Effective strategies for developing BDS markets · 2006. 9. 24. · Christoph David Weinmann...

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7th Annual Seminar: BDS Markets and Value Chains

Effective strategies for developing BDS marketsExperiences of the SIYB China Project (and related initiatives)

Christoph David Weinmann (魏尔曼)

Chiang Mai, 2006-09-20

Christoph David Weinmann (魏尔曼)[email protected] 2

Contents


Policy dissemination (example)


Supply analysis against paralysis

050

100150200250300350400450500

Number of providers (Beijing)

Industrial branch association

Organization directly undergovernmentInvestment and guarantee

Accountancy

Information processing and ITtechnologyEducation and training

Trade fair organization andmarketingLawyer and attorney

Expert consultation

Asset appraisal

Auctioning, pawn, and mortage


Supply analysis against paralysis

12%

9%

2%

1%

54%

3%

1%

18% Public institution

Partnership enterprise

SOE

Government organization

Limited company

Mixed ownership systementerprisePrivate company

Non-government organization(association)

Organizational forms chosen by providers (Beijing)


TG analysis against paralysis

0

5

10

15

20

25

30

Percent of total long-term temporaryresidents mid 2003

GuangdongGuangxiYunnanSichuan

Long-term temporary residents "on business" mid 2003


Middle kingdom out of sync

foreign donors' interest

interested in business development

interested in other topics

1998

becoming acquainted with business development issues

2003

interested in implementing business development

government interest


Do-it-yourself market research

Client acquires skillsClient needs to commitClient increases exposure to target group

Is it relevant?Can you do it?Not just another expert study

General acceptance of training fees

1 2 3 4 5

Nanchang

Harbin

Tongliao

Urumqi

Anshan

Suzhou

Tianjin

Baotou

Yichang

Chengdu

Changchun

IYB city

Likert scale value


Adjusted previous contributions of small business owners to training (CNY)

City low end high end median

Anshan 1 20,000 80

Baotou 60 2,000 350

Changchun 20 500 50

Chengdu 20 7,000 535

Harbin 5 60,000 285

Nanchang 5 3,000 10

Suzhou 30 30,000 250

Tianjin 10 4,500 80

Tongliao 20 60,000 170

Urumqi 1 50,000 980


Degrees of faith of small business owners in local providers of training servicesCITY RANK A RANK B RANK C LAST

Anshan domestic training organization

AIC local university foreign consulting firm

Baotou domestic training organization

local university domestic consulting firm

AIC

Changchun industry federation or association

local university foreign training organization

foreign consulting firm

Chengdu foreign training organization

domestic training organization


individual practitioner

Harbin ETC/DRC local university AIC individual practitioner

Nanchang local university AIC ETC/DRC foreign training organization

Suzhou local university domestic training organization

AIC individual practitioner

Tianjin ETC/DRC AIC domestic training organization

individual practitioner

Tongliao local university ETC/DRC industry federation or association


Urumqi AIC industry federation or association

ETC/DRC domestic training organization

Yichang local university industry federation or association

ETC/DRC individual practitioner


SIYB China organization

MOLSS

MSMESP SP SP SP SP SP SP SPSP

SF SF SF SF

PMUMOLSS

MSMESP SP SP SP SP SP SP SPSP

SF SF SF SF

PMU


= phase I cities= phase II provinces= phase III provinces

regional coverage


SIYB China outreach 2004/5

output / outcome total for 14 cities remark

assistant master trainers (MT)

59

trainers (T) 477 by 2005-03-31 (after 9 months)

trainees (start-up entrepreneurs)

31,875 by 2005-04-30(after 10 months)

businesses started 12,431 by 2005-05-31(after 11 months)

jobs created 51,000 estimate based on sample (600 trainees in 3 out of 14 cities)


SIYB China outreach 2005/6

province licensed MT

MT certified T trained T trainees jobs created

Guang-dong

1 3 42 248 40,133 60,210

Guangxi 0 5 27 122 8,035 4,847

Sichuan 5 10 34 216 34,634 77,000

Yunnan 0 3 3 118 8,488 4,244

other n.a. 72 n.a. 1,962 189,530 n.a.

TOTAL 93 2,666 280,820


“Mass production”


Managing quality


Selecting partner organizations

STEP 1 STEP 3STEP 2

Des

k pr

e-se

lect

ion

Se l

ecti o

nin

ter v

i ew

s

F in a

l se l

e ct io

nfr o

m S

h ort l

ist

PR

OM

OT I

ON

MoU

Together with Master Trainer !

STEP 1 STEP 3STEP 2

Des

k pr

e-se

lect

ion

Se l

ecti o

nin

ter v

i ew

s

F in a

l se l

e ct io

nfr o

m S

h ort l

ist

PR

OM

OT I

ON

MoU

Together with Master Trainer !


Increasing outreach dilemma

high

[trainer cannot respond to trainees]

Note:To maintain quality, number of

classes must increase. -> number of trainers

-> number of providers

[trainer can directly respond to trainees]

low hightraining effectiveness

clas

ssi

ze


Increasing level dilemma

Starting, improving, and expanding business require different skills.Where do you find the trainers with the required experience?Opening up to other organizations is the only choice.

Expand EYB

Improve IYB

Start SYB

Generate GYB


New to the firm: TV broadcast

Trial for new product lineChallenge: reaching mobile populationBasis: research on migrant worker free-time habitsObjectives: encourage migrants to consider business start-up, building links to local SIYB providers

Genre: drama, comedyBasic format: closed end, miniseries


Main conclusions

political dialog should be part of project designbeware: demand-based BDS market development may be another supply-side approachachieving scale is a core competency

large scale targets increase pressure to involve other stakeholders and build marketsfirm quality standards increase pressure to involve competent providers


Contact

International Labour Organization (ILO) Beijing OfficeStart and Improve Your Business (SIYB) China ProjectChristoph David Weinmann (魏尔曼)Tayuan Diplomatic Office Building 1-12-2Liangmahe Nanlu 14, Chaoyang DistrictBeijing 100600, CHINATel.: +86-10-65325091/ 5092/ 5093/ 5094Fax: +86-10-65327490Email: [email protected]: http://www.siyb.com.cn/Web: http://www.ilo.org/beijing/

7th Annual Seminar: BDS Markets and Value Chains Effective strategies for developing BDS markets Experiences of the SIYB ChiContentsPolicy dissemination (example)Supply analysis against paralysisSupply analysis against paralysisTG analysis against paralysisMiddle kingdom out of syncDo-it-yourself market researchAdjusted previous contributions of small business owners to training (CNY)Degrees of faith of small business owners in local providers of training servicesSIYB China organizationSIYB China outreach 2004/5SIYB China outreach 2005/6“Mass production”Managing qualitySelecting partner organizationsIncreasing outreach dilemmaIncreasing level dilemmaNew to the firm: TV broadcastMain conclusionsContact

Effective strategies for developing BDS markets · 2006. 9. 24. · Christoph David Weinmann...

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