Get the right expertise for your innovative business? Know how.

The know-how to help small businesses grow The EBRD can help small and medium-sized enterprises access advice as well as finance We’ve helped nearly 16,000 enterprises access know-how since 1993 We work in 29 countries across southern and eastern Europe, North Africa and the Middle East and Central Asia We connect businesses with local consultants and international industry experts that can transfer essential know-how, expertise and effective business management tools.

Russia Belarus Ukraine Kazakhstan —Moldova Mongolia Croatia— —Romania Bosnia and Herzegovina— —Serbia Montenegro— —Kosovo Uzbekistan Georgia— —Bulgaria —Kyrgyz Republic Albania— Armenia— FYR Macedonia Turkey —Tajikistan Azerbaijan —Turkmenistan Tunisia— Cyprus— —Lebanon —Morocco West Bank & Gaza— —Jordan Egypt

Results in Romania Since 1993 we’ve helped over 900 enterprises access advice We have a network of over 300 local consultants and 2,500 international experts We focus on delivering international best practice to achieve tangible results 74% of our clients increased their turnover, with a median increase of 31% 56% of our clients improve their productivity - 63% see significant job creation

Tailored business advice for innovative SMEs The EBRD provides the knowledge, the network and the skills that SMEs need to succeed, to grow and to become more competitive In partnership with the European Union, under Horizon 2020, we are now focusing on supporting innovative SMEs Our support covers all types of advisory services (technical, engineering, business, marketing, corporate governance, IT etc.), for companies in all industries (except EBRD and Horizon 2020 prohibited sectors) Two categories of projects: Local advisory projects International advisory projects

Local advisory projects Business advisory projects delivered by local consultants, to achieve a specific goal, in a short time frame (max. 6 months) Impact results can typically be seen within a year after project completion Local consultants have specific know-how in various areas, including strategy, marketing, organisation, ICT, etc. EBRD grant to cover 70% of the assignment cost (average project cost €13,000)

Local advisory projects Strategy From business and strategic planning to feasibility studies and partner search. Engineering Solutions From production design to optimisation and deployment. Marketing From market research to branding and e-commerce. Quality Management From the ISO series to food safety to health and safety at work. Organisation From organisational development to human resources management. Energy/Resource Efficiency From energy audits to energy management and renewable energy. Operations From business process re-engineering to supply chain management. Environmental Management From environmental impact assessment to management and control.  ICT From management information systems to computerised manufacturing systems and enterprise resource planning.

International advisory projects Opportunity to work with an international expert from the same industry Intensive, 12-18 month advisory projects, providing tailored mentoring to local company executives, to support them in achieving long-term goals Working closely with senior management, sharing best practices and performing a strategic review of every aspect of an enterprise For relatively mature, medium-sized companies (above €10-20 mil) looking to compete on the global frontier EBRD grant to cover between 88% and 78% of project cost ; Average project budget is €45,000

Eligibility criteria Size: (1) up to €50 million in annual turnover or a balance sheet total of less than €43 million, (2) fewer than 250 employees, exceptionally up to 3000 employees; Ownership: Majority owned by local entrepreneurs, or by entrepreneurs from one of the EBRD countries of operation   Sector: All sectors, excluding EBRD and Horizon 2020 prohibited sectors Innovation: Innovative companies, according to specific criteria. Start-ups are also eligible. All eligibility criteria are available at https://knowhowromania.ro

Client cost-sharing   Enterprise size Local advisory Int’l advisory Additional for local advisory: 25% cost sharing for projects in the area of Energy/Resource Efficiency Micro (<10 employees, <€2m turnover) 30% 12% Small (<50 employees, <€10m turnover) 16% Medium (<250/500 employees, <€20m turnover) 18% Medium+ (<250/500 employees, <€50m turnover) 22% Thanks to the support of our donor, the European Union, we can share the cost of advisory projects with our clients

EBRD-EU initiative under Horizon 2020 A €20 million pilot programme was launched in 2018, under the EU Framework Programme for Research and Innovation, Horizon 2020, which will help innovative SMEs in Romania, Bulgaria and Latvia The EBRD and the European Union are providing a comprehensive package of finance, advisory support and measures to promote green technologies Advisory support was launched in Romania on 4 June. The finance and green technologies components will be launched later this year. More details soon.

Agroserv Măriuța: changing the business model Founded in 1994, Agroserv Măriuța is one of the largest dairy farms in southern Romania Due to small margins offered by the Romanian milk market, the company’s growth was limited and it was forced to change direction and start exports within the EU community We connected Agroserv Mariuta to Webventure Interactive, a local consultant specializing in marketing and ICT solutions, to help them develop the sales tools needed to attract foreign customers The consultant created and tested a new, professional and customer-friendly brand for the company and developed a state-of-the-art website, which incorporated online marketing tools, to act as a sales platform for company exports The company went from 0 to 100% exports within a year of project completion, to EU clients that contacted Agroserv via the new sales platform See case study for more details on the project

Inteliform: implementation of lean manufacturing techniques Industrial moulds producer founded in 1994 in Timisoara In 2014, the company owned a 800 sqm production facility and CNC equipment worth €2 mil, but production processes were not efficient, leading to a suboptimal use of equipment, bottlenecks and significant downtime. In order to increase production and business efficiency, the company decided to apply Lean principles with the help of Effective Flux, a local consultant specialising in process and organisational optimization The consultant introduced company management and staff to lean production principles and techniques, performed an initial workflow audit, trained the team on the 5S system (Sort, Set in order, Shine, Standardise, Sustain), implemented visual management, equipment management and problem solving methods and performed a final workflow audit and drafted an adjustment plan. One year after project completion, Inteliform’s production efficiency and turnover have increased significantly. See case study for more details on the project

Ciserom: accessing international markets Socks producer with a 90-year history in Romania, founded in 1927 In 2012, Ciserom reinvented itself through a rebranding process, aiming to cater to a premium segment, and needed expertise to compete internationally Heimo P. Obernosterer, an international adviser with more than 15 years of experience in the textile industry worked with Ciserom Together they performed a strategic review of the company and traced a direction for national and international growth They also established an export department, developed an annual budgeting system and created an investment plan for the company’s production facilities One year after project completion, the company more than doubled its exports, simultaneously increasing turnover by 16%. See case study for more details on the project

SME Finance & Development Thank you! Alina Marchiş SME Finance & Development marchisa@ebrd.com http://www.knowhowromania.ro