The benefits of Business Innovation Coaching for SMEs€¦ · Every euro invested is smart money:...
Transcript of The benefits of Business Innovation Coaching for SMEs€¦ · Every euro invested is smart money:...
The benefits of Business Innovation
Coaching for SMEs
Iker AyerbeDG Research and InnovationUnit B.3 SMEs, Financial Instruments and State Aid@ERRIN, 22 February 2017 Brussels
Every euro invested is smart money: funded companies get 3 days of business innovation coaching in Phase 1 and 12 days in Phase 2
Almost 1/3 are start-ups (younger than 3 years)
Manufacturing - most common activity
ICT sector - biggest number of applicants and selected companies
11% backed by accelerators
12% are spin-offs by academia
Spain and Italy - most selected projects.
Selected companies attracted 3x more private investment than before thanks to the SMEI
Gathered a total of € 692 million in private equity and report benefitting from faster access to markets
invested more than € 880 million Over 2,300 companies From 36 countries Attracted more than 20,000 applications
9 out of 10 applied for EU-funding for the first time
Tough Competition:
• 8% success rate for Phase 1 • 6% for Phase 2
Business Innovation Coaching
• Mission = Empower the beneficiaries to commercialise the awarded project.
• Coaching involves whole company development
• maturity, innovation enablers
• Coaching ≠ Consulting
• challenging assumptions vs. answering questions
• Consulting is answering questions:• Intellectual Property• Pure financial or pure branding• Market research, legal advice• Write a business plan• Project management
• Coaching is asking questions:o Business development (market)
o Organisational development (performance)
o Cooperation development (partnerships)
Coaching ≠ Consulting
• Visualize success in a future business scenario
• Look at today, make strategy steps to success
• Tackle readiness to take the steps• Challenge company's self-perceptions
• Ph2: address organisation development + financial strategy
• Ph2: room for additional building up of knowledge and skills
Coaching approach
A proven methodology
Targeting high impact in short time
• What is your strategy, market position? (PMF)
• Why do customers pick you?• What do you want to achieve?• What is the main challenge?• What are the priorities now?• To what extent are you ready for it?• What options do you have?• What are the main risks?• How will you get there?• What? How? When? Who?
Typical coaching questions ….
Illustrations:
Max Maupoix
Is about learning and solving!
Coaching Impact
• Strategy adapted, goal clarified
• Guideline for decision making:
Able to solve strategic matters
• Able to access new networks
• Negotiation policy toward investors and new business partners
• Leadership and team work
SMEs
Key account managers
(EEN)
Business coaches
>2000 SME beneficiaries
>300 active KAMs
>80 Regional entities
>400 active coaches in the
pool
>1700 coaching activities (>7300 days)Mission:
building the triangle
„The KAM and the coach have made a fantastic work for us. She has
helped us to identify the right coach. The coach has done a great job coaching us in stratetegy, business,
and financials.“ Small company, Automotive
Coaching state of Play
Company feedback on coaching
KAM role•86 % : KAM identified relevant needs•77 % : needs analysis already led to action•89 % : well informed about choice of coach
Coaching impact•80 % : decision making has improved•89 % : improvement of business strategy •84 % : expect project to progress faster •95 % : recommends coaching to other companies
Ms. Kaija Pöysti, Finland
• Over 30 years: entrepreneur, business angel, board member, investment fund member
• 1 year in Bonn, 8 years in Boston
• M.Sc. applied mathematics and physics
• 1st company from 1 to 260
people in IT services• SME-I Coach
Mr. Franco Malerba, Italy
• Many years in large and small industry, space agencies (ESA, ASI)
• Astronaut mission 1992
• One term as MEP • Science Attaché • Founder of Genova
Startup • SME-I Coach
Company feedback
Manuel Nina, Smart Separations:
" Wolfgang's approach to our company made us change immensely the strategy for the better. We have also engaged in fruitful discussions with potential partners as part of his network".
Tomáš Šalamon, Netcampaigner:
" I didn't expect much, but the coaching experience with Didier appeared to be incredibly useful".
Company feedback
Carmelo Simón, Urbana de Exteriores:
" The experience with the coach was excellent. Unai provided huge help for the internationalization. Coaching was one of the best outcomes that we got from the SME Instrument."
200 days/4 years saves his availability for network.
Unai (coach):"I don’t do this for the money, it's not a business"."Very interesting companies, it provides strategic visibility".
EASME role: Organise, qualify, contract, monitor.
System in place
• EASME takes over after CSA '14-'16• Business innovation model
implemented• 'Needs analysis' by E.E.N. account
managers• Training of coaches and KAMs• Methodology for specific coach
matching• Monitoring system installed
Many thanks!Iker AyerbeSME Support
DG Research and InnovationUnit B.3 SMEs, Financial Instruments and State
Aidec.europa.eu/research
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