BUSINESS DEVELOPMENT
Stampa
Anno immatricolazione
2018/2019
Anno offerta
2019/2020
Normativa
DM270
SSD
SECS-P/08 (ECONOMIA E GESTIONE DELLE IMPRESE)
Dipartimento
DIPARTIMENTO DI SCIENZE ECONOMICHE E AZIENDALI
Corso di studio
INTERNATIONAL BUSINESS AND ENTREPRENEURSHIP - MANAGEMENT INTERNAZIONALE E IMPRENDITORIALITÀ
Curriculum
International Management
Anno di corso
Periodo didattico
Primo Semestre (23/09/2019 - 21/12/2019)
Crediti
6
Ore
44 ore di attività frontale
Lingua insegnamento
English
Tipo esame
SCRITTO
Docente
MAJOCCHI ANTONIO (titolare) - 2 CFU
MORETTI FEDERICO - 4 CFU
Prerequisiti
None
Obiettivi formativi
The aim of the course is to diffuse technical and specific Business Development (BD) competences. The course offers tools and resources to allow students to successfully manage business development and deal-making activities, specifically designed for the Life Sciences sector.
Such tools are getting increasingly required by firms to successfully manage every phase of the business development process (planning, managing and monitoring product and process innovation) as well as analyzing markets to spot potential business opportunities and overseeing the steps required in a negotiation process.
The key element of this course is the involvement of renowned BD Managers and Professionals associated with Italy HLG, the largest italian association for BD Managers in the Life Sciences sector. Such professionals will offer students insights on the methodologies required in the field, as well as some "tips and tricks" to succeed and thrive in a professional setting.
By the end of the course, students would be able to understand major issues arising from Business Development activities, they will be able to develop detailed plans to solve such issues and will (ideally) have all the necessary tools to bring forward such activities in a professional setting.
Programma e contenuti
Course is 44-hours long and it is worth 6 CFUs (ECTS). Course material is divided in 6 modules:
1. Introduction to Business Development
2. Searching for Business Development Opportunities
3. Managing the Business Portfolio
4. Business Model and Valuation
5. Before the deal (due diligence & negotiation)
6. Deal (& life after deal)
Metodi didattici
Lectures, exercises and case studies
Testi di riferimento
Attendance is not mandatory, but highly recommended. Exam materials are different based on attendance.

Material for attending students:
- Slides, exercises and case studies presented during lectures (including required readings)

Material for non attending students:
- Sorensen, HS (2012) Business Development: a Market-Oriented Perspective, Wiley (available in the faculty library or at: https://www.amazon.it/Business-Development-Hans-Eibe-Sorensen/dp/047068366X)
- Austin, M (2008) Business Development for the Biotechnology and Pharmaceutical Industry, Gower (Free PDF at: http://www.gmpua.com/Management/BDBiotechnology.pdf)
Modalità verifica apprendimento
Written exam + (group) project work (mandatory for attending students)
Written exam (for non attending students)
Altre informazioni
- About 30% of lectures will be given by Business Development Managers and Practitioners from Italy HLG.
- Internship positions in one (or more) partner firms may be promoted during the semester.
Obiettivi Agenda 2030 per lo sviluppo sostenibile