Master Classes for Business Excellence

Transcription

1 Master Classes for Business Excellence Brussels, Belgium March - June 2014 Join our master class series and learn from senior, hands-on practitioners how to address the challenges of today s dynamic business environment. The Globally Networked Management School

2 Master Classes for Business Excellence The speed of economic and technological changes represents an increasing challenge in today s global business environment. The capability of businesses to address this dynamic landscape with innovative and effective solutions will determine their success in the market place. Learn from senior practitioners from around the globe the latest insights, developments and best practices on four hot topics shaping today s business landscape! 1. Best Practices in Sales Efficiency and Effectiveness 2. From Big Data to Customer Focused CRM 3. From Social Media to Social Business 4. Microfinance and SME banking - Successful International Models MsM taught me how to think globally. This knowledge has been a critical success factor in my ongoing projects and my career development. This unique institute, strongly contributed to my personal growth. Ms. Keti Nadirashvili, MBA Deputy Head of Financial Markets Department; Project Manager of Business Continuity / National Bank of Georgia

3 Best Practices in Sales Efficiency and Effectiveness 27 March 2014, hrs. Master class focus After completing this master class, you will have gained following skills: Building and managing a sales function: learn to use the latest practices such as predictive indicator based planning, integrated third-party channel management, etc. Using sales management components and templates: from capacity planning to compensation to balanced scorecard. Sales process planning and sales engagement: familiarization with permission-based sales, handling rejections, closing techniques. Master class approach Participants will work and learn together by reviewing examples of best practices from around the globe, tackling real-world business issues and reflecting on case studies and their own actions. Participants will acquire knowledge and skills through the analysis and discussion of actual actions. Student profile Instructor Sandy Vaci A Senior Adjunct Lecturer in MBA studies at the Maastricht School of Management and the Central European University. As a former international executive Vaci has worked in 50 countries across four continents, building and managing businesses for companies including Procter & Gamble, Cadbury International, Citibank Global Consumer Bank and the Royal Bank of Canada. For the master classes he draws on 33 years of business experience, during which he drove Citibank s CRM strategy and implementation in 26 countries, built Raiffeisen s SME banks in 11 markets, and developed, managed and integrated sales, channel and marketing functions in various industries and cultures. Vaci is the author of four books on best business practices and, in addition to his teaching activities, is active in board duties and advising companies around the world. His clients include, among others, Unilever, Morgan Stanley, TEVA, SAB Miller, Deutsche Telecom, Monsanto, Generali, NNG.com and the Small Business Banking Network. Managers and executives in Sales, Sales Support, Marketing, Channel management, as well as Business Unit Heads in all industries will benefit most from the course. The master class will also be relevant for functional department heads dealing with sales, as well as other areas which depend on sales results and activities.

4 MAASTRICHT SCHOOL OF MANAGEMENT MASTER CLASSES FOR BUSINESS EXCELLENCE From Big Data to Customer Focused CRM 17 April 2014, hrs. Master class focus After completing this master class, you will have gained following skills: Using big data capabilities to drive revenues from a customer-centric approach and through predictive modeling. CRM (Customer Relationship Management): building a business case, setting up platforms, optimizing functionalities. CRM enablers: latest segmentation practices, process mapping. CRM implementation: elements, steps, costs, watch-outs. Master class approach Instructor Sandy Vaci See Sandy Vaci s full profile in the master class Best Practices in Sales Efficiency and Effectiveness. Student profile Business Unit Heads, managers and executives in Marketing, Channels, IT, Operations, Analytics, New Developments, Sales as well as executives responsible for knowledge-driven business areas or CRM developments will benefit most from the course. HR Heads of companies using CRM and CEOs who are considering CRM investments will also find this master class useful. Participants will work and learn together by reviewing examples of best practices from around the globe, tackling real-world business issues and reflecting on case studies and their own actions. Participants will acquire knowledge and skills through the analysis and discussion of actual actions. The Globally Networked Management School

5 From Social Media to Social Business 8 May 2014, hrs. Master class focus After completing this master class, you will have gained following skills: Learning to use the latest and best practices from the social media landscape: digital channel management, implementing distributive and participative approaches. Integrating opportunities provided by social media into existing business models: from Innovation through Knowledge Management to Recruitment and Employee Branding and Superior Customer Service. Selecting the best uses of social media / social business applications for revenue boost and impact quantification. Master class approach Participants will work and learn together by reviewing examples of best practices from around the globe, tackling real-world business issues and reflecting on case studies and their own actions. Participants will acquire knowledge and skills through the analysis and discussion of actual actions. Instructor Bruno Bitter A communication and branding expert dual-based in Budapest and Berlin, with a keen interest in developing meaningful relationships between people, concepts, products and brands. Bitter is founder, CEO and Creative Director of Next Wave Europe, an insights-based, digitally focused brand and strategy agency which became Agency of the Year in 2012 boasting award-winning work for Nike Inc., L Oréal Paris, UPC and Universal Music. An alumnus of the Berlin School of Creative Leadership, ELTE Budapest and Utrecht University, Bitter s past teaching and speaking engagements include assignments at Corvinus University, Gabor Denes College, CEU Business School and MOME - Moholy-Nagy University of Art and Design. Instructor Sandy Vaci See Sandy Vaci s full profile in the master class Best Practices in Sales Efficiency and Effectiveness. Student profile Managers and executives in Marketing, Corporate Communication, New Channel Development, Alternative Delivery Networks, HR and CSR areas will benefit most from the course, as well as CEOs and Executives in innovation-focused companies in all industries.

6 MAASTRICHT SCHOOL OF MANAGEMENT MASTER CLASSES FOR BUSINESS EXCELLENCE Microfinance and SME Banking - Successful International Models 12 June 2014, hrs. Master class focus After completing this master class, you will have gained following skills: Microfinance and its special issues, managing its evolution into SME banking. SME banking: defining segments around the world, investigating most efficient business models in emerging and developed markets. MSME (Micro+SME) specific tools, tactics, strategies: segmentation models, acquisition and channel allocation, offer and pricing optimization, credit risk management, cost control. The power of alliances: targeting 360 SME needs with support from competitors, other industries, governments, NGOs. Instructor Sandy Vaci See Sandy Vaci s full profile in the master class Best Practices in Sales Efficiency and Effectiveness. Master class approach Participants will work and learn together by reviewing examples of best practices from around the globe, tackling real-world business issues, reflecting on case studies and on their own actions. Participants will acquire knowledge and skills through the analysis and discussion of actual actions. Student profile Managers and executives in the Financial Services sector, NGOs, government agencies or businesses who wish to reach entrepreneurs and start-up businesses (or who wish to develop joint initiatives with serviceproviders targeting the same segments) will benefit most from this course. The master class will also be relevant for SME Business Unit heads or Segment heads, managers and executives of Sales, Marketing, Product Development, Delivery Channels, Customer Service and HR.CRM investments will also find this master class useful. The Globally Networked Management School

7 Practical information Location and time All master classes will take place in Brussels. Maastricht University Campus Brussels Avenue de l Armée / Legerlaan Brussels, Belgium Master classes start at 9.30 am and end at 6.00 pm. Language of instruction All master classes are fully taught in English. Master class fees Number of Fee per master master classes class per person Company discounts: Companies sending 5 people or more, for any number of workshops: 5% discount on the above mentioned price. Companies sending 10 people or more, for any number of workshops: 10% discount on the above mentioned price. Application To attend the course we would recommend you have: three or more years of working experience at the level described in the student profile of the master class solid skills in the English language To apply for one or more master classes please fill in the MsM online application form at: More information For more information on the content of the master classes, please check our website or send an to admissions@msm.nl

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