This academic programme is a response to the expressed needs of the major industrial companies and representatives of the Business Directors Federation (UIMM) :
- The strategic and geopolitical dimension
Policy and company strategy. The international business scenario. Tools for strategic analysis.
Geopolitics, discriminating parameters for country and target choice; countries involving risk. The
organisation of world trade, customs barriers. The transfer of technology, advantages. Local subcontracting
/ local implantation / export. Strategic alliances, partnership creation. State and private
structures for help and support in international development. Help to SMEs. State support for their
companies. The role of business support units. The role of Governmental Organisations and QUANGOs.
- Communication and personal development
Self-awareness, behavioural analysis grids of different cultures. Team work. Oral expression techniques,
the use of different presentation methods, managing meetings. Conflict resolution. Personal project.
- Project management
Different management structures. Team and inter-team relations. Existing networks and power profiles.
Project planning and follow-up, management control, purchasing. Choice and management of subcontractors.
- Project management techniques
Economics, accountancy, fiscal and financial fundamentals. Management control. Comparative
international accountancy. Financing of export and international projects.
- Aspects of business law and international commerce
Norms, copyright and trademarks, industrial protection. Transport and customs. Analysis and
management of industrial, financial or commercial risks. Crisis management.
- Industrial Marketing
Strategic, operational marketing. Commercial research. Logistics, distribution.
- Intelligence sources and prospecting
Networks, trade missions and public organisations, commercial events, information and technological
awareness. Early prospecting and detection of business, involvement during editing of specifications.
Engineering and Consulting groups. Secure communication systems.
- Cultural approach in project management and trade
Safeguards in preparation for cultural shocks encountered in project management and commercial
undertakings. Initiation in the rules, codes and business ethics of different cultures whether they are
national, company or job related. Cultural changes. Sensitivity to markets. What to know and what to
- Sourcing and Calls for tender
Buyer’s and seller’s points of view, on: The evolution and rules of transmission. The actors. Strategic
approaches, bid analysis, initial analysis, submission decision grids (bid / no bid). Systems analysis,
information gathering. Replay strategy, rules for internal follow-up and validation. The launching and
completion of technical propositions; storyboard and final editing, response conformity matrices.
Proposition structure; résumé, plan, estimate. Preparation and defence of proposition in the client’s
presence. Preparation for negotiation. Negotiation (see below). Simulations. Signing of agreement and
follow-up of completion.
- Negotiation in project management and calls for tender
In a complex highly competitive context, stress management, destabilisation techniques, the study of
decision making techniques, negotiation with multiple interlocutors, the taking into account of the different
actors, decision makers, prescribers, intermediaries. Agreement and conclusion. Written undertakings
Improvement of participant’s abilities in communication, project management and negotiations.
- Workshops and language laboratory
A free access language laboratory is available. Weekly, three-hour workshops in English are organized
- Other languages
For those who are interested, other modern languages will be proposed: French, Spanish, German,
Chinese or Japanese.