

● Research activity – what a prospectus is and outline what must be included.

● Brainstorm activity – different types of market abuse.

● Q and A activity – What criminal liability exists to deal with market abuse?

Case study review and discussion:

● Larry is the company secretary of Z Ltd. He learnt at a board meeting that Y Ltd had made an approach to discuss the takeover of Z Ltd. Larry phoned up his friend and advised him to buy shares in Z Ltd. Consider whether if insider dealing has taken place.

● David is a financial journalist for a daily newspaper which has a wide circulation. In an article for the paper David devoted a lot of time to raising considerable doubts about the viability of a building society. Shares of the building society dropped and David bought a tranche of their shares. In fact the allegations David had made were groundless and easily rebutted. David then sold his shares making a substantial profit.

● Students to consider whether this might be regarded as market manipulation.



Session Activities

Session 12 LO3

Topic(s): Raising capital

● Share capital

● Maintenance of share capital

● Reduction of share capital

Sample activities:

● Brainstorm activity – how a company may raise capital

● Discussion activity – Why must a company maintain its capital. Why might a company wish to reduce its capita and how might it go about doing so?

● Research activity- students research some examples of unlawful distributions.

● Exercise – students to produce flowcharts for the procedures for the reduction of capital for both public and private companies

● Quiz activity – multiple choice questions to be completed related to capital.

Session 13 LO3

Topic(s): Financial assistance for the purpose for a company buying its own shares.

Sample activities:

● Discussion activity – Why is providing financial assistance unlawful?

● Students read the case of Brady v Brady 1989 to research the ‘principal purpose’ carve – out

● Discussion activity – Do carve-outs make sense for companies?

Session 14 LO3

Topic(s): Capital

● Loan capital and raising loan capital

● Critical analysis of – fixed and floating charges

● Debentures.

Sample activities:

● Research activity – students research and feedback. What is a debenture? What types of debenture exist?

● Explain the distinction between a fixed and a floating charge.



Session Activities

Session 15 LO4

Topic(s): Corporate Governance.

● Historical backdrop

● Corporate theories

● Globalisation.

Sample activities:

● Brainstorm activity – the notion(s) of corporate governance and basic principles.

● Research activity – to examine the history of corporate governance using the review of key examples of corporate failures and lessons learnt e.g. failure of Enron. Students feedback findings and examples.

● Stakeholder Analysis activity – to analyse examples in terms of stakeholder impact

● Students research different corporate theories e.g. reward, stakeholder and present findings.

Session 16 LO4

Topic(s): The UK’s notion of corporate governance

Sample activities:

● Students investigate how the UK approached corporate governance and present findings.

● Suggested points of discussion – Cadbury, Greenbury, Hampel, Higgs and Walker committees – Enron fallout – CLSGR – s172 Companies Act 2006 – 2008 financial meltdown – effects of.



Session Activities

Session 17 LO4

Topic(s): Corporate rescue

● company voluntary arrangements

● small company moratorium

● administration.

Sample activities:

● Research and presentation activity – the procedures for putting in place a Company Voluntary Arrangement.

● Brainstorm activity – why a small company moratorium may be thought necessary?

● Discussion activity – what are the principle purposes of administration?

● Case study scenario provided to examine the effects of administration on:

● the directors, employees, existing contracts and company property

● Students feedback their conclusions to company administration.

Session 18 LO4

Topic(s): Winding up and company dissolution.

● Types of winding up

● Role of the liquidator

● Distribution of assets.

Sample activities:

● Research activity- students examine different case study examples and feedback on the different types of winding up?

● Q and A activity – Students given a set of scenarios for liquidation and answer questions on what are the duties and obligations of the liquidator in each case?

● Presentation activity – to explain the statutory order of distribution and ranking of creditors.



Session Activities



Sample activities:








Sample activities:







Unit 50: Law of Contract and Tort


Scheme of Work

Programme Title:


Unit Title: Law of Contract and Tort Tutor:



1 Assessment

2 Assessment

3 Assessment

4

LO1 Examine the essential elements of a valid contract

LO2 Discuss how the contents and the terms of a contract are established

LO3 Illustrate the impact of contractual breakdown and suggest remedies available for breach

LO4 Evaluate the elements of the tort of negligence and remedies available.



Session Activities

Session 1

Introduction to the unit.

Revisiting English Legal System

Topic(s): Introduction to the unit’s content and unit assignment

● Divisions of Law, court structures and sources of law.

Sample activities:

● Q and A activity – Unit content and assessment

● Students recap/refresh learning from Unit 7 by discussing key sources of law.

● The nature of common law, legislation and European law.

Session 2 LO1

Topic(s): The Contract – a legal binding agreement – essential elements.

● Examine the essential elements of a valid contract

Sample activities:

● Group work – students brainstorm different types of contracts they have entered into and identify other types of contracts.

● Students review a range of examples of contracts and brainstorm the key elements of a contract.

● Students discuss and identify different types of contract.

Session 3 LO1

Topic(s): The elements of a contract focussing on offer/ invitation to treat and acceptance.

● The foundation of Contract Law.

Sample activities:

● Case review – Students should consider the effect of the case of Pharmaceutical Society of GB v Boots 1953 and Fisher v Bell 1960. Students discuss the impact of this case and the outcomes

● Case Review and discussion – Carlill v Carbolic Smoke Ball Co

● Students to identify key contractual elements in the case

● Q and A activity – How might advertising agents be affected by the ruling in Carlill v Carbolic Smoke Ball? Draft an advertisement avoiding the Carlill problem

● Discussion – If a person has made an offer how can they terminate the offer? Provide some illustrations.



Session Activities

Session 4 LO1

Topic(s): Acceptance and Consideration.

● Definitions and types of acceptance and consideration.

Sample activities:

● Brainstorm – terms of acceptance and consideration

● Students list the different ways we might accept an offer. Discussion activity – What sort of problems may arise when parties are negotiating

● Group feedback activity – Consider the following situation and advise

● In March 2018 the workforce of a company which had a FIFA licence to manufacture world cup football shirts were promised a bonus if they all worked hard and met performance targets. The workforce achieved the targets but their line manager has been informed that the workforce were under an existing obligation to hit the targets.

Session 5 LO2

Topic(s): Contractual terms and clauses.

● Focussing on expressed and implied terms – conditions and warranties.

Sample activities:

● Discussion activity – how the contents and the terms of a contract are established

● Students bring into class an example of a contract they have e.g. mobile phone contract or a lease agreement. Examine and identify what are the important clauses

● Feedback activity – examples of how terms may be implied into contracts

● Students produce a draft example of a condition and a warranty

● Q and A activity– Why do express terms arise? How do implied terms arise?

● In deciding whether or not the parties intended a statement to be a term of the contract, the courts are guided by various tests. What are they?



Session Activities

Session 6 LO2

Topic(s): Exclusion clauses

● What is an exclusion clause?

● Different types of exclusion clauses

Sample activities:

● Students identify where they might find examples of exclusion clauses on notices. Draft an example of an exclusion clause they might include on a contract for good and services

● Discussion- How might it be possible to ‘avoid’ the effect of an exclusion clause?

● Q and A activity – Is the exclusion clause a term of the contract?

Session 7 LO2

Topic(s): Consumer legislation and its effect on the contents of a contract

● What is a consumer contract

● What happens if you don't want to go ahead with the contract

● Unfair contract terms

● Breach of contract

Sample activities:

● Brainstorm – what is a consumer contract

● Students examine different types of consumer contracts and feedback on the elements of the contract in terms of the consumer

● Group activity – to review the Consumer Rights Act 2015. Feedback on the key obligations it places on a seller of goods and services.

https://www.businesscompanion.info/en/quick-guides/consumer-contracts#Whatisaconsumercontract

https://www.businesscompanion.info/en/quick-guides/consumer-contracts#Whathappensifyoudontwanttogoaheadwiththecontract

https://www.businesscompanion.info/en/quick-guides/consumer-contracts#Whathappensifyoudontwanttogoaheadwiththecontract

https://www.businesscompanion.info/en/quick-guides/consumer-contracts#Unfaircontractterms

https://www.businesscompanion.info/en/quick-guides/consumer-contracts#Breachofcontract



Session Activities

Session 8 LO2

Topic(s): Misrepresentation and Mistake

● Definition of an actionable misrepresentation

● The different types of misrepresentation

● Different types of mistake: common, mutual and unilateral

Sample activities:

● Students examine and discuss different contract law misrepresentation Cases

● Brainstorm activity – What is the definition of an actionable misrepresentation

● Group presentation activity – You have entered into a franchise on the basis of accounts supplied by the seller. It now transpires that the figures were incorrect. The seller is claiming that these were projected figures. What action can you take? Consider the law relating to misrepresentation.

Session 9


Sample activities:







Session Activities

Session 10 LO3

Topic(s): Topic(s): Focus on performance, partial performance, agreement

● Definition of performance

● Different types of performance

● Factors which may cause a breakdown – focus of frustration, mistake.

Sample activities:

● Discuss and review examples of different performance – substantial, partial etc

● Brainstorm activity – students list and brainstorm events which may lead to a contract being frustrated.

Case study review and feedback:

● You have entered into a contract with a Russian company to export goods. They have paid for the goods. However the UK government have just issued a list of trade sanctions which has meant it would be unlawful to trade with the Russian company. What steps should you take?

● Students to explain what clause they should include in a contract which covers potentially frustrating events.

Session 11 LO3

Topic(s): Focus on remedies – damages – remoteness of and quantum – injunctions, recission and specific performance.

● Definitions and examples

Sample activities:

● Quiz activity on different remedies in Law

● Case study review and Q and A feedback activity :

● In January Washit Ltd ordered five new washing machines from Engine Fix Ltd stating it is a matter of urgency that they arrive by the 1 July. The machines did not arrive until September which meant that Washit Ltd were unable to fulfil a lucrative contract with the local hospital. Washit Ltd are seeking to claim damages for the sum they lost due to the late delivery.

● Explain when the remedy of specific performance will be granted.

● What is an injunction? Give an example of when it might be appropriate.



Session Activities

Session 12 LO4

Topic(s): Focus on the essential elements – Duty of care – breach of duty – causation and remoteness

● Duty of Care – Basic principles

● Breach of Duty – The Standards of Care

Sample activities:

● Case review and discussion -Why is the case of Donoghue v Stevenson 1932 a land mark case?

● Students consider what relationships may give rise to a duty of care.

● Discussion activity – In assessing whether a duty of care is owed today what factors will a court consider?

● What factors will the court consider in deciding whether there has been a breach of duty?

Session 13 LO4

Topic(s): Focus on essential elements– causation and remoteness.

Sample activities:

● Research activity – Students in small groups research causation and remoteness and make presentations.

● Group work case examples and discussion activity:

● Harry was born prematurely and suffered from an oxygen deficiency. Due to the negligence of a doctor Harry was given excessive oxygen. Harry now suffers from deteriorating eyesight and may eventually go blind. Medical evidence showed that excessive oxygen was a cause of blindness but was not the only factor which caused blindness. Advise Harry.

● An old car was left on the council estate. It had been there for some years. Two 14 year old boys decided to repair the car. They managed to get the car started but in moving the car sustained injury when they collided with a car on the estate. The council are arguing that this was not foreseeable. Advise the council.



Session Activities

Session 14 LO4

Topic(s): The influence of the tort of negligence.

● Occupiers Liability Acts 1957 and 1984.

Sample activities:

● Students consider the following situations and assess liability.

● The Duchess of Sussex is a recently opened pub in London. It is owned by Everdrinks Ltd but is leased by Tom. Last March Edward fell down the stairs on his way to the lavatories. It was found that there was inadequate lighting and the stair rail was too short. Edward sustained serious injuries

● John is a plumber who was engaged to mend the glass washer. He was urged to complete the job as soon as possible. Anxious to complete the job he did not wear protective clothing. A jet of hot water spurted out badly scalding him

● Gladys a cleaner brought her 2 year old son onto he premises as sge could not afford child care. He slipped on some broken glass and suffered cuts

● Students may be divided into groups and feed back to the class.

Session 15 LO4

Topic(s): Focus: Defences to an action on negligence – contributory negligence – volenti non fit injuria – novus actus interveniens

Sample activities:

● Discuss activity to examine the different types of defences

● Investigation activity – students in small groups present different cases for each type of defence to discuss with the rest of the class

● Quiz activity to recap defences.



Session Activities

Session 16 LO4

Topic(s): Focus – The influence of the tort of negligence – Consumer Protection

Sample activities:

● Case study example – student present feedback.

● Orlando purchased an inflatable boat for his son from the local supermarket. It had been manufactured in France. On the box in small print was a notice that stated it was not safe to use in the sea and it was only suitable for 7 year olds or under. However when Orlando purchased the boat a sticky price label had been stuck over the notice. Orlando decided to try the boat out at the seaside. However when he was some way put in the sea the boat burst, Orlando hit a rock injuring his head. It has been discovered that the boat did not comply with the Toy Boats (Construction and Use) Regulations 2007.

● Students examine and discuss the principle provisions of the Consumer Protection Act. Why is it preferable to bring an action under this act rather than an action in negligence?

Session 17 LO4

Topic(s): Professional negligence (Pure Economic Loss)

● What does professional negligence mean?

● Examples of professional negligence

Sample activities:

● Students examine and discuss Hedley Byrne v Heller and cases which followed.

● Discussion activity – What are the elements that need to be proven to succeed in a claim for a negligent misstatement?



Session Activities

Session 18 LO4

Topic(s): Focus: Remedies in the tort of negligence.

Sample activities:

● Brainstorm activity – the different types of damages.

● Case pair work activity and feedback:

● Ken was a merchant banker in the city and was seriously injured in a train crash. At the material time he was aged 45 and earning £95, 000 p.a. Students in pairs assess what damages he will receive and feedback to the rest of the group.

● Julie was an acrobat. She was injured when the safety nets at a circus failed to break her fall. At the material time she was aged 34 and was finishing off her training to be a PE teacher. Her injuries are such that she will have limited working life. Students in pairs assess what damages she will receive and feedback.

● Students evaluate the elements of the tort of negligence and remedies available.

Session 19


Sample activities:






Session 20


Sample activities:






Rr310720 HNCD_BUSINESS_SOW_BOOKLET.DOCX.1–468/1

August 2020

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