1. Program Overview for ICT Industry Joshua Yau USAID Enterprise Development & Strengthening Project Booz Allen Hamilton Yau_joshua@bah.com

2. 2 A short timeline for the program  The project began in 1996 as a microfinance lender, now with cumulative loan volume of over $28 million  In 2003, the project began to work in Legal & Regulatory reform and Competitiveness; work began with the Tourism sector  In September 2005, we selected IT as the second sector for support because of its potential to: –Provide (good) jobs –High value-add exports –Become/remain globally competitive with rising labor rates

3. 3 Project Focus Areas  International Certifications –CMM/I for Software Process Improvement - companies –PMP for Project Management – individuals  Sales & Marketing Training  Industry Branding and Promotion  ICT Applications for the Tourism Industry

4. 4 Romania offers unique combinatorial skills supported by broad country advantages Technical Talents Basic Science Languages Combinatorial Skills Domestic MarketLocationBusiness Environment Proven success by top investors & high FDI Investment Targets: Offshore Product Development Nearshore Outsourced R&D Multilingual Contact Center Complex BPO Ideal Partners: Multinationals Small-medium firms Venture investors

5. 5 Strengths of the IT Industry Entire presentation at www.chf.ro/it

6. 6 Romania currently suffers from relatively poor brand in IT services Forrester mentions of Romania – 4 Gartner mentions of Romania – 25 (4 relevant) Branding & Promo Activities  Working with Tech21 coalition  Will be publishing a monthly ViewPoint articles for press and analysts  Working with analysts on research requests  Creating a repository of marketing material at www.chf.ro/it www.chf.ro/it –Presentations –Brochures –“Why Romania” text –Company profiles

7. 7 CMMI is a process model and certification for companies  An organized set of industry best practices for –Project Management Planning, monitoring and control, risks, suppliers –Engineering Requirements development, technical solution, product integration, verification, validation –Support Process and product quality assurance, configuration management –Process Management Organization process focus, definition, training  Describes What not How  Developed by the SEI with broad external participation and review

8. 8 CMM/I delivers internal business benefits MeasuresLowMedianHigh Cost4.50%38%87% Schedule20%50%90% Productivity11%50%376% Quality29%50%94% Customer Satisfaction10%14%55% Return on Investment2:013:0113:01 Software Engineering Institute (http://www.sei.cmu.edu/cmmi/results/results-by-category.html)

9. 9 CMM/I delivers international credibility in IT services  CMM/I Level 3 is increasingly required for the short list for large outsourcing projects  CMM/I certification of firms is increasingly becoming a part of the country’s competitive positioning “What do you do to build credibility when you set out to sell your outsourcing smarts? If you're India, you adopt Capability Maturity Model Integration (CMMI) for its project management practices. India, which as a nation has been the quickest adopter of CMMI, has become attractive as an outsourcing destination not simply because it is a cheap alternative.” -- Computerworld Australia, 31 August 2004 SEI Maturity Profile, March 2005

10. 10 PMP is an individual certification for project managers  Requires –University Degree –36 months of project management experience –35-hour exam preparation classroom course –Passing an examination –On-going working in the profession to keep up the certification  Value –Professional Knowledge –Marketing Value to Company –Membership in the Project Management Institute and PMP Registry

11. 11 Sales training will be based on a methodology developed by IBM  Program –Three day course –Follow-on consulting on implementation –Team of international and local trainers  Benefits –Qualify good leads –Eliminate bad ones –Sell value rather than widgets –Work sales as a process

12. 12 Capability Maturity Model/Integrated (CMM/I) ActivitiesNext Event Late January  3-day “Introduction” course  1-day “Senior Managers” course Project Management Professional (PMP) ActivitiesNext Event TenStep classes will begin in February. Contact: www.tenstep.ro orwww.tenstep.ro www.pmi.rowww.pmi.ro for schedule Sales Process Overview (SPO) ActivitiesNext Event TBD – Planned for February Contact us. Specific training and certification programs of interest  CMM/I courses and seminars (5-7)  Partial grants for Class A certification costs  Partial grants to become a CMM/I appraiser (trainers)  Curriculum development for universities  50% Discount on PMP exam prep courses for first 200  50% Discount on PMP Examination  Sponsored 3-day SPO course every 2 months in 2006  Discounts on follow-up in-company implementation consulting

13. 13 We are interested to hear from you Some reasons to contact us:  To find our more about CMM/I grant programs for companies and trainers  To find out how to apply for PMP examination cost reimbursement  To discuss whether we should write a profile or case study of your company for press and analysts inquiries  To be placed on our mailing list for course announcements  To discuss anything you have heard today Contacts: John Mennel – mennel_john@bah.commennel_john@bah.com Niculae Vasile – vniculae@chf.rovniculae@chf.ro Joshua Yau – yau_joshua@bah.comyau_joshua@bah.com