1. Services of a Business Association for its Members Objectives Contents Structures Nucleus-International.net

2. The chamber's and its employees’ tasks To help the SME in the –foundation –development –modernization –expansion of his enterprise To offer support in his day-to-day activities

3. The structure of services

4. Objective of the Service “Information” To facilitate members’ access to information to everything what is important for business decisions (laws, market developments, suppliers, staff, technologies, management techniques etc.) Key question: which information is relevant for the businessmen?

5. Task of the business association Collect, filter and select relevant information –Negative example: distribution of the consumer rights law –Positive example: focus on the important subjects of the law to each given branch (bakeries, joiners, etc.) Information Members

6. Information spreading: Instruments Letters, brochures, newspapers, and magazines of the association Publications in newspapers, radio, TV Speeches and seminars Personal contacts of ACI employees and member businessmen (telephone, meeting, company visit)

7. Training and Counselling Objectives Stimulate thinking and learning processes of the entrepreneur to –benchmark his performance –develop new ideas –identify alternative solutions Key question: What to change / improve?

8. Training and Counselling Objectives To help the businessmen to introduce changes in his enterprise Key question: How to do it?

9. Individual Counselling : Characteristics Meeting of two persons: Businessmen + Consultant Focal point: The relationship between them Instrument: Psychology

10. Individual Counsellor: Tasks Create a trustful environment Start up a discussion, i. e.: using “Wh-”type questions Identify the problems –subjectively, seen by the businessmen –not objectively, seen by the consultant Adapt the “language” of the entrepreneur

11. Individual Counsellor: Tasks Search / elaborate alternative solutions together with the entrepreneur Eventually search on the market for the for new know how sources In the best case, the entrepreneur finds the solution on his own The decision is made by the entrepreneur

12. Group Counselling: Characteristics Meeting of some persons: Group of SMEs + Consultant =“ Nucleus” Focal point: Knowledge and experience exchange amongst entrepreneurs Instrument: Methodologies for working groups: - Action Learning - Metaplan - GUT and many more

13. Group Counselling : Tasks Initiate and manage a communication process amongst SMEs = Moderation Focal point: the group dynamic Objective: –identify common problems together –organize the activities defined by the Nucleus (courses, visits to suppliers, fairs, etc.)

14. Group Counsellor: Tasks Strategy: Steer the discussion to problems which the SMEs can solve on their own (internal causes -great chance of success) Avoid those problems the SMEs can not solve by themselves (external causes - poor chance of success)

15. Group Counsellor: Tasks At the “right” moment –actively take part in the discussion –contribute with - questions, - ideas, - experiences, - comparisons, - proposals = Consultancy

16. Group Counsellor: Tasks Observation: The group dynamic and the action learning / experience sharing process have priority Moderation without consultancy is ineffective for the SMEs / the group

17. Group - Individual Counselling: Effects

18. Characteristics of Training Carry out courses and seminars on key subjects for the development of the affiliated members’ enterprises

19. Characteristics of Support Support SMEs by services which help to save time and money Take advantage of the groups’ strong bargaining power to get advantages and discounts on purchases and services for the individual SME (e.g. health insurance plan)

20. Final Conclusion: an ACI is a Service Enterprise So it needs: –Orientation on members’ needs = Marketing –Business leadership and management –Qualified staff = professionals –Employees familiar with the affiliated members’ enterprises –Chairs with nails!

21. The difference between... A “club” of businessmen –spends 70% of its budget into social activities A “business association” –invests 70% of its resources into its service area (staff)

22. 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