The Globally Networked Management School

Join our master class series and learn from senior, hands-on practitioners how to address the challenges of today’s dynamic business environment.

Master Classes for Business ExcellenceBrussels, Belgium March - June 2014

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, develop-

ments 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

Master Classes for

Business Excellence Best Practices in Sales Efficiency and Effectiveness

27 March 2014, 9.30 - 18.00 hrs.

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.

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

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.

“MsM taught me how to think globally. This know-ledge 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, MBADeputy Head of Financial Markets Department; Project Manager of Business Continuity / National Bank of Georgia

From Social Media to Social Business

8 May 2014, 9.30 - 18.00 hrs.

From ‘Big Data’ to ‘Customer Focused CRM’

17 April 2014, 9.30 - 18.00 hrs.

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 assign-ments 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.

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.

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

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.

MaaStRiCht SChool oF ManagEMEnt | Master Classes for Business exCellenCe

The Globally Networked Management School

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 develop-ments 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.

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, Alterna-tive 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.

Practical information Microfinance and SME Banking - Successful international Models

12 June 2014, 9.30 - 18.00 hrs.

Instructor Sandy Vaci See Sandy Vaci’s full profile in the master class Best Practices in Sales Efficiency and Effectiveness.

Location and timeAll master classes will take place in Brussels.Maastricht University Campus Brussels Avenue de l’Armée / Legerlaan 101040 Brussels, Belgiumwww.maastrichtuniversity.nl/campusbrussels

Master classes start at 9.30 am and end at 6.00 pm.

Language of instructionAll master classes are fully taught in English.

Master class fees

Number of Fee per mastermaster classes class per person1 E 7492 E 6993 E 6494 E 599

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.

ApplicationTo 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: www.msm.nl/programs/master-classes

More informationFor more information on the content of the master classes, please check our website www.msm.nl or send an e-mail to admissions@msm.nl

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, govern-ments, NGOs.

MaaStRiCht SChool oF ManagEMEnt | Master Classes for Business exCellenCe

The Globally Networked Management School

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 service-providers 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.

www.msm.nl

Maastricht School of Management Endepolsdomein 150,6229 EP Maastricht, The Netherlands T: +31 43 387 08 08 E: info@msm.nl