Study Guide

Objective

The student gains both fundamental and advanced knowledge in business development, value- creating activity assessments and earning model calculations. They have basic knowledge about modelling for growth and competition strategies. The student learns to apply business models from theory to practice and is familiar with customer centricity, customer needs - management (CNM) and demand - driven flow as drivers. The student can also compare basic technology business models to intermediate business models. The students knows the role of business angels and risk capitalists.

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!

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.

Evaluation scale

H-5

Qualifications

No prerequisities