Study Guide

Objective

To equip students with both fundamental and advanced knowledge in business development, value- creating activity assessments and earning model calculations. Modelling for growth and competition strategies. Business models from theory to practice. Customer centricity, customer needs - management (CNM) and demand - driven flow as drivers. Comparison of base technology business models to intermediate business models. Business angels and risk capitalists – who are they and what do they do?

Content

Current business ideas and the requirement for continuous sharpening and focusing on today’s and future business. Business complexity, many products/solutions/services or only one core product/solution/service. Business Modelling – a model, how ever simplified, can still be useful. Best practices in business modelling. About developing a culture for superior customer relationships. The Customer and the Customer’s customer in a three 3 C`s - Connect, Convince, Collaborate - context. Never forget the Sales!

Qualifications

No prerequisities

Materials

- Burgers , J.H., Van den Bosch, F.a.J Volberda, H.w. (2008). Why New Business Development Projects Fail: Coping with the Differences of
Technological versus Market Knowledge. Elsevier.
- Cassadeus-Masanell, r., Zhu, F. (2013) Business Model Innovation and Competitive Imitation: The Case of Sponsor- Based Business Models.
Strategic Management Journal 34. Chicago: Strategic Management Society 2013.
- Gilson C. Stuart. (2010). Creating Value through Corporate Restructuring.Wiley Finance.
- Liker J. & Trachilis G. (2015) Developing Lean Leaders at All Levels: A Practical Guide. Lean Leadership Institute Publications.
- Ramfeldt, L., Kjellberg j. & Kosnik, T. (2014) Gear up – Test your business model potential and plan your path to success. John Wiley & Sons.
- Schultz M. & Doerr J. E (2014) Insight Selling – Surprising Research on What Sales Winners Do Differently. John Wiley & Sons.
- Stone, B. (2013) The Everything Store: Jeff Bezos and the Age of Amazon. Back Bay Books.
- Ståhl D. & Mårtensson T. (2018) Continuous Practices: A Strategic Approach to Accelerating the Software Production System.
- Journal articles suggested by the examiner.
- W.Chan Kim; Reneé Mauborgne; Eija Tervonen(suom) (2017) Uusi sininen meri, Alma Talent.
- Widlund P. (2018) Digital Transformation - strategier för affärsutveckling. Liber.