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Master class: international alliances

The date of this event is TBA.
Campus: Brussels Humanities, Sciences & Engineering campus
Faculty: Brussels Diplomatic Academy
Karel Van Miert Building, Pleinlaan 5, 1050 Brussels
Brussels Diplomatic Academy
Brussels Diplomatic Academy
+32 (0) 2 614 8101
master class

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.

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

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.

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 pre-negotiation stage to the tactics and techniques of negotiating the deal, with particular attention to the human factor.

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

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).

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.

Before the start of the lecture a Powerpoint-syllabus, checklists and contract examples will be handed over to the participants.

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.


Spring 2015
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.

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).
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 can only be accepted if received in writing to bda@vub.ac.be 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.

To register for this course, please fill in the online registration form below:


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Contact details 

Tel:  +32 (0) 2 614 8101
Fax: +32 (0) 2 614 8080
Email address: bda@vub.ac.be
Campus online: map

Postal address:
Pleinlaan 2
1050 Brussels

Visitor’s address:
Pleinlaan 5 (ground floor)
1050 Brussels