Course 1: Finding your niche on the market: identifying your BSO USP To be able to correctly position itself on the market, a BSO should have a clear understanding of its strengths and weaknesses. Knowing its competitive advantage, a BSO can take the necessary steps to set-up or adapt its operational model to boost its overall (including financial) performance. 2 (Contract no. 2014/347-097) This course will enable participants to look at their organisations critically, will teach them how this awareness is to contribute to a sound strategy of a BSO development. Among other aspects, the course leader will help participants to understand the link between BSO members/target group and services’ provision as well as will demonstrate how diversification of services works and how a BSO can focus on a particular field and by doing this enhance its ‘adaptivity’ to the changing economic environment, especially in the context of DCFTA.
Case study: e.g.: Facing competition in the context of DCFTA
Course 2. Financial planning & accounting instruments
Identification of its niche on the market and improvement of its services’ provision, goes hand in hand with a BSO need to set-up and follow a sound financial planning which is a crucial step in mapping out a BSO financial future both short and long term as well as in every day guiding the BSO decision making. The course leader will take participants through the main aspects of establishing a comprehensive BSO financial planning based on realistic objectives and take into account an array of various related factors. The course leader will also present to participants the different accounting instruments/programmes, which are available on the market and will advise them on how to make the best use of those. The practical part of the course will focus on preparation of a financial plan by the audience, and its joint analysis.
Practical exercise: Prepare a sound financial plan for your BSO!
Course 3. Focus on SME support: leading a company through a DCFTA process; start-ups and VET
This course will outline to participants the most common services, which are provided by the EU BSOs to their member companies with a focus on the support targeting SMEs. In the light of the conclusion of DCFTAs with three out of six beneficiary EaP countries (Georgia, Moldova and Ukraine) and subsequent enhancement of the trade with the EU, the course leader will underline an important role an EaP BSO plays in accompanying their local SMEs through all the phases of the export process: from identification of the applicable set of regulations emerging from the signature of DCFTA to mapping potential export countries/partners. 3 (Contract no. 2014/347-097) Moreover, the course will discuss the support, which an EaP BSO can provide to startups as well as will look into vocational education and training as part of the BSO service package.
Practical exercise: Accompanying a company through an export plan development
Course 4. Investment attraction via sound marketing strategies
This course will guide participants through the main steps of building a sound marketing strategy for a BSO as well as will enable them to appreciate the role and importance that an effective strategy plays in attracting the new investments. The course leader will outline the difference between a marketing strategy for attracting new members (not the focus of this course) and the one, which is intended to stabilise or increase the BSO income, regardless current / future membership revenues. Particular attention will be given to e-Marketing. The most suitable tools currently available in this dimension and how to calibrate them according to the target audience, will be discussed.
Case study: EU example of a successful marketing strategy
Course 5. Export documentation, international procedures & payments
One of the main functions of a BSO, especially in the current context of expanding markets, is to efficiently assist local companies in internationalisation process. This course will have a very practical angle. It will offer to participants an insight into how and where to find relevant and up to date information on the EU legislation and internationalisation with a focus on a specific product/service; how this data can be integrated to enhance and tailor-make the already existing support service to companies or in order to establish the new one. As part of the practical work, the course leader will select a determined product (e.g. eggs) and together with participants will develop an acquis checklist, explaining all the phases of its exporting to the EU. Case study: acquis checklist for a specific product