CONTENTS Corporate Partnerships CHAIRS/media/Corporate/Reflect... · 2012. 10. 26. · KPMG is one of our Prime Foundation Partners, the partnership centring on our new Centre for

VALUING CORPORATE PARTNERSHIPS

CONTENTS

New Prime Foundation Partners

CHAIRS • The SWIFT Chair ‘Market-

driven Innovation’

• Bosal Chair ‘Doing Business

in Europe – Doing business in

South-Africa’ (University of

Stellenbosch Business School

and Vlerick Business School)

• The Eandis Chair ‘Resilient

Supply Chains’

• Joint Chair ‘Doing Business in

Europe – the Legal Context’

- Ackermans & Van Haaren

- Allen & Overy

• The Gimv Chair ‘Private Equity’

• The Deloitte Chair ‘Bringing

ICT to board level’

• The BNP Paribas Fortis Chair

‘Internet Banking’

• The Optima Chair ‘The Optima

Bank Chair’

KNOWLEDGE PARTNERS • A.T. Kearney

• Enqio

• Provincie Oost-Vlaanderen

• Ter Beke

• UCO

• Vandemoortele

PRIME FOUNDATION PARTNERS • BDO

• Belgacom

• Belfi us

• Eandis

• Electrabel-GDF SUEZ

• Ernst & Young

• Graydon

• Hudson

• Johnson Controls

• KBC

• KPMG

• LBi Belgium

• LoQutus

• MÖBIUS

• MSD

• Procter & Gamble

• RealDolmen

• SAS

• TriFinance

• Vacature

CAMPUS PARTNERS • Swets

• Vacature

TALENT PARTNERS • Anheuser-Bush InBev

• Arseus

• Goodman

• Lidl

• L’Oréal

Corporate Partnership Magazine 15

Prime FoundationPartner Council

We look forward to welcoming you to the second

Hosted by Ernst & Young in collaboration with Vlerick Business School

20th November 2012

Interested in becoming a partner with our School?

Please contact our Corporate

Development Manager:

Maureen O’Hare

Tel. +32 2 225 41 19

Mobile +32 476 66 76 61

E-mail: [email protected]

www.vlerick.com/partners

2 BDO and Vlerick set up Entrepreneurial

Buyout Centre – Interview with Hans

Wilmots (CEO BDO Belgium) and

Professor Meuleman

3 RealDolmen and Vlerick dive into best

practices on Key Account Management

- Interview with Dirk De Braekeleer (CCO

RealDolmen) and Professor Rangarajan

Corporate partners events

4 Report of the past three events:

- Corporate partners evening (29/2)

- KPMG event (26/4)

- Prime Foundation Partner Council (6/6)

Partners in research6 P&G and Vlerick look back on a long-

standing partnership and shed light on

the current research project on open

innovation – Interview with Noel Faict,

Director of Chemical Purchases at P&G,

and Professor Steve Muylle

Chairs

Prime Foundation Partners

Vlerick Leuven Gent Management School has strong connections with the corporate world. The companies involved are fundamentally and strategically linked to some form of activity at Vlerick Leuven Gent Management School. They fund research, recruit our graduates and, on occasion, nominate senior personnel to provide input to our programmes.

The Belgacom Chair ‘Building Organisations that Last’

Joint Chair ‘Doing Business in Europe - the Legal Context’

The Deloitte Chair ‘Bringing ICT to board level’

The Gimv Chair‘Private Equity’

Bosal Chair ‘Doing Business in Europe - Doing Business in South Africa’

The Swift Chair ‘Market-Driven Innovation’

The Autonomous Management School of Ghent University and Katholieke Universiteit Leuven


The Eandis Chair ‘Resilient Supply Chains’

The BNP Paribas Fortis Chair‘Internet Banking’

The Optima Bank Chair‘Financial Planning Practice’

Corporate Partnerships

2 / VLERICK CORPORATE PARTNERSHIPS

NEW PARTNERSHIPS

BDO NEW PRIME FOUNDATION PARTNER

CHALLENGER OF THE BIG 4BDO are proud of being a challenger to the Big 4, and that means they do

things differently! So it’s no surprise that they’ve become one of our latest

Prime Foundation Partners. Together with Professor Miguel Meuleman, BDO

will launch the Entrepreneurial Buyout Centre.

� ey have a presence in 135 countries around the world. � ere’s no � nancial link between them (each one is owned by the local partners), yet they all carry the same name and have the same quality standards. � ey are the accountancy � rm for companies seeking a professional but pragmatic solution to their problems. � eir name? BDO. � ey’ve existed in Belgium since 1967, and now have about 500 partners and sta� , and an o� ce in each province of the country. Client and sta� loyalty is a priority. Employees are therefore recruited, trained and managed with care, and clients are treated to a personal and passionate service.

ENTREPRENEURIAL BUYOUT CENTRE“Given the huge number of company founders and owners who will retire in the coming decade, a focus on management buy-ins and buy-outs may well be a good way to put entrepreneurial talent to work,” says Hans Wilmots,

www.bdo.be

“ A FOCUS ON MANAGEMENT BUY-INS AND BUY-OUTS MAY WELL BE A GOOD WAY TO PUT ENTREPRENEURIAL TALENT TO WORK”HANS WILMOTS, CEO OF BDO BELGIUM

CEO of BDO Belgium. “In many business schools, an emphasis on start-up entrepreneurship has led to insu� cient attention for this interesting route to entrepreneurial success. � e main objective of the Entrepreneurial Buyout Centre will be to carry out research and to spread best practices through education in the context of management buy-outs and buy-ins. How do these transactions work? And what entrepreneurial skills are necessary for success in this area?”

SEMINARS AND COURSES“� e plan will be to launch seminars and courses around all aspects of the subject,” Miguel Meuleman adds. “Together we have an extensive network of contacts and clients with whom we can work on topics such as how to target a take-over candidate, perform due diligence, � nance the deal, de� ne a new strategic course to create value as well as how to e� ectively replace the previous management.”

VLERICK CORPORATE PARTNERSHIPS / 3

NEW PARTNERSHIPS

www.bdo.be

REALDOLMEN BECOMES PRIME FOUNDATION PARTNER

BEST PRACTICES IN KEY ACCOUNT MANAGEMENT

In the coming months, Dirk Debraekeleer, CCO at IT supplier RealDolmen, together with

Deva Rangarajan, our own Associate Professor of Marketing, will delve deeply into the

subject of Key Account Management, one of their aims being to defi ne the best way to

manage key accounts. The focus will be on organisational structure and processes, the

defi nition of the key account manager profi le, and how to provide the best possible

motivation for these individuals.

RealDolmen is one of the largest independent single-source IT suppliers in Belgium. And while there is a strong presence in its home market, customers are based throughout the Benelux and northern France. Some 1,600 people help deliver the latest IT services and solutions to mid-market businesses and the public sector.

RealDolmen sees IT as an enabler, not an end, and it’s this focus on customers and their needs that sets the company apart. All too o� en IT companies focus on technology – the area where they feel most comfortable – at the expense of the customers and their business requirements.

MULTIPLE SKILLSAs business has become more complicated, so too has the job of the key account manager. It’s a job that requires multiple skills in a multitude of disciplines: business consultancy, technological expertise, � nancial acumen, communication and organisation. And if it’s tough for the individuals concerned, it’s even tougher for the managers keeping an eye on what they do.

www.realdolmen.com

“ VLERICK'S PRACTICAL HANDS-ON EXPERIENCE WILL BE OF IMMEDIATE ASSISTANCE TO US, AS WE MAKE FURTHER INROADS AND TARGET MID-MARKET RANGE COMPANIES”DIRK DEBRAEKELEER, CCO AT REALDOLMEN

“� e choice to become a Vlerick Prime Foundation partner was an easy one,” says Dirk Debraekeleer. “Vlerick's practical hands-on experience will be of immediate assistance to us, as we make further inroads and target mid-market range companies. We’re very much looking forward to understanding what our key account managers can learn from the benchmarking with other companies.”

Chairs
















EVENTS

CORPORATE PARTNERS EVENING 29 FEBRUARY 2012

EXCHANGING EXPERIENCES

� is annual event is a perfect opportunity for high-level networking. � e idea is to provide a unique forum for the exchange of experiences between our corporate partners, Vlerick Alumni corporate sponsors, our top executive education clients and core faculty. � is year, as ever, the participants gathered in an informal and relaxed setting to identify common challenges, discuss best practices and share possible solutions.

KPMG EVENT - 26 APRIL 2012

BANKING SECTOR IN THE SPOTLIGHTKPMG is one of our Prime Foundation Partners, the partnership centring on our new Centre

for Financial Services. As the name suggests, the main focus of this Centre is to further

develop a fi nancial sector network, research, simulations and programmes, and to gain a

clear understanding of the fi nancial environment, including both business management

and fi nancial management aspects. Together with Professor André Thibeault, the Centre’s

Academic Director, KPMG is working on research into the changing face of the Belgian

banking sector.

� e KPMG event was organised to present initial � ndings and discuss insights gained from the ongoing research. A� er an introduction by Professor Kurt Verweire, Programme Director of the MBA-FSI, Professor � ibeault gave a presentation on “� e changing picture of the Belgian banking sector: a view of the past decade”. � is was followed by a testimonial entitled “� e investor’s view of the regulatory agenda” by Professor Freddy Van den Spiegel, former Chief Economist - Director Public A� airs at BNP Paribas Fortis and Head of the Vlerick Financial Services Environment.


EVENTS

6 JUNE 2012

PRIME FOUNDATION PARTNER COUNCIL Each year we organise a Prime Foundation Partner Council, bringing together all the

partners who support us. The overall objective of the Council is to share research insights.

Each of the partners is given the opportunity to host the event and on this occasion, it was the turn of KPMG. � e Council kicked o� with a keynote address from Bart Walterus, Partner and Head of Management Consulting at KPMG, and was followed by a presentation from Professor André � ibeault on “Performance and perspective of the banking sector”, before � nishing o� with a round-table discussion on “Major issues related to the future banking industry in Belgium”.


PARTNERS IN RESEARCH

P&G – OPEN INNOVATION

LAB WORK IN THE REAL WORLD

Noel Faict, Director of Chemical Purchases at P&G, and Steve Muylle,

Professor of Marketing and Sales at Vlerick Business School, have

both been involved in the P&G Prime Foundation Partnership from the

start. There is clearly a great deal of mutual respect and warmth in their

relationship. We asked them to comment on how they work together as well

as shed light on current project progress.

What does the research project with Vlerick focus on?Noel: Our focus has been on how open innovation management works best, including in multi-party collaborations, both in theory and in practice. And the School has helped us understand how these relationships can change and evolve over time. P&G has many years’ experience with these types of relationships, and yet sometimes, we know, they’re a struggle. Just the mere fact that we asked the School to look into them was a strong signal to the other companies in the partnership that we take these relationships seriously and want to make them better. ey know the reputation Vlerick has in this area, and therefore freed up the necessary management time to participate. It’s possible of course, that over time we’d have arrived at the same conclusions. However, the fact the conclusions have been reached by an independent third party gives them a di� erent level of credibility.

Profi lesSteve Muylle, PhD, is a Full Professor and Partner at Vlerick Business School, heads the Marketing and Sales Competence Centre and directs the Executive Master Class in Business-to-Business Marketing and Sales.

Noel Faict studied economics at KU Leuven, where he also did an MBA. He has been at P&G for the last 29 years.

How does Vlerick assess the research project with P&G?Steve: P&G has invested a lot of time in making the relationship a productive one. ey’ve always been prepared to answer our questions, and provide us with any documentation or information we’ve asked for. For us, this type of commitment and e� ort is extremely motivating and it has, I know, encouraged us to deliver our best work. We feel very fortunate to have been able to discuss all these issues with incredibly talented and bright people, and are thankful that P&G have been so generous with their resources.

Noel: Actually, I must add here how impressed we’ve been with Vlerick and everyone on Steve’s team. e quality of the analysis and thought has been exemplary, and we’ve gained considerable understanding of the major issues at stake in these open innovation collaborations. e relationship has been fun and, I trust, mutually stimulating.

P&G – OPEN INNOVATION

LAB WORK IN THE REAL WORLD

Noel Faict, Director of Chemical Purchases at P&G, and Steve Muylle,

Professor of Marketing and Sales at Vlerick Business School, have

both been involved in the P&G Prime Foundation Partnership from the

start. There is clearly a great deal of mutual respect and warmth in their

relationship. We asked them to comment on how they work together as well

as shed light on current project progress.


PARTNERS IN RESEARCH

www.pg.com

Chairs















PROFESSOR DEVA RANGARAJAN RECEIVES AWARD� e 2012 IBM Faculty Award has been presented to Deva Rangarajan, Associate Professor of Marketing and Vlerick Partner, for his research on the characteristics of successful salespeople selling complex products/projects and on how to manage these people. � is award is highly competitive and recognises the quality of our research and its importance to the industry in which IBM operates.

The award was presented by Hans Van Mingroot,

Business Development and Academic Relations, IBM

Belgium- Luxembourg. To his left is Maureen O’Hare,

Corporate Development Manager at Vlerick.

Professor Deva Rangarajan

Steve: Absolutely. Above all, Vlerick is an academic business school, but a major part of our approach is the practical work we do – and here P&G have been model partners! Our practical work can be compared to the lab work that science schools do, except this is the real world.

What’s the value of this research project for P&G?Noel: Vlerick combines strong theoretical and scienti� c insights with broad practical experience, and presents these in simple clear models. � ey’re very well connected across multiple industries and work with a number of companies that are at the forefront of innovation. It’s clear that they have an in-depth understanding of the innovation process, and are equally aware of the politics and pitfalls. � e main value for us has been the benchmarking of our own well-thought-through innovation process with the best practices out there (outside of P&G).

Steve: It’s true that our contacts with multiple clients and industries have helped us gain insight and we’ve been able to study collaboration models that work. It means we can give advice on how to think about the di� erent stages in a development process, for example on matters such as exchange of con� dential information, the IP split or licensing in the event of success or discontinuation. � ere are a whole host of issues to be discussed, all equally important. Each one can be a potential source of friction, so it’s important that each party feels secure going forward.

SimplICiTy Day 2012Over heel de wereld is er een drastische verandering aan de gang in de manier waarop we over werken nadenken. De #futureworkplace doet zijn intrede en heeft een belangrijke impact op #business en #ict. Gevoed door de drang naar #eenvoud en #in-novatie in ICT organiseert RealDolmen op dinsdag 2 oktober de SimplICiTy Day 2012 rond dit thema. Want een nieuwe manier van werken werkt al-leen maar met een toekomstgerichte werkplek! Nog niet ingeschreven voor de #SimplICiTyDay? Zeker doen, #hetisgratis. Surf naar simplicityday.com of

scan deze QR Code. Tweet mee met #RDSD2012 en volg ons via Facebook RealDolmen SimplICiTy Day of via onze blogs.

Gold Sponsors

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CONTENTS Corporate Partnerships CHAIRS/media/Corporate/Reflect... · 2012. 10. 26. · KPMG is one of our Prime Foundation Partners, the partnership centring on our new Centre for