2020/2021

2020/2021

DM270

ING-INF/05 (DATA PROCESSING SYSTEMS)

DEPARTMENT OF ECONOMICS AND MANAGEMENT

INTERNATIONAL BUSINESS AND ENTREPRENEURSHIP

Digital Management

1°

2nd semester (22/02/2021 - 22/05/2021)

6

44 lesson hours

English

WRITTEN AND ORAL TEST

CANDUCCI MASSIMO (titolare) - 3 ECTS
PERON ANDREA - 3 ECTS

Basis of Management, Usage of presentation tools (Power Point / Keynote).
Basis of Project Management are useful but not mandatory

MAIN GOALS
The goal is to clarify the role of the CONSULTANT in consultancy firms, and to give students practical tools and knowledge to understand how consultancy firms work, and the importance of soft skills needed in order to manage teams, relationships with customers and complicated situations (conflicts, claims).

LEARNING OUTCOMES
At the end of the course, students will be able to understand the typical path of a consultant with the related roles, and to have more elements in order to evaluate to start this career. Moreover, in order to understand what consultancy means, students will be able to apply specific methodologies in order to approach new projects in a creative way, defining business needs, evaluating ROI and creating a business case in order to support their idea. After having defined the creative process and the right approach to analyze customer or market requirements, students will be able to prepare a successful presentation defining the right structure, look & feel, timing. In the end, students will be able to "sell" their ideas / projects, managing the relationship within the audience in terms of public speaking and negotiation skills. A particular focus will be on teaching how to manage conflicts within customers and objections that can raise during the negotiation phase

Consultancy, Innovation and Soft Skills: The path to the consultancy through soft skills (from idea generation to sale)
How to be more Creative: Lateral Thinking, Creativity Techniques

What consultancy means in depth: different roles and profiles in Consultancy firms: Business Consultant, Business Analyst, Project Manager, Demand Manager, Information Technology & consulting. New careers in Consultancy (Data Scientist, UX/UI Designer)

Psychological mechanisms underlying behaviours
a. Communication basis (structure, axioms, rhetoric structure) 
b. Behaviour Genesys 
c. Visions, emotions, behaviours 
d. Be responsible of your mood 
e. Techniques to facilitate relationships

Team Roles: how to have effective teams in your organization

Digital revolution and bank business, the keys for sustainability

Negotiation skills
a. Consultants are the best salesmen 
b. The 8 principles to become a consultant able to sell with value 
c. Conflict Management

Successful presentation
a. Visual communication: how to materialize an idea 
b. Why: 5 reason why you can’t omit visual communication 
c. Graphic components to know 
d. Graphic assembly principles 
e. How to represent a concept, a process, an idea 

How to Innovate (in) your organisation
Ideas, Opportunities, Market Needs, Capabilities, Compelling Cases, Innovation Process and tools
Innovation Skills and different kind of innovations

Public Speaking
a. How to prepare and manage a public speech 
b. physical Skills 
c. LLT Model 

Product Vision Workshop
Product Vision, Business Model Canvas, Defining Personas, epics, user stories, Product Canvas, Prototype

Leadership in Management

Professional Skills
Meeting Management, Technology Savvy, Technology Trend Awareness, Research, Diversity Awareness, Disability Awareness, Intercultural Competence, Training, Train the Trainer

-Lectures
-Teamworks
-Practical exercises -
-Role Play
- Guest speakers (e.g. top managers and entrepreneurs)
- Lego Serious Play workshop

The Seven Habits of Highly Effective People, Stephen R. Covey
· How to Win Friends & Influence People, Dale Carnegie
· Our Iceberg Is Melting, John Kotter and Holger Rathgeber
· How To Deal With Difficult People: Smart Tactics for Overcoming the Problem People in Your Life, Gill Hasson

A specific consulting project will be assigned to student groups. Every group will have to identify the project idea, develop a sustainable business case and prepare a final presentation that will be presented to the class in order to verify also the public speaking and successful presentation skills