The Brussels Diplomatic Academy kindly invites you to
Master Class
International Alliances
What drives multinational (MNE’s) as well as medium and small enterprises (SME’s) to build
various kinds of international alliances? What are the enabling factors and what are the
barriers encountered? But above all, how does an enterprise succeed in establishing a
successful alliance? This course offers a practical framework for creating international
alliances, hands practical tips and discusses the classic pitfalls. Beyond mere theory, this
course is especially relevant to entrepreneurs wanting to strengthen their growth through
the creation of alliances.
AUDIENCE
The course is aimed at:
entrepreneurs and managers of SME’s and MNE’s involved in creating alliances
policy makers and diplomats focused on influencing entrepreneurial activities and
inducing investments and activities of foreign enterprises
investors involved in financing alliance deals
consultants
ADDED VALUE
A good understanding of how enterprises operate cross-border and how they proceed in
establishing alliances gives policy makers a valuable background for leveraging technology
development and attracting foreign investments in their countries.
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The course’s unique feature is its practical approach and framework directly useable for
entrepreneurs to create successful strategic alliances and joint ventures. All the steps are
explained in detail and illustrated with examples, from the early stage through the prenegotiation stage to the tactics and techniques of negotiating the deal, with particular
attention to the human factor.
CONTENTS
Part I: Business development in international context
Globalisation and market entry strategies
Drivers of changing strategies and implications
Development openings for countries
Part II: Creating strategic alliances and joint ventures
Introduction: definitions; forms of alliances; key drivers for creation; required skills;
critical success factors; process overview
Organisation strategy: value creation; internal and external analysis; mission and
vision; gap analysis; strategy definition
Partner selection: the ideal partner profile; from long list to short list; screening and
fit analysis; analysis of potential profits and risks; preparation for cultural differences;
preliminary contacts; non-disclosure agreement, memorandum of understanding
Implementation process: executive management and team considerations in
international context; planning; equilibrium rule; negotiation process: economic
dependencies, autonomy, control, governance, organisation; partnership agreement
Managing the alliance: evaluation criteria; follow-up requirements; coping with
changes in strategy
FACULTY
Edwin Desmyter is founder and CEO of Profidyn, consulting company on business growth. He
managed international projects as strategic and financial adviser on mergers, acquisitions
and alliances, marketing and business expansion for companies in chemical, steal, insurance,
ICT, pharmaceutical and other industries; realised 20 spin-off start-ups (business plan,
funding); active within BAN Vlaanderen investors’ network, expert panel member and coach
for fast growing companies; realised 6 successful acquisitions, 3 major mergers and several
joint ventures in international context; former European Director at Pioneer Europe and
Terumo Europe; co-founder of CEBA, facilitating platform for Chinese investors at Free
University of Brussels (VUB); board member and member of advisory boards of several
companies; seminar speaker; co-founder and director of Profendo, venture on M&A and
financing activities; MSc Economics (VUB), BSc Informatics (KUL).
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LEARNING OBJECTIVES
By the end of the course, the participants should be able to:
use a framework for designing, structuring and managing international alliances
understand strategies and structures of alliances
master the process of creating international alliances
avoid the pitfalls, know the success factors
The working language of the course will be English.
COURSE MATERIAL
Before the start of the lecture a Powerpoint-syllabus, checklists and contract examples will
be handed over to the participants.
CERTIFICATION
Participants to the course will receive a certificate of attendance from the Brussels
Diplomatic Academy of the Vrije Universiteit Brussel.
Examination is not compulsory. Participants to the course who opt for the examination will
be offered a certificate from the Brussels Diplomatic Academy of the Vrije Universiteit
Brussel, signed by the Rector.
TIMING AND LOCATION
Dates:
Spring 2015
Location:
Vrije Universiteit Brussel, Pleinlaan 5, Karel Van Miert Building.
It is building number 5 on the campus plan that can be downloaded at
http://www.vub.ac.be/english/infoabout/campuses/etterbeek.html.
A description on how to find the campus is available on
http://www.vub.ac.be/english/infoabout/campuses/index.html#etterbeek.
Free parking facilities are available on the campus in front of the building. A bar code gives
access to the campus via campus entries 6 or 13 (see the red arrows on the campus plan).
The scanner for the bar code is situated under the intercom.
A few days before the start of the event, participants will receive a bar code giving access to
the parking.
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METHOD OF PAYMENT AND CANCELLATION
Fees:
The fee for this master class is 1.850 EUR.
VAT Settlement: exempted from VAT: Art 44 § 2, 4° of the VAT code.
The above prices include the registration fee and all material relating to the “International
Alliances” master class, as well as the coffee breaks for the duration of the event and the
networking reception.
Hotel accommodation is not included in the registration fees.
Flemish companies can make use of the “KMO-portefeuille”: www.beaweb.be (Admission
number BDA for “Training”: DV.O211124).
Payment:
Attendees are requested to pay by bank transfer only, upon receipt of invoice.
Confirmation of registration and practical information will be sent only after receipt of
payment.
Cancellations:
Cancellations can only be accepted if received in writing to [email protected] two weeks prior
to the start date of the event. Fees (less 25 euro administrative charges) will then be
refunded. After this date, delegates will be liable for the full fee.
In case of cancellation, a substitution between members of the same company is still
possible at any time.
REGISTRATION
To register for this course, please fill in the online registration form available on
www.brusselsdiplomaticacademy.be.
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