1. 04/2008Nucleus-International.net1 Training of Entrepreneurs in Business Chambers Objectives Contents Structure Nucleus-International.net

2. 04/2008Nucleus-International.net2 What is the difference between Common Objective: Transfer of “know-how” to a person Education Vocational Training Up-grade Training ?

3. 04/2008Nucleus-International.net3 Criteria for the identification of the differences Content:What to transfer? Target group:To whom? Objective:Why? Time:How much time? Logistics:Infra-structure, staff etc.? Costs /earnings:Characteristics? How much? Organization:Who is responsible?

4. 04/2008Nucleus-International.net4 Education Content –basic knowledge (reading, writing, arithmetic, history, geography etc.) Target group –children, youngsters Objective –To provide basic education Duration –between 4 - 13 years Needs –buildings, equipment, teachers (full time) Costs / earnings –high fixed and current costs –Zero

5. 04/2008Nucleus-International.net5 Education Organization –public & private schools Characteristics –long-term investment (10 years and more) –without short-term return è Task and responsibility of the society / government

6. 04/2008Nucleus-International.net6 Vocational Training Content –professional basic knowledge - bakery - carpenter etc. Target group –youth, adults Objective –to prepare for professional activities Duration –between 1 - 7 years Needs –buildings, equipment, instructors (full and part time) Costs / earnings –high fixed and current costs –earnings < costs

7. 04/2008Nucleus-International.net7 Vocational Training Institution –enterprises and specific vocational training institutions (public and private) Characteristics –middle-term investment (2 to 5 years and more) –without short-term return –With low profit chances for enterprises è Task / responsibility of the society / government & the economy / enterprises

8. 04/2008Nucleus-International.net8 Up-grade Training Content –new technologies and specific knowledge Target group –adults (entrepreneurs, employees) Objective –to solve actual problems –to prepare for future developments Duration –between 1 hour and 6 months Needs –room, instructor (freelance) Costs / earnings –low fixed, mainly current costs –earnings > costs

9. 04/2008Nucleus-International.net9 Up-grade Training Organization –Enterprises, professional training institutions (public and private), chambers and associations Characteristics –short-term investment (weeks) –instant return –with profit making chances for enterprises –great flexibility (demand and supply) è Task of BDS providers and business chambers / associations

10. 04/2008Nucleus-International.net10 Result: Chambers & Associations with voluntary associated members cannot / should not undertake vocational training –economically too risky due to high fixed and current costs may / should undertake professional up-grade training –no risk due to low fixed and current costs –activities are easily adapted to attend the actual requirements and members’ needs (existence of a market with demand and supply)

11. 04/2008Nucleus-International.net11 However... Chambers & Associations with voluntary associated members can / should lobby focused on vocational training providers In order to influence directors and instructors to –understand the enterprise reality (in economic, social and technical terms) –be aware of the enterprises’ specific needs  in quantitative and qualitative terms  at present and for the future

12. 04/2008Nucleus-International.net12 Up-grade training in chambers: Key question How to identify the entrepreneur's up-grade training needs?

13. 04/2008Nucleus-International.net13 Main tenet Up-grade training is a market product with demand and supply

14. 04/2008Nucleus-International.net14 The chamber up-grade training: a) The supply defines the program Member Enterprises Chamber Counsellor Up-grade trainer / instructor –The up-grade trainer offers the product / course to the chamber –He / she defines the program (content, methodology) –The chamber buys the defined product / course from the trainer –Counsellor’s task: organisation and management

15. 04/2008Nucleus-International.net15 The chamber up-grade training: a) The supply defines the program Success criteria for the chamber: –Number of participants –Financial surplus –Evaluation: The participants are content

16. 04/2008Nucleus-International.net16 The ideology “We BDS providers for entrepreneurs –up-grade training institutions and instructors analysed the enterprises and detected problems and failures in certain areas..…, we know what is good and necessary for the enterprises and our product / course helps the entrepreneur to solve the problems è “Top down” Approach

17. 04/2008Nucleus-International.net17 The chamber up-grade training: b) The demand defines the program –The Nucleus Entrepreneurs  define their problems and needs  decide about an activity to solve the problem (i.e. training course) –Counsellor‘s tasks:  to find in the market a qualified up-grade trainer  to check whether the trainer is able / willing to offer a product in reference to the defined demand (content, methodology) Chamber Up-grade trainer / instructor Counsellor Member Enterprises

18. 04/2008Nucleus-International.net18 The chamber up-grade training: b) The demand defines the program –The up-grade trainer develops a product / course in reference to the defined problems / demand –Counsellor‘s tasks: organisation and management Chamber Up-grade trainer / instructor Counsellor Member Enterprises

19. 04/2008Nucleus-International.net19 The chamber up-grade training: b) The demand defines the program Success criterion for chamber and Nucleus –Almost all Nucleus entrepreneurs participate –Financial surplus –Evaluation: - The participants are content - Concrete impact on the development of the enterprises - The Nucleus asks for further training

20. 04/2008Nucleus-International.net20 The Ideology “We, the entrepreneurs discussed and identified our problems and failures in the following areas..... decided on the required training to address these problems know what is good and necessary for us” è Subjective “bottom-up” analysis

21. 04/2008Nucleus-International.net21 The chamber up-grade training: b) The demand defines the program Requirements concerning the Chamber Counsellor –Knows /understands the enterprise reality and the entrepreneur’s thinking –Knows to stimulate & develop ideas for up-grade training activities –Is familiar with know-how transfer methodologies –Knows to identify and negotiate with the “right” up-grade trainer / instructor

22. 04/2008Nucleus-International.net22 In other words Regarding know how and new concepts about organization, management, technology, methodology, etc. The chamber and its counsellors must be ahead and not behind the member entrepreneurs

23. 04/2008Nucleus-International.net23 A comparison of some characteristics of up-grade training forms

24. 04/2008Nucleus-International.net24 Recommendations for the up-grade trainer

25. 04/2008Nucleus-International.net25 1. Meet the entrepreneurs where they “are” ! Start with what the Nucleus entrepreneurs feel subjectively are their most important problems –That is why they asked for the course –That is why they are there –That is why they are willing to pay the fee Do not –What you know to do –What you think is most important for the entrepreneurs – also when you are objectively right!

26. 04/2008Nucleus-International.net26 2. Treat the participants as entrepreneurs ! Treat the participants as entrepreneurs –Equal, on the same level as the trainer –In order to exchange and learn together Do not treat the participants as students –Where one knows and the others not Do not start with the ABC –Also when you perceive that the entrepreneurs lack of basic knowledge of their profession

27. 04/2008Nucleus-International.net27 3. Define small courses / modules Define small / shorter courses / modules which –Cover only a limited part of the total work area –The entrepreneurs are able to apply directly in their day-to-day work –Are easier to finance for them (limited financial risk) –Stimulates them to continue and to ask for the next module Creation of trust and the feeling: “I invest my time and my money and I get a direct return!”

28. 04/2008Nucleus-International.net28 3. Define small courses / modules Do not define a huge course covering the whole technology of the sector –The entrepreneurs are not able to apply everything in one step –Which is difficult / impossible to finance for them (high financial risk) The world was not created in one day !

29. 04/2008Nucleus-International.net29 3. Define small courses / modules Strategy: Few things done very intensively have more change impact than many things with low intensity!

30. 04/2008Nucleus-International.net30 4. Combine training with counselling! Combine with the Nucleus / counsellor to visit the individual participants in their workshops –To counsel them in the application of the content of the training course –To learn something during a course and to apply this in practice are two different things –Increases the chance of a positive impact Sometimes it is easier to combine this at the end of the up-grade training than before Training without impact is useless!

31. 04/2008Nucleus-International.net31 5. Apply the “right” didactic! How do SMEs learn ?

32. 04/2008Nucleus-International.net32 5. Apply the “right” didactic! What I hear, I forget What I see, I understand What I do, I learn (Confucius)

33. 04/2008Nucleus-International.net33 5. Apply the “right” didactic! SMEs do not learn with their ears ! SMEs learn with their eyes and with their hands !

34. 04/2008Nucleus-International.net34 5. Apply the “right” didactic! Apply visualisation methods (METAPLAN) –The Nuclei are used to it Combine theory with practical experiences –A part of the up-grade training happens in a workshop –Practical examples from the participating enterprises –The programme includes visits to other places (companies, suppliers, buyers, training institutes, etc.) –A successful entrepreneur (non-Nucleus member) presents his / her experiences

35. 04/2008Nucleus-International.net35 5. Apply the “right” didactic! Up-grade training must be an adventure ! Up-grade training must be fun !

36. 04/2008Nucleus-International.net36 Nucleus-International.net This file is part of our material to present and illustrate our activities to professional and elected officials of business associations, personnel from technical cooperation projects, and other people with an interest in this field. We are involved in a constant process of elaborating and improving this material, and targeting it to the demands of specific groups. You may use, copy, and change this file as you like (we do not insist on a copyright). We would, however, like to ask you for the following: please send us a copy (as a file or printout) and additional information if you use the file or parts of it. Thank you! The Nucleus-International.net team