ministry of entrepreneurship and crafts main project partner / beneficiary institution provision of...

Ministry of Entrepreneurship and CraftsMain Project Partner Beneficiary Institution

Provision of Advisory Services to SMEs

SMEPASS ❷

This project is co-funded by European Union from the European Fund for Regional Development

Implementing Project Partners


Ulaganje u budućnost

This project is co-funded by the European Union from the European Regional Development Fund

Awareness

Raising Seminar









Module ❶

Introduction to the SMEPASS II Project

Stephen OrsquoMullaneProject Team Leader


Overall Objective

To increase the competitiveness of Croatian SMEs through the provision of high quality business support services

Purpose To promote business advisory services to SMEs and to provide direct

business advisory services to selected SMEs

Timeframe The project commenced on 1st July 2013 and will conclude on 30

June 2015







Component I To promote the Project through an Awareness Raising Campaign that

includes a media campaign promotional materials and promotional seminars and workshops

Component II Provision of advisory services in MarketingProduct Development and

Quality Management to a minimum of 150 SMEs

Component III Project pipeline preparation assisting a minimum of 10 SMEs in the

preparation of documentation in response to Calls for Proposals for EU Structural Funding of projects







How do SMEs gain access to Project Assistance The application and selection processes has been carefully designed to be fair and transparent affording all interested SMEs the opportunity to access Project assistance

Component II AccessVia the Project website (wwwsmepass2eu) by registering and by completing an online Expression of Interest Form This will be followed by an interview

Component III Access

In response to Calls for Expressions of Interest issued by the Ministry of Entrepreneurship and Crafts (This component is completed)

This project is co-funded by European Union from the European Fund for Regional Dev






Access Gateways

Component II Access Component III AccessThere are three access gateways under Project Component II These are

1 NovemberDecember 2013(Intake of a minimum of 50 SMEs

2 28 April to 23 May 2014 (intake of a minimum of 50 SMEs

3 15 September to 17 October 2014(Intake of a maximum of 50 SMEs)

Work in this component has been completed







Why should an SME become involved Component II Benefits Component III BenefitsFree access to highly competent Croatian and EU consultants who will assist selected SMEs in

MarketingQuality Systems Quality auditing Basic quality

management Total Quality

Management Compliance with EU

regulations Customer

satisfaction Continuous

improvement systems

Sales amp marketing audit Market analysis Marketing Plan Export readiness

analysis and plan International sales

prom amp marketing Branding Websiteampe-Commerce Product development

Access to Structural Funds

Free access was provided to highly competent Croatian consultants who assisted selected SMEs in

Preparation of documentation required to successfully meet all of the requirements necessary in accessing grant funding to co-finance projects







Where will the Consultants come from

How will Consultants be selected

The Project is resourced with a total of 3950 working days of consultant time

Individual consultants will be contracted to address developing requirements for assistance in beneficiary SMEs

The SMEPASS II consultant team will be an optimal blend of consultants from Croatia and other EU member states

Consultants will be selected through a robust open and transparent process

They will apply for consideration via a dedicated webpage on the SMEPASS II Project website

Their qualifications and experience will be vigorously cross-checked to ensure that their competencies are the perfect match for the individual requirements of SMEs with which they will work






This project is co-funded by theEuropean Union from the European Fund for Regional Development


Since June a First Group of 49 SMEs is Receiving Advisory Assistance From SMEPASS II Experts





Marketing34 SMEsQuality Assurance14 SMEsProduct Development1 SME



SMEPASS II Clients Expressed Their SatisfactionWith the Services Provided by the Project





Some Quotes from Managers of SMEPASS II Clients bdquoVrlo smo zadovoljni sa pomoći koju smo dobili kroz SMEPASS II projekt Korist od projekta je veća nego što smo očekivali dok je kvaliteta konzultantice sa kojom radimo vrhunskaldquo (Naše Klasje doo Zagreb)

bdquoZahvaljujem timu SMEPASS II koji nam je dao priliku da uđemo u proces uvođenja HACCP i ISO 9001 standarda Time je bitna etapa i ujedno temelj za daljnje korake provedena potpuno besplatno a time i dodatno motivacijski Vođeni pozitivnim iskustvom prijavit ćemo se i na treći krug u rujnu ovaj puta za mjeru marketingldquo (Maslina i vino Polače)

bdquoSudjelovanje naše tvrtke na projektu SMEPASS II možemo ocijeniti kao vrlo korisno i pozitivno iskustvohellipldquo (Biovitalis doo Turčin)

bdquoNo dolaskom SMEPASS konzultanta uz njegovo propitivanje naše poslovne prakse i savjete za njeno unapređenje otvorili su nam se novi vidicildquo (Pro Mimato doo Zagreb)


Croatian SMEs that have a genuine desire toimprove their market penetration on home and

international markets are encouraged to apply






>







Module ❷What is required to successfully enter the EU Market andor to defend your

position on the Croatian market

Juergen Mendritzki KE Marketing

Igor Pus NKE Quality Assurance

Advantages from the EU Accession

Source European Commission - MEMO13629 28062013

bull Croatia is part of the internal EU market

bull Free trade with all Member States

bull Free movement of goodsbull Free movement of capitalbull Free movement of EU workers

and servicesbull Facilitation of cross-border

payments







Consequences of the EU Accession


bull Croatian consumers have access to more products of better quality and at a lower cost

bull The single market is offering new opportunities for partnership and networking with similar industries and sectors

bull The accession of Croatia boosts opportunities in terms of public procurement

bull Market opening will increase competitiveness on all markets and so also on the labour market

bull Structural funds will provide access to finance for businesses and support them to be more competitive







Croatian SMEs Have to Cope with New Challenges



Chance to enter new markets in the EU

Need to defend the home markets

bull Compliance with EU regulations and lawsbull Certificationsbull Identify new markets bull Understand market requirementsbull Define entryexpansion strategy bull Implement strategy funding bull Find new business partnersbull Comply with partnersacute requirements

bull Vision and ambitionbull Entrepreneurial initiativebull Willingness to learn (new skills E4E)bull Flexibilitybull Openness to ideasbull Commitmentbull Willingness to take new

waysbull Willingness to invest time

energy and money bull Continuous effort

bull Differentiatebull Match competitors marketing mixbull Improve product service qualitybull Find new sales channels bull Find new business partnersbull Develop new products

bdquoHardldquo Management Factors







bdquoThere are three kinds of companiesthose that make things happenthose that watch things happenand those that wonder what happenedldquo(anonymus)







Module II aWhat is requiredhellip

to successfully enter the EU market andor

to defend your position on the Croatian market

Marketing

Juergen Mendritzki Key Expert Marketing







What are the Challenges for Your Company on Your Home Market

bull Stronger competition by cheaper foreign products with better qualitybull Foreign companies with strong brands and strong B2C and B2B marketing bull Foreign companies with more favourable cost basis good logistics systems

Risk that customer loyaltypreference for traditional domestic productsproducers will further decrease

Need for (more) active marketing on the home market







Increased Competition is Challenging Croatian Companiesacute Marketing Mix

bdquoIt is no longer enough to satisfy customers You must delight themldquo(Philip Kotler)

The Four ldquoPrdquos

Product

Place

Price

Advertising

Sales Promotion

Publicity

Public Relations

Personal Selling

Promotion







Your Company Has to Find Answers to Important Marketing Questions

bull How do I compare with my competitionbull How can I identify and choose profitable

market segments in Croatia andor abroad

bull How can I enter new sales channelsbull Is my company ready for export bull How can I better differentiate my offer

from my new or old competitionbull How should I react to competitorsbull How can I satisfy my customers and build

brand loyaltybull Which prices should I setbull Do I need to spend money on promotion







Are You Doing Marketinghelliphellipactually it is something that you are doing everyday helliphelliphopefully

Making products available that satisfy customers

1 Finding out what potential customers needwant

2 Designing the product and setting a price to make it interesting and desirable to customers

3 Letting potential customers know about you and your product

4 Making it available to potential customers

Earning money with it







New Products New Markets Both None of them

25

ProductsProcesses

MarketsNewOld

Old

New

bull Value chain improvementbull Quality improvementbull Marketingbull Certificationbull QM Systems

bull ProductProcess Innovationbull ValueSupply Chain optimbull Marketingbull Certificationbull QM Systems

Competitivenessbull Qualitybull Marketingbull Innovationbull Productivitybull Supply Chains

bull ProductProcess Innovationbull Export Strategybull Export MarketingNetwkgbull Start-up supportbull Certificationbull QM Systems

bull Quality Improvementbull Product Certificationbull Export Strategybull Export Marketingbull Certificationbull QM Systems







Why exporting12 Advantages of Exporting for a Croatian SME

1 Larger and more sustainable demand

2 Lower per unit costs

3 Increased profits

4 Compensation for seasonal demands

5 Selling excess production capacity

6 Inflow of know-how and technologies

7 Improvement of productivity amp quality

8 Diversification

9 Enhanced domestic competitiveness

10Potential for company expansion

11 Product life cycle extension

12New financing opportunities







The European Union is the Most Attractive Market in the World

bull 500 million inhabitants in 28 countriesbull An economy worth 11 trillion Euros (288 of the world economy)

bull The Worldacutes biggest trading entity (228 of world trade in goods 27 world trade in services)

bull The main export market for some 130 countries around the globebull A single market no internal borders for goods services capital peoplebull Common policies and regulationsbull A single currency the Euro already used in 17 Member States







What are the Challenges for Your Company in Other EU Countries

bull Markets are very developed and demandingbull Customers in different countries have different preferencesbull Most market niches are already occupiedbull Sales channels are filled with well accepted products from

established companiesbull Convincing distributors to choose you as supplier requires

persistent marketing effortsbull Low-price strategy is not a sustainable option for youbull Consumers must be attracted by differentnewinnovative

products (differentiation)bull B2B customers require B2B marketing service flexibility reliability

and excellent Quality Management

Risk that your present offer is simply not interesting for the chosen market segments

Need for export marketing







Is Your Business Ready to Export

Managements commitment to exporting Skills in doing international business Language and communication skills Financial resources Technical know-how Capacity to manufacture supply International market intelligence B2B marketing capacity







In Most Cases B2B Marketing is Needed 5 Things to Do First Where SMEPASSII Can Help

bull Branding You need a memorable brand identity to differentiate your company from competitors

and communicate the highest value you deliver Create a logo a positioning tagline and key messages to be used in all marketing materials

bull Website Every prospect who considers your company looks at your website Create a site that

explains what you do and how you do it Fill the site with content that demonstrates your knowledge and expertise Invite response with a call to action on every page Make the site easy to use and worth a return visit

bull Database Your business needs an accurate easy-to-access database of customer and

prospect information for targeted marketing tactics like email and direct mail Build your database using a platform thatrsquos suited to your type of business and keep it current

bull Sales presentation The B2B sales process often involves face-to-face meetings

with prospects You need to walk into those meetings with a great presentation of your capabilities Develop an engaging PowerPoint presentation about your services and how you can help the prospect succeed Later you can add video and use more sophisticated tools but PowerPoint is the easiest place to start

bull Sales collaterals When you leave a prospect meeting ndash and sometimes before you

meet ndash you need to give prospects information about your company that they can review and share with others Start with a capabilities brochure then develop a carrier or folder with inserts for testimonials case studies biographies of your team or a client list






Module II bWhat is requiredhellip



Quality Assurance







Generalities about Legal Requirements

Legal Requirements are the first issue every SME should consider before placing its productsservices in the market

For some productsservices there are quality legal requirements to comply with eg CE marking HACCP REACH Regulations etc

In some cases European Regulations requires the participation of a Notified Body A kind of compulsory certification process by an authorized Organism

Complying with EU Regulations does not represent a Competitive advantage over our competitors It will allow us to commercialize our productsservices in the EU

Each member state defines who is the Competent Authority that assumes the surveillance activities in its territory







Which are the Main Challenges Regarding Legal Requirements Coming from EU Accession

From the Quality Management point of view Croatian SMEs will face new situations by the entry into the EU

These changes are affecting your company in order to be in the market even if you are

not exporting your productsservices



Legislative changes not only in the content of laws but in their enactment

TO CREATE A COMMON MARKET

Standardization of products amp services will be carry out by European Standards Committees

TO AVOID DISPERSION OF THE COMMON RULES

Trade of certain products requires from the manufacturerrsquos declaration of compliance with EU legislation (CE marking)

TO ENSURE USERSrsquo SAFETY





Legislative Acts in the EU Binding legislative acts not requires transposition into national

law Regulations Decisions

Non binding legislative acts requires transposition into national law so changes can be made at national level

Directives Recommendations Opinions

httpeuropaeulegislation_summariesindex_enhtm

The SME should designate a responsible person for identifying applicable

productservice legal requirements







Regulated productsservices in EUActually there are European legal dispositions over



SERVICES PRODUCTS

Financial Toys

Liberal professions Machines

Road transport Pressure equipment

Marine Transport Medical devices

Air Transport Electrical and electronic equipment and gas appliances

E-commerce Boats recreational crafts

Postal Pharmaceutical and cosmetic products

Chemical products

Motor vehicles

Construction Products





How does standardization affect my SMEbull Generally speaking the compliance with most of the product or

service European Standards (EN) is voluntary

bull When the European Commission understands that the safety of the user of a productservice can be compromised established through a Regulation or a Directive essential legal requirements to be met

bull The essential legal requirements or minimum quality specifications are defined in the harmonized EN standards (EN standard + annex ZA)

bull In the annex ZA is defined which part of the EN standards is compulsory and the surveillance scheme to apply

httpeceuropaeuenterpriseindex_enhtm







Who elaborates the European Standards

bull To avoid dispersion regulations standards are developed by working groups in the Technical Committees at European Standardization (CEN CENELEC ETSI)

bull SMEs as users of the EN standards should participate in the standardization process the specifications are define there

bull The representation of SMEs in the standardization committees is usually channeled through sector associations or Competent Authority of each Member State







What do These Products Have in Common What does CE Mean







Markingbull CE marking the product is assessed before being placed on the

market and meets EU safety health and environmental protection requirements

bull Harmonized EN standards establish the minimum specifications to be met by the products

bull It is manufacturerrsquos responsibility to

Carry out the conformity assessment Set up the technical file Issue the EC declaration of conformity Affix CE marking on the product

bull Notified Body (NB) are authorised to carry out the independent conformity assessments when is required

NANDO database of notified conformity assessment bodieswwweceuropaeuenterprisenewapproachnando







Marking



Certification System

Manufacturer responsibilities

NB duties CE marking documents

4

Initial Type testing

Factory Production Control FPC

Declaration of compliance

3 Factory Production Control FPC Initial Type testing Declaration of compliance

2+ 2



Testing Results conforming FPC

FPC Assessment


FPC Certificate

1+ 1




FPC Assessment

Testing audit samples


Product Conformity Certificate





CE Marking List of Directives amp Regulation

Regulation (EU) No 3052011 - Construction products 89686EEC Personal protective equipment 90385EEC Active implantable medical devices 9242EEC Hot-water boilers 9315EEC Explosives for civil uses 9342EEC Medical devices 949EC Equipment and protective systems intended for use in potentially explosive atmospheres 9425EC Recreational craft 9516EC Lifts 9698EC Marine Equipment 9723EC Pressure equipment 9879EC In vitro diagnostic medical devices 995EC Radio and telecommunications terminal equipment 20009EC Cableway installations designed to carry persons 200014EC Noise emission in the environment by equipment for use outdoors 200422EC Measuring Instruments Directive 2004108EC Electromagnetic compatibility 200642EC Machinery 200695EC (ex-7323EEC) Low voltage directive 200723EC Pyrotechnic articles 200857EC Interoperability of the rail system within the Community (Recast) 200923EC (ex-90384EEC) Non-automatic weighing instruments 200948EC Safety of toys 2009105EC (ex-87404EEC) Simple pressure vessels 2009142EC (ex-90396EEC) Appliances burning gaseous fuels 201035EU Transportable pressure equipment Regulation (EU) No 3052011 - Construction products Decision 2009750EC (implementing Directive 200452EC) - Interoperability of Electronic Road Toll Systems Regulation (EC) No 5522004 - Interoperability of the European Air Traffic Management network

helliphelliphelliphelliphellip








Module III aWhat can SMEPASS II experts do for an SME

- The projectrsquos advisory services -Marketing

Juergen Mendritzki

Key Expert Marketing






SMEPASS II Marketing Advisory Support offer

1 Sales and marketing audit

2 Market Analysis

Basic

3 Practical Marketing Plan

4 Website eMarketing eCommerce

5 Export readiness analysis and plan

Medium

6 Branding

7 International Sales Promotion and MarketingAdvanced







Benefits from SMEPASS II Marketing Audit Service

bull How good is your marketingbull Find out how your company performs in the market

compared with oldnew competitors bull Find out why competitors are gaining market sharebull How do you meet customer expectationsrequirements







Benefits from SMEPASS II Market Analysis Services

bull Which profitable market segments exist that you could serve

bull Understand your markets better to serve them better (possibly as a SMEPASS II service for all companies from the same sector)

bull What do the markets requireexpect from youbull Training on how to conduct market research







Benefits from SMEPASS II Practical Marketing Plan Service

bull How to enter the right market segmentsbull Manage sales and marketing activities in your

home market betterbull Develop a plan to fully exploit existing sales

channels bull Develop a plan to enter new sales amp

distribution channels







Benefits from SMEPASS II Export Readiness Analysis and Plan

bull Find out whether you are ready for exportbull Identify on which marketing strengths can you buildbull Which weaknesses do you need to overcomebull How to enter the right market segmentsbull Prepare your export marketing







Benefits from SMEPASS II Branding Service

bull Ensure customer loyalty and Improve your chances on the market through a branding strategy

bull Brush up your existing brand (name logo identy system)

bull Design a new brand (including basic identity system) for your company or your products

bull Build awareness of your brand in the marketbull Implement your brand guidelinesbull Designreview basic promotional material to

address target customer segments







Benefits from SMEPASS II Website Development andor eMarketing

bull Build your websitebull Develop your website to a marketing and sales tool bull Develop an eMarketing or eCommerce strategy bull Use the internet to offer your productsservices and

to attract customersbull Get a basic system to handle business via the

internet







Benefits from SMEPASS II International Sales Promotion and Marketing Services

bull Search for business partners or strategic partnersbull Arrange the contact with potential partnersbull Prepare the sales pitchbull Get support for negotiations with new partnersbull Get help to make you fit for the first export deliveriesbull Prepare for trade fair participationbull Get training on how to deal with foreign customers















Module ❸bWhat can SMEPASS II experts do for

and SME in the field of PRODUCT DEVELOPMENT



Are you bringing the right product to market

Is what you are selling what your target market

really wants

Are you conscious of the needs of your customers

If so how

Do you perform surveys of your customers satisfaction levels

Any customer can have a car painted any colour he wants so long as it is black Henry Ford






More efficient product amp process

development


The Link between Product Development and Innovation

InnovationStrategy

Innovation organization and culture

Product and process

developmentIdea

management

Launch continuous

improvement

Innovation lifecycle management

MarketableProduct

IMP3ROVE Innovation Assessment Tool

PRO INNO Europereg Initiativewwwimprove-innovationeu







What the SMEPASS II Project can do for your SME in the field of Product Development

Assess your productrsquos fitness for purpose on existing and new local national and international markets

Assist you in redesigning and refocusing your product offering

Assist you in embedding innovation practices in order to ensure continuous improvements in product design

If this is of interest to you please tick the box alongside Product Development on your online application for assistance under the SMEPASS II Project

1 PRODUCT DEVELOPMENT







Module III cWhat can SMEPASS II experts do for an SME

- The projectrsquos advisory services -Quality Assurance

Igor Pus

NKE Quality Assurance






Which of these cars has the better Quality







Definition of Quality

We can not answer that question so easily in our common language we associate Quality with Excellence

But from a more technical point of view a possible definition could be FITNESS FOR PURPOSE

Quality of a product or service refers to the perception of the degree to which the product or service meets the requirements

The quality perceived by the customer depends on the ldquoqualityrdquo of several processes not just productionservice delivery

We can point out some of them that have impact in Quality results Purchasing (raw materials or subcontracted services) Sales Maintenance Human Resources etc







Quality specifications



Customers Requirementsrsquo(in B2B normally referred to a

protocol or an internal specification)

MARKET

Standards(HR EN ISO etc)

VOLUNTARY

Regulations (Harmonized EN standards)

LEGAL

QUALITYLEVEL







Continuous Improvement Oriented Systems quality systems based in ISO standards as ISO 9001 ISOTS 16949 etc measure the Quality through

bull Key Performance Indicators (KPI) that provide information about the efficiency of the main processes

bull Compliance of Quality specifications

Is Quality measurable

Objective data to answer which productservice is better





Why implement a Quality Management System (QMS) in a SME



A QMS is the set of policies procedures plans instructions and resources aimed at ensuring compliance with legal and customer requirements

In other words a systematic way of organizing my human resources and equipment in order to achieve a certain quality level of my productsservices

Defining the responsibilities of staff in relation to Quality Establishing methods and frequencies in the Quality Control Ensuring that the measuring equipment is accurate Ensuring compliance with quality specifications Ensuring conservation of the data controls Analyzing the obtained results Proposing corrections based on objective data

Increase Efficiency amp Effectiveness





Quality Management System documents



We must not confuse a QMS with the documents used in its definition Quality Manual Procedures and Working Instructions

A good consultant should ensure that the QMS is a tool for SMEs not a constraint and to avoid bureaucratization by

Properly sizing the documentation to the SME and the requirements Avoiding duplication in documentation (unnecessary procedures) Preparing user-friendly but precise and targeted working methodologies (not

for third parties ndash Certification Bodies) Defining templates adapted to the SME needs

Experts or Consultants must not introduce changes in the SME procedures where they are not needed





SMEPASS II Quality Management Systems offer

Quality Management Services offered by SMEPASS II1 Basic QMS design and training

2 Quality AuditBasic

3 Compliance with EU Regulations

4 Satisfy the quality requirements of your potential customers

Medium

5 Continuous improvement oriented systems

6 Total Quality Management (TQM)Advanced







Benefits from Basic QMS Advisory Service

bull Increase quality culture in the company

bull Getting used to work in a systematic way

bull Clearly define responsibilities within the company

bull Implement quality control reduction of non-quality costs

bull To serve as a starting point for implementation of QMS







Benefits from Quality Audit Servicebull Detecting weaknesses in quality control

bull Identify opportunities for improvement in

bull Establish a plan of action to correct the detected deviations



Inspections control points in the production process

Control equipment used

Production Equipment

Raw materials (acceptance criteria suppliers evaluation)

Training (identify training needs)





Benefits from QMS Oriented to Compliance with EU Regulations (eg CE marking HACCP)

Get used to work with EU Regulations

Identify the requirements Compliance self-evaluation of the requirements Define actions plans to solve the non compliances

Avoid legal conflicts

Be able to legally commercialize our products within EU



Note It is important to note that in order to affix the CE marking to some products European legislation makes it mandatory that a Notified Body Control perform the tasks required by the reference standard The costs of the inspection process may not be covered by this project Only advisory for the implementation of the management system required by the CE marking





Benefits from QMS oriented to Satisfy the Quality Requirements of Your Potential Customers (eg IFS protocol FSC- CoC)

bull Avoid legal conflicts

bull Be able to achieve customers requirements

bull Gain market share and access foreign markets thanks to the trust it generates among clients and consumers

bull Eliminate multiple customers audits (costs saving)

bull Increase confidence an access to quality agreements with customers and suppliers







Benefits from the Implementation of QMS(eg ISO 9001 ISOTS 16949)

bull Avoid legal conflictsbull Be able to achieve customers requirementsbull Eliminate multiple customers audits (costs

saving)bull Gain market share and access foreign markets

thanks to the trust it generates among clients and consumers

bull Access to quality agreements with customers and suppliers

bull Improve efficiency and effectiveness of our Companyrsquos processes

bull Increase client satisfaction



ISO 9001

ISO 16949





Benefits from the Environmental Management Systems (ISO 14001)

bull Optimise the management of resources and waste

bull Reduce environmental damage from its activity

bull Minimise the risks associated with accidental events

bull Reduce the costs of waste management and insurance premiums

bull Eliminate barriers to exports

bull Reduce the risk of litigation and sanctions



ISO 14001





Benefits from the Total Quality Management (TQM)

bull Identify the best practice in a certain production process

bull Identify what to produce and how to do it

bull Change the functional approach by the process approach

bull Be able to do cost benefits analysis













Module ❹

How to work with a consultant

Juergen MendritzkiKey Expert Marketing

hellipthe practice of creating value for organisations through improved performance

achieved by providing objective advice and implementing business solutions

In other words management consultants help take organisations further than they would go on their ownThey do this by solving problems providing outside perspective and enhancing business capability Management consultants bring niche skills and a breadth of experience into organisations which is often useful for specific projects but not for an organisation to employ full time

Management Consulting ishellip

Source Management Consulting Association UK







1 Agree on needs and sign

Work plan

3 Recommen-dations get

approval

2 Data gathering and

problem analysis

4 Action planning get

approval

5 Implemen-tation support

coaching

A Typical Consulting Project Consists of 5 Steps bull Prioritiesbull Terms of Referencebull Selection of expert

bull In-house bull Out-house

bull Report

bull Action plan

bull Frequent visitsbull Assistancebull Reviewbull Training

Number of expert days depending on company size and complexitydifficulty of advisory services







Desired outcomes and results listed in the project agreement are achieved

The clientrsquos problem is solved The project is finished on time and

within budget The consultant and the client maintain

a high-quality working relationship The client learns to address similar

problems by themselves in the future The client says that they would hire

the consultant again

What is a Successful Consulting Assignment






Marketing Consultants can Deliver Substantial Value to a Company

Case Company B is a young textile manufacturer run by a couple in their early 40ies The company employs 30 people and is outsourcing some work Their products were mainly sold in the domestic market in the lower-to-middle price segment to middle-aged consumers The company was competing on price and durability It is directly sourcing its raw material and employs a part-time designer

The expert was contracted to reposition the company and to help them start exporting

THE OUTPUTbull A marketing and market entry strategy bull A new brand and a new identity system bull Website company brochure and other materialbull Product quality substantially upgraded bull New products and designs bull Pricing strategy for international marketsbull Owners trained in international sales managementbull International trade fair participationbull Contacts with Western European buyers establishedbull Product samples were sent

THE EXPERT and THE CLIENT Marketing expert with fashion industry background Company owners available bdquoaround the clockldquo Active exchange of ideas during the whole process Consultant accepted as bdquopart of the teamldquo Some money invested into marketing material Trade fair participation Sample designs tested in the market Owners travelled with consultant to see potential

customers Consultant helping Owners to do sales calls

Why did it go well

The company entered the international market and gained immediately orders from leading W European Department stores and store chains Private label business with international brands started







bull Trying to solve the wrong problem bull Failure to manage clientacutes

expectationsbull Lack of understanding the clientacutes

industrybull Lack of communicationbull Changing the scope of the assignment

(goal deliverables) in mid-streambull Over-charging the client through

unrealistic scope of change bull Lack of implementation capacity

When do Consulting Projects Fail







Example What Can Go Wrong and WhyCase Company B is a food producer with 40 employees The company has been producing the same type of products for 25 years It was selling them mainly on the regional market though traditional independent grocery stores Its main customers are mostly elderly people who are accustomed to Aacutes products The company was loosing substantial market share against imported food stuff

An Expert was contracted to develop a sales and marketing strategy

What went wrong

THE EXPERT and THE CLIENTbull Expert Generalist with limited experience in the

the food sector never worked as managerbull Objectives and process not clearly definedbull Owner changed task from marketing strategy to

quality improvement after3 weeksbull Owner frequently canceled meetingsbull Staff was not involved forbidden to talk with

expertbull Information on company not disclosedbull Expert Producing many pages of reportsbull No feedback from owner on papers and reportsbull Expert saw his role only in producing concepts but

not in supporting implementation

The OUTPUTbull A very general strategy not specifically

addressing the needs of the company bull Reportsbull No discussion about an action plan took

place

At the end of the project the company stated that they were not satisfied with the results They were expecting more than bdquojust paperldquo







Basics of How to Work with a Consultant (1)THE CLIENT Agree on objectives schedules and outputs in the beginning Clearly articulate your expectations Donacutet change the scope of the assignment in the middle of the

process Agree on how to measure the success of the assignment Show commitment and allocate enough own time Be available during the whole assignment Do not leave the consultant in a vacuum Do not delegate the responsibility for the assignment downwards Inform your staff about the assignment Allow the consultants to talk with your staff







Basics of How to Work with a Consultant (2)

THE CLIENT Arrange interviews and travel schedules to most efffectively

use the consultantacutes time Be open and provide information on your company markets

etcneeded to complete the assignment Determine in advance whether the consultantacutes work may

require access to confidential information Carefully read the reports and give immediate feedback Stick to agreed schedules (meetings etc) Be open for positive and negative results Articulate any criticism during the process and not at the end Take the agreed action plan seriously and implement it Ask for coaching







Module ❺

Education for Entrepreneurship










Goals

Creation of a life-long learning system reliant on the continuous employability concept in line with labour market developments

Articulation of a policy for enhancement of human resource development in companies in line with new economic developments

Development of an integrated entrepreneurial education system

Creation of a concept and curriculum through an integrated approach to entrepreneurial learning across all segments of the education system







Current Policy on

Atriculated through the National Strategy for Life-long Entrepreneurial Learning (including delivery Action Plan and covering the period 2010-2014)

The primary objectives of the National Strategy for Life-Long Entrepreneurial Learning are

Sensitivity and creativity of positive attitude to Life-long Entrepreneurial learning

Entrepreneurial learning as a key competence in all forms and levels of education

Forum for members of the national Council of E4E which is located in the HGK office in Zagreb ndash sharing information about events and coordination of activities








Activities and Target Groups for delivered by National Co-Ordination Unit

Development of sensitivity and positive attitude towards Life-long Learning through workshops presentations

Running of seminars for unemployed on Start Your Own Business

Organising Childrens Entrepreneurship Week

Organising Academic Entrepreneurship for the Knowledge Economy

Performance of Training Needs Analysis among the wider community

Delivering Entrepreneurship Education for Craftsmen

Participation in international conferences on entrepreneurship






Members of the Co-Ordination Group for

Ministry of Entrepreneurship amp Crafts Ministry of Science Education and Sport

Ministry of Agriculture

Ministry of Regional Development amp EU Funds

Ministry of Tourism

Chamber of Economy (HGK)

Chamber of Crafts (HOK)

Employment Service

Employers Association












Module ❻

How to apply for SMEPASS II advisory services


Eligibility

Registration on wwwsmepass2eu

On-line Expression of Interest

3-page on-line form

45 - 60 minutes needed

One-hour interview

Documents

How to apply









Eligibility for free SMEPASS II Advisory Services

Mikro small and medium enterprise Registered in Croatia Operating for at least 2 years Positive business results in the year 2012 or 2013 Independent business activities No outstanding debts towards employees or the state No conviction for criminal offences Not in the process of pre-bankruptcy arrangement Not in insolvency proceedings or in liquidation process Compliance with ldquode minimisrdquo No funds received from other public sources for same purpose No agriaquacultural producer of primary production stage only Others

Please check the SMEPASS II website

for detailed explanations





The Application Process

SME completing Expression of

Interestform on-line

Invitation for Interview

SME completing template (Quality Assur or Marketg)

Interview + scoring of application

SME



Selected SME to sign Eligibility Statement and provide documents

SME checking its

eligibility

Minpo to check documents and approve application

A

B

CD





Project Preparation

Terms of Reference for expert

Selection of Expert

Start of consulting work



Selected SME signing contract with Minpo

Approval of expert by MINPOCFCA

Draft Work Planof assignment

A

B

C D











Apply on-line

Project Website

SMEPASS II Expression of Interest Form (1)









Basic information on the company Address and contact information Size and profitability Previous project support and experience with consultants Products and services Sales and marketing Finance organisation Quality Management System Formal organisation and language skills Strategic direction in the period up to 2020 Reason for applying for free advisory services Expectations







SMEPASS II Expression of Interest Form (3)Below you find the list of the 14 SMEPASS II Advisory Services Choose the ones you are interested in and rank them in order of priority No 1 is the service that you see as the most needed to improve the competitiveness of your company

Quality Assurance Rank Marketing amp Product

Development

Rank

Quality audit Sales and marketing audit

Basic quality management 1 Market Analysis

Total Quality Management (TQM) Practical Marketing Plan 2 Compliance with EU regulations 3 Export readiness analysis amp plan

Satisfy the quality requirements of your (potential) customers

International sales promotion and marketing

Continuous improvement oriented systems

Branding

Website development andor e-Commerce strategy

Product Development EXAMPLE of ranking








You can complete the Expression of Interest Form in several steps and save

the status Once you have fully completed the form

do not forget to press the Submit button













Module ❼Selection Process for SMEs




SME Selection Process Through Interviews is Transparent Objective and Straight Forward





Individual interview based on completed template

Please note bull Canceled interview without explanation = no valid applicationbull Invest some time in completing the Templatebull The owner(s) or manager(s) should attend the interviewbull Bring with you your 2012 and 2013 FINA Financial Statementsbull Bring with you documents suggested in the Template if

availablebull Give us an idea about your company through company

brochures product samples etc bull Donacutet worry about English spelling and grammar



SMEPASS II Template General Criteria





1 Which SMEPASS II service do you want and why (not scored)

2 What would you do without SMEPASS II support (0 ndash 5 scores)

3 What is your financial capacity (0 ndash 5 scores)4 Is your organisation prepared (0 ndash 5 scores)5 Is your company located in a lagging behind region (0 or 5 or 10 scores)



SMEPASS II Marketing Template (1)





1 How did your company perform in the past (0-5 Scores)2 How do you see your growth potential (0 ndash 5 cores)

3 Do you have a marketing strategy andor plan (0 ndash 5 scores)

4 What are your marketing capabilities (0 ndash 5 cores)








5 What are your marketing ressources (0 ndash 5 scores)

4 Capabilities (continued)



SMEPASS II Quality Assurance Template (1)





1 What is your QA improvement potential (0 ndash 5 scores)

2 Which capacity resources do you have available (0 ndash 5 scores)3 What is your ability to implement QMSEMS (0 ndash 5 scores)








4 Do you have a Performance Information System (0 ndash 5 scores)5 Do you monitor non-conformity (0 ndash 5 scores)



The Project Team Will Submit a Ranking List of all Interviewed Companies to MINPO





Ranking List of Interviewed Companies

Rank Company helliphellip helliphellip Total Scores

1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip

MINPO will check results and invite selected SMEs to submit further documents

Thank you for your attention

We hope to see you soon on wwwsmepass2eu







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Module ❶

Introduction to the SMEPASS II Project



Overall Objective





June 2015





























Access Gateways


















improvement systems





















































>

















payments















































Marketing





















Product

Place

Price

Advertising

Sales Promotion

Publicity

Public Relations

Personal Selling

Promotion

































25

ProductsProcesses

MarketsNewOld

Old

New















3 Increased profits





8 Diversification






























































Quality Assurance



















































SERVICES PRODUCTS

Financial Toys







Chemical products

Motor vehicles
















































Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Overall Objective





June 2015





























Access Gateways


















improvement systems





















































>

















payments















































Marketing





















Product

Place

Price

Advertising

Sales Promotion

Publicity

Public Relations

Personal Selling

Promotion

































25

ProductsProcesses

MarketsNewOld

Old

New















3 Increased profits





8 Diversification






























































Quality Assurance



















































SERVICES PRODUCTS

Financial Toys







Chemical products

Motor vehicles
















































Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Access Gateways


















improvement systems





















































>

















payments















































Marketing





















Product

Place

Price

Advertising

Sales Promotion

Publicity

Public Relations

Personal Selling

Promotion

































25

ProductsProcesses

MarketsNewOld

Old

New















3 Increased profits





8 Diversification






























































Quality Assurance



















































SERVICES PRODUCTS

Financial Toys







Chemical products

Motor vehicles
















































Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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improvement systems





















































>

















payments















































Marketing





















Product

Place

Price

Advertising

Sales Promotion

Publicity

Public Relations

Personal Selling

Promotion

































25

ProductsProcesses

MarketsNewOld

Old

New















3 Increased profits





8 Diversification






























































Quality Assurance



















































SERVICES PRODUCTS

Financial Toys







Chemical products

Motor vehicles
















































Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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>

















payments















































Marketing





















Product

Place

Price

Advertising

Sales Promotion

Publicity

Public Relations

Personal Selling

Promotion

































25

ProductsProcesses

MarketsNewOld

Old

New















3 Increased profits





8 Diversification






























































Quality Assurance



















































SERVICES PRODUCTS

Financial Toys







Chemical products

Motor vehicles
















































Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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payments















































Marketing





















Product

Place

Price

Advertising

Sales Promotion

Publicity

Public Relations

Personal Selling

Promotion

































25

ProductsProcesses

MarketsNewOld

Old

New















3 Increased profits





8 Diversification






























































Quality Assurance



















































SERVICES PRODUCTS

Financial Toys







Chemical products

Motor vehicles
















































Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Product

Place

Price

Advertising

Sales Promotion

Publicity

Public Relations

Personal Selling

Promotion

































25

ProductsProcesses

MarketsNewOld

Old

New















3 Increased profits





8 Diversification






























































Quality Assurance



















































SERVICES PRODUCTS

Financial Toys







Chemical products

Motor vehicles
















































Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Product

Place

Price

Advertising

Sales Promotion

Publicity

Public Relations

Personal Selling

Promotion

































25

ProductsProcesses

MarketsNewOld

Old

New















3 Increased profits





8 Diversification






























































Quality Assurance



















































SERVICES PRODUCTS

Financial Toys







Chemical products

Motor vehicles
















































Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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25

ProductsProcesses

MarketsNewOld

Old

New















3 Increased profits





8 Diversification






























































Quality Assurance



















































SERVICES PRODUCTS

Financial Toys







Chemical products

Motor vehicles
















































Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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3 Increased profits





8 Diversification






























































Quality Assurance



















































SERVICES PRODUCTS

Financial Toys







Chemical products

Motor vehicles
















































Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Quality Assurance



















































SERVICES PRODUCTS

Financial Toys







Chemical products

Motor vehicles
















































Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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SERVICES PRODUCTS

Financial Toys







Chemical products

Motor vehicles
















































Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










Slide 1

Slide 2

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Marking






4





2+ 2




FPC Assessment


FPC Certificate

1+ 1




FPC Assessment




















Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










Slide 1

Slide 2

Slide 3

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Juergen Mendritzki









2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Slide 2

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Slide 99



2 Market Analysis

Basic




Medium

6 Branding





























































internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























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Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

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Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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internet





























really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

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Apply on-line

Project Website



















Development

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Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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really wants


If so how









development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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development



InnovationStrategy


Product and process

developmentIdea

management

Launch continuous

improvement


MarketableProduct























Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Igor Pus































MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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MARKET


VOLUNTARY


LEGAL

QUALITYLEVEL












































Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Medium




































































ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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ISO 9001

ISO 16949














ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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ISO 14001






















Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Module ❹















Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Work plan


approval


problem analysis


approval


coaching



bull Report

bull Action plan



























Why did it go well






















What went wrong








place



























Module ❺











Goals











Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

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Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

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Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

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Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Current Policy on






























Ministry of Tourism



Employment Service













Module ❻



Eligibility



3-page on-line form


One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Eligibility



3-page on-line form


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How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Eligibility



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One-hour interview

Documents

How to apply























SME




SME checking its

eligibility


A

B

CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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SME




SME checking its

eligibility


A

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CD





Project Preparation


Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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3-page on-line form


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SME




SME checking its

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CD





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Selection of Expert







A

B

C D











Apply on-line

Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Project Preparation


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Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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Project Website



















Development

Rank







Branding





























































































1 Company X 50

2 Company y 45

3 Company Z 40

helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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helliphellip

helliphellip

50 helliphellip

51 hellip

hellip hellip










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2 Company y 45

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