Business-to-business Markets Management: from the commodity to the capture of value
In theory and in life, FDC
“FDC’s B2B Program was excellent, as I had the opportunity to revise and improve my knowledge of the subject: the concept of networks, partnerships and innovation, the co-creation of value and adding value. The professors are highly qualified and the Program’s overall organization is very good. The best thing of all is that the Program has enabled me to immediately put into practice what I learned, and I could find new relationship tools for each company client.”
Cristina Chiari
Business Manager – Edenred Brasil
“The B2B Market Management Program exceeded my expectations, as it managed to provide a week of access to varied knowledge, 100% applicable to an IT infrastructure outsourcing company like Alog. The mix of professors from Brazil and from business schools in the USA was also noteworthy. I left the course confident that I’m up to date with the most effective solutions in managing B2B markets. Even during the one-week course, I initiated some actions at Alog related to the issue, and I believe we will obtain positive results in the short term.”
Victor Gonçalves Arnaud
Product and Process Manager – Alog Soluções de Tecnologia
“The issues covered in the B2B Market Management Program have been very important to expanding our vision of how to deal with questions involved in our commercial relations. The tools used to analyze different concepts are fundamental to visualizing the results obtained. FDC stands out as it promotes discussion of methodologies versus real case studies, and takes care to consider the differences that exist in each sector of the economy.”
Flávio Martins
General Manager – Sales Department – Toshiba Medical do Brasil
“The B2B Market Management Program surpassed my initial expectations. Professors from Brazil and the USA presented a wide range of experience on the issues discussed, and they also showed case studies and practical experiences, which were enriched with classroom discussions. The great contribution from my participation in this program was the discussion we had of the value added to our products and how this value can help our clients as the ultimate business objective. The discussions were interesting in terms of generating greater revenue and cutting total business costs.”
Fabio Marchiori
Segment Leader Transportation, Energy, CI&R, Telecom and Media – EDS, an HP Company
“In my opinion, FDC’s main distinction is its capacity to understand the dynamics of the business world and develop programs focused on the development of executives, who can then manage their businesses in alignment with current realities and possible future scenarios. The B2B Market Management Program was developed at a time when this market was going through profound changes and the executives involved in different sectors needed new tools to generate value. In addition, the diversity of participants’ experiences enabled an exchange of interesting concepts and solutions for different business models.”
José Alberto Abreu
Contract Manager – Vale
“The B2B Market Management Program has an innovative approach to relationships between companies and their clients, analyzing the mutual benefits of developing more solid integration between them. A great advantage of the Program is that it joins together academic and conceptual vision with practice, through the use of case studies and easily applicable methods and tools, as well as group discussions and discussions with executives from companies that have already adopted the B2B concept.”
Eduardo Costa Vasconcelos
Superintendent – electricity company Cemig
“As they attempt to understand the needs of their clients and markets, the main goal of executives is to identify potential for generating value for their companies and clients. The B2B Market Management Program, which I took in 2009, enabled me to reframe many of these concepts and in particular it challenged me to find a model that would be appropriate for the company I represent and the markets in which it operates. The Program is a good opportunity for reflection, learning and above all questioning. Thank you very much to my friends at Fundação Dom Cabral.”
Marcos Curti
Director of Engineering Plastics Unit, Latin America – Rhodia