. The purpose of the advance seminar is to show students a real case of an SME that decided to go international and became one of the largest EU companies in providing technical assistance to governments in developing countries.

The specific topics that will be addressed are:
– The initial decision to become international. Identifying opportunities, market selection, services to be sold, use of limited financial and human ressources.
– Examples of international tenders won: project identification, making alliances & joint ventures, proposal preparation, project implementation, monitoring & evaluation, project closure.
– International development project cycle: identification, implementation, monitoring & evaluation. Services required.
– Personnel management. Attracting & retaining international talent. Selection criteria. Expert Center. Evolution over time. The “alumni club” of former employees.
– Technology, procedures & quality: Investing in making the company more efficient from a commercial & project implementation point of view.
– Adapting service offerings to different markets: Subsahara Africa, Latin America, Central Asia, Eastern Europe, Mediterranean Countries, …
– Changes in strategy: from niche player to main contractor
– Penetration of new market niches. Growth by acquiring competitors vs organic growth.
– Openning and closing subsidiaries abroad