MBA Evening

The tools for strategic analysis. Strategy and creation of value. Analysis of the industry, competitive advantage and competitors. The resources and skills essential ingredients of the strategy. The strategy of cost leadership and differentiation. The value chain and cost analysis. The system of assets and the value system. Entrepreneurship and innovation management.

From the Business Idea to the Business Model: during this seminar the theme of Business Idea and its articulation in Business Model is discussed. The distinctive features of a solid Business Idea are discussed and some managerial tools are presented to communicate the specificities of a Business Idea. Furthermore, the theme of the Business Model is studied in depth as a logic of creation and defense of value.

An effective marketing strategy requires a deep understanding of the mechanisms that regulate the perception of value for the customer. The course explores the processes related to the articulation of marketing plans in different contexts and environmental sectors. Market orientation; segmentation and positioning; product development; pricing and management of distribution policies. Integrated communication.

Service Management

The construction of a sales network. The selection and motivation of the sellers. Evaluating of sales projections. The management of the customer portfolio. The construction of the incentive system. The economic and financial assessments for the sales manager. Key accounting management.

Customer satisfaction customer retention. CRM and customer loyalty.

Value creation and definition of the structural characteristics of the operational system. Vertical integration and decentralization of production. The management of material flows, stocks and warehouses. The planning processes of production activities. The partnership with suppliers and supply networks. The internationalization of manufacturing activities. The location of the operational system in business strategy.

Procurement

The Cyber-Creativity and Innovation course focuses on the transformations that have occurred in our society determined by technological developments, which necessarily require generating innovative ideas. Taking inspiration from great thinkers of the past, the discussion will revolve around the theory underlying creative thinking mechanisms, to then get to a general model that can be used in practice, the DIMAI model (Drive, Information, Movement, Assessment, Implementation). Subsequently, the different stages of the DIMAI model shall be used for individual and group experiences, with applications on real cases. The course will end with a discussion on the social and organizational aspects of creativity.

The Optimal Financial Structure: one of the key elements of Corporate Finance, and is aimed at identifying the optimal financial structure of the company, or how much a company should borrow and which debt ratio maximizes its value.

In-depth perspective on emerging technologies and organizational strategies, necessary to investigate in the ever-changing digital age. Through a combination of theory and practice, participants will gain an deep understanding of the challenges and opportunities of digital transformation. Key topics such as implementation of new technologies, redefinition of business models, adoption of customer-centric approaches and integration of artificial intelligence will be examined. This course will equip participants with the required tools to lead businesses in digital transformation and to develop innovative strategies for success in the current business environment.

The evolution of innovation and entrepreneurship techniques

Techniques of cost management and cost modeling: from cutting costs to cost management. Strategic analysis of the costs: activities, costs and cost drivers. Strategic and operational activity-based Cost Management. The value of assets and profit potential: Cost and Value Alignment. Cost management in the Value System and the network. Target Costing and Process Cost Mapping. Analysis of the costs of unused capacity.

The workshop aims to illustrate the main tools used for the analysis of a company’s financial statements by way of reclassified ones and indexes.

The goal is to develop participants’ awareness of their own leadership style and boost some of their key skills to manage processes of change in risk situations with authority. The program is based on experiential learning: Participants alternate meetings which are aimed at doing tasks at different moments to observe their behavior, participants will benefit from the assistance of professionals and managers who have significant experience in leading groups and organizations to excellent results.

Project Management.

The strategies in a multi-local context. The definition of thepotentialandthescreeningof foreign markets.Theinput actions. The actionsof consolidation.The management and staffin overseas markets. Cross-cultural management. The managementof negotiations in a foreign context.

Innovation management in multi-local companies

The head-hunting market. The management of reputation. The paths of horizontal change. The paths of vertical change. Empowerment and self-empowerment. The management of professional negotiations.

Technology and Career Development: guidelines and successful experiences.

The team building experience as a training tool to enhance the relationship and trust for the purpose of good teamwork. The course contents analyze how people and groups interact within a company. The aim is to develop knowledge and tools to manage people in the workplace, in terms of quality such as good and psychological well-being.

Every year, our society uses the amount of resources that it takes planet Earth a year and a half to regenerate. This and other global, empirical evidence items bring the topic of sustainability at the center of the economic, political and social debate. Recent studies have shown the way in which a sustainability-oriented management approach adopted by certain companies leads to a medium-long term competitive advantage versus competitors, a success achieved also thanks to the ability to innovate the business model and introduce measuring tools to monitor and manage at best the value creation process. The aim of the course is to start a debate on the possible ways to introduce sustainability policies and practices for companies. In particular, by way of case-studies and traditional lectures, the course will deal with three main topics:

• Business sustainability and triple bottomline
• Sustainability-oriented innovation
• Green business models

The course teaches how  to formulate a plan to launch a new business, whether it is a start-up or a new business branch. Students will be guided in the formulation of a business plan, working in small groups and having the opportunity to use all the management’s tools to create a concrete project. The course aim is to understand and define goals and targets of business plans, designing their structure and content, guiding the writing and critical evaluation of the plan and the attached documents.

Decision making has always been the most fascinating area of social research. The tools available today can decipher and explain what goes on in our brains when we find ourselves making decisions. No one knows better than those who work with customers that consumers observe and absorb much more from images or words than from reasoning. There are unconscious associations we have with behaviors, places, images and words that help us build a sketch of the people (and brands) we encounter. In the modern view of marketing we ask ourselves, consumers, companies, and products to join us in the process of co-creation. There is now a very precise science in decoding cognitive processes: Neuromarketing Lab is dedicated to testing and describing its main tools and professional and personal implications.

It is the last moment of the Master designed to help participants to take the necessary decisions for a correct business management thanks to interactive simulations.