KEY COMPETENCES FOR SUCCESSFUL BUSINESSeibiproject.eu/.../12/O2-Map_of_teh__Key_competences.pdf · 2017-12-09 · Project ID: 2015 -1-RO01 -KA202 -015150 KEY COMPETENCES FOR SUCCESSFUL

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EIBI –European Incubator for Business Ideas – Map of the competences

This project has been funded with support from the European Commission.

This publication reflects the views only of the author, and the Commission cannot be held responsible for any use which may be made of the information contained therein.

Strategic Partnerships for vocational education and training

EIBI European Incubator for Business Ideas

Project ID: 2015-1-RO01-KA202-015150

KEY COMPETENCES

FOR

SUCCESSFUL

BUSINESS

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TABLE OF CONTENTS

Executive summary ................................................................................................................................................. 4

What are the competences?................................................................................................................................. 5

Establishing the List of key constructs/statements using the Delphi consensus exercise ..................................... 6

What is the Delphi method? ............................................................................................................................... 6

procedure for Delphi exercise ............................................................................................................................ 7

Step 1: Choose the Facilitator ........................................................................................................................ 7

Step 2: Identify the Experts in each county .................................................................................................... 7

Step 3: Define the Problem ............................................................................................................................ 7

Step 4: Round One Questions ......................................................................................................................... 7

Step 5: Round Two Questions......................................................................................................................... 7

Step 7: Act on the Findings ............................................................................................................................. 8

Defining the competences ..................................................................................................................................... 8

Description of the competences ............................................................................................................................ 9

1. DEFINE PRODUCTS AND/OR SERVICES OF THE BUSINESS ............................................................................ 10

2. Analyze the target market of the product and/or service ........................................................................... 11

3. DESIGH THE MARKETING STRATEGY OF THE BUSINESS ............................................................................... 12

4. ESTABLISH A FINANCIAL PROJECTION PLAN ................................................................................................. 12

5. CHOOSE THE BUSINESS LEGAL STRUCTURE .................................................................................................. 13

6. REGISTER THE BUSINESS ............................................................................................................................... 14

7. OBTAIN FINANCING FOR THE BUSINESS ....................................................................................................... 15

8. ORGANISE THE BUSINESS OPERATIONS ....................................................................................................... 15

9. DESIGH BREAKTHROUGH PRODUCTS/SERVICES........................................................................................... 16

10. MARKET AND LAUNCH THE BUSINESS ........................................................................................................ 17

11. ASSURE LOGISTICS’ SUPPORT ..................................................................................................................... 18

MAP OF THE COMPETENCES ............................................................................................................................... 19

Annexes ................................................................................................................................................................ 20

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Annex 1: Delphy Study Round 1 : Defining the competences needed for a successful business - .................. 20

Annex 2: Delphy Study Round 2 : consensus on the competences needed for a successful business ............ 22

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EXECUTIVE SUMMARY

This document defines the Key competeneces needed by an entrepreneur when starting a

business, knowledge, technical skills and a repertoire of personal skills, such as teamwork,

communication, customer service etc, plus the ability to organize the work, make

judgments, solve problems and improve work processes within given parameters, described

in terms of occupational standard.

In was created in the framework of the “European Incubator for Business Ideas” project ,

funded with the support from European Commission, aimed to enable students and adults

to acquire and develop skills and competencies needed for their employability, to turn their

business ideas into concrete actions, as product od the Intellectual Output no. 2.

More information about EIBI project can be found at www.eibiproject.eu.

Eight partners from six European countries , coordinated by EDUNET Organization worked

together to create an innovative European Entrepreneurship Training Model for

development of skills needed for a successful entrepreneur, to initiate and strengthen a

successful business, a Curriculum , focused on the disadvantaged

groups, and training/learning/evaluation tools, for the development of their business

idea and put it into practice.

The EIBI Model combines online learning using the Massive Open Online Course

(MOOC) and face to face training based on project collaboration, peer-

learning, guidance, coaching and counseling.

This document contains a Map of competence established and validated by two experts

appointed by each partner, using an Delphi panel method .

Organization for Promoting European Issues from Cyprus made the list of key

competences.

The document was edited by Victor Dudau, from Edunet, Romania .

http://www.eibiproject.eu/

http://eibiproject.eu/eibi-project/http:/eibiproject.eu/training-model/

http://eibiproject.eu/training-model/training-curriculum/

http://eibiproject.eu/mooc/

http://eibiproject.eu/mooc/

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WHAT ARE THE COMPETENCES?

The competences describe the essential things that people who wish to start a business

must be able to do, the outcomes they must achieve and the knowledge and understanding

they need for a successful business.

These refer to:

- Skills that person demonstrates is able to do for the successful implementation of activities

included in the elements of competence and quality of the result;

- Knowledge and understanding (general, business specific, contextual specific) required

for the performance;

- Attitudes: behaviour which underpin effective performance;

The description of the achievement criteria may contain a range of variables (types of

appliances, documentation, methods, procedures etc.) or contexts of the situations, places

and environment covered achievement criteria or lists all knowledge necessary for carrying

out the activity described in the unit of competence.

Levels of responsibility (using the EQF level descriptors having a three-dimensional

character: responsibility, complexity of the task and response to change).

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ESTABLISHING THE LIST OF KEY CONSTRUCTS/STATEMENTS USING THE DELPHI

CONSENSUS EXERCISE

WHAT IS THE DELPHI METHOD?

A Delphi panel of experts who will come from all partner countries established the key

constructs/statements to be used for the description of the standard. Three cycles of Delphi

will assure the content validity the description requires.

The Delphi method was invented by Olaf Helmer and Norman Dalkey of the Rand

Corporation in the 1950s for the purpose of addressing a specific military problem. The

method relies on the key assumption that forecasts from a group are generally more

accurate than those from individuals. The aim of the Delphi method is to construct

consensus forecasts from a group of experts in a structured iterative manner. A facilitator is

appointed in order to implement and manage the process. The Delphi method generally

involves the following stages:

1. A panel of experts is assembled.

2. Forecasting tasks/challenges are set and distributed to the experts.

3. Experts return initial forecasts and justifications. These are compiled and

summarized in order to provide feedback.

4. Feedback is provided to the experts who now review their forecasts in light of the

feedback. This step may be iterated until a satisfactory level of consensus is reached.

5. Final forecasts are constructed by aggregating the experts’ forecasts. (source

http://otexts.org/fpp2/sec-3-Delphi.html)

Each stage of the Delphi method comes with its own challenges. In what follows we provide

some suggestions and discussion about each one of these.

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PROCEDURE FOR DELPHI EXERCISE

a) All the partners contributed to the establishment of the two Delphi panels of experts;

b) OPEI initially proposed the key constructs/statements to be used for the description of

the standard, based on the Function Map;

c) All the partners contributed to the two-three cycles of Delphi;

d) OPEI analysed the results of the Delphi studies and finalise the statements to

STEP 1: CHOOSE THE FACILITATOR

The first step was to choose the facilitator. The facilitator was from OPEI , a neutral person

within the organization that is familiar with research and data collection.

STEP 2: IDENTIFY THE EXPERTS IN EACH COUNTY

The Delphi technique relies on a panel of experts. This panel was made by the project team,

including the customer, or other experts from within your organisation or industry. An

expert is, any individual with relevant knowledge and experience of a particular topic.

STEP 3: DEFINE THE PROBLEM

The experts know what problem they are commenting on, so provided a precise and

comprehensive definition.

STEP 4: ROUND ONE QUESTIONS

The experts were asked some questions may go out in the form of a questionnaire or

survey. The responses, removing any irrelevant material and looking for common view

points were collated and summarized by OPEI.

STEP 5: ROUND TWO QUESTIONS

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The final questionnaire aimed focus on supporting decision making based on consensus.

STEP 7: ACT ON THE FINDINGS

OPEI analysed the findings and made the list of the key competences.

DEFINING THE COMPETENCES

The competences needed for a successful business are described in terms of occupational

standards.

The standard describe the essential things that people who wish to start a business must be

able to do, the outcomes they must achieve and the knowledge and understanding they

need for a successful business, , and include the following elements:

Title: identified activity with a result that can be evaluated;

Elements of competence: subtasks that make up the work presented in the title, with a

coherent set of measurable results;

Achievement criteria relating to the outcomes of effective performance (what is able to do ;

Achievement criteria relating to the behaviour which underpin effective performance of

activities, including in the elements of competence for the successful implementation and

quality desired result. These refer to:

- Skills that person demonstrates is able to do for the successful implementation of activities

included in the elements of competence and quality of the result;

- Knowledge and understanding (general, business specific, contextual specific) required

for the performance;

- Attitudes: behaviour which underpin effective performance;

The description of the achievement criteria may contain a range of variables (types of

appliances, documentation, methods, procedures etc.) or contexts of the situations, places

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and environment covered achievement criteria or lists all knowledge necessary for carrying

out the activity described in the unit of competence.

Levels of responsibility (using the EQF level descriptors having a three-dimensional

character: responsibility, complexity of the task and response to change).

Competence is about applying skills and knowledge to achieve a work function : it include

knowledge, technical skills and a repertoire of personal skills, such as teamwork,

communication, customer service etc, plus the ability to organise the work, make

judgements, solve problems and improve work processes within given parameters.

These competences represents a consensus among the partners and describe best practice

in some European countries

DESCRIPTION OF THE COMPETENCES

Staring from the standard, were established the essential competence that people who

wish to start a business must to acquire, the training curriculum centred on these learning

outputs, the values, philosophy, educational principles, methodology and potential content

for the training.

It were used to further to design the European Model and the Curriculum.

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•S1. Evaluate the distinctive features of product/service

•S2. Evaluate competitors position

•S3. Evaluate specific market environment

Performance/Skills

• K1. Understand its qualities

• K2. Understand its competitive advantage

• K3. Understand its competition

Knowledge/

Understandings

• A1. Market overview

• A2. Creativity and Innovative approach

• A3. Behavior/Attitudes

1. DEFINE PRODUCTS AND/OR SERVICES OF THE BUSINESS

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•S1. SWOT product/service analysis

•S2. Analyzing existing and potential competition

•S3. Identify key consumer needs

Performance/Skills

• K1. Knowledge on Specific target market characteristics

• K2. To know about the needs and expectations of the potential customers

• K3.

Knowledge/

Understandings

• A2. Understanding competitors behavior

• A3. Understanding market trends A1. Understanding consumer behavior

2. ANALYZE THE TARGET MARKET OF THE PRODUCT AND/OR SERVICE

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• S1. Organize the functions of his work

• S2. Manage the financial and legal issues

• S3. Optimize his product

Performance/Skills

• K1. Understanding own and competitors’ product capacity

• K2. Understanding business environment

• K3. Organize his resources

Knowledge/

Understandings

• A1. Strategic thinking

• A2. Rational assessment of business environment

Behavior/Attitudes

• S1. Create a financial plan for the company

• S2. Create a point even analysis

• S3. Make financial forecast on sales Performance/Skills

• K1. Understand cost accounting

• K2. Apply Financial ratios

Knowledge/

Understandings

• A1. Consistency in costing methods

• A2. Throughout analysis Behavior/Attitudes

3. DESIGH THE MARKETING STRATEGY OF THE BUSINESS

4. ESTABLISH A FINANCIAL PROJECTION PLAN

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•S1. Organize company procedures within legal boundaries

•S2. Assess tax implications

•S3. Evaluate legal entity options

Performance/Skills

• K1. Devise Strategy concept

• K2. Understanding Legal implications

Knowledge/

Understandings

• A1. Legal and tax compliance

• A2. Strategic Thinking Behavior/Attitudes

5. CHOOSE THE BUSINESS LEGAL STRUCTURE

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• S1. Establish a company registration

• S2. Assess tax implications

• S3. Evaluate legal entity options Performance/Skills

• K1. Understanding legal processes

• K2. Knowledge of EU regulations

• K3. Knowledge of Patent rules (if applicable)

Knowledge/

Understandings

• A1. Legal compliance

• A2. Formal procedures Behavior/Attitudes

6. REGISTER THE BUSINESS

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• S1. Assess financial capacity

• S2. Obtain loans (if applicable)

• S3. Assess required assets/resources Performance/Skills

• K1. Knowledge of financial management

• K2. Understanding business needs

Knowledge/

Understandings

• A1. Financial responsibility

• A2. Objectivity in financial evaluation

Behavior/Attitudes

• S1. Create organizational structure

• S2. Organize human and other resources

• S3. Establish Management norms Performance/Skills

• K1. Knowledge in Human resource management

• K2. Understanding of management

Knowledge/

Understandings

• A1. Business ethics

• A2. Managerial responsibility Behavior/Attitudes

7. OBTAIN FINANCING FOR THE BUSINESS

8. ORGANISE THE BUSINESS OPERATIONS

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•S1. Innovation in your product/service

•S2. Evaluate current market trends

•S3. Integrate new technologies Performance/Skills

•K1. Knowledge on product qualities

•K2. Understand technological innovations

Knowledge/

Understandings

•A1. Flexibility/adjustability

•A2. ICT friendly

Behavior/Attitudes

9. DESIGH BREAKTHROUGH PRODUCTS/SERVICES

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•S1. Devise a comprehensive marketing plan

•S2. Use of social media and technologies Performance/Skills

•K1. ICT knowledge

•K2. Marketing knowledge

Knowledge/

Understandings

•A1. Social media and ICT friendly

• A2. Strategic marketing Behavior/Attitudes

10. MARKET AND LAUNCH THE BUSINESS

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• S1. Supply of product/service to the market

• S2. Assure easy and cost effective transfer of product/service

• S3. Apply ICT in logistics

Performance/Skills

• K1. Knowledge of ICT in logistics

• K2. Understand field chain of supply

Knowledge/

Understandings

• A1. ICT friendly

• A2. Chain of supply in the market field Behavior/Attitudes

11. ASSURE LOGISTICS’ SUPPORT

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MAP OF THE COMPETENCES

1. DESIGNING THE BUSINESS PLAN

• DEFINE PRODUCTS AND/OR SERVICES OF THE BUSINESS

• ANALYZE THE TARGET MARKET OF THE PRODUCT AND/OR SERVICE

• DESIGH THE MARKETING STRATEGY OF THE BUSINESS

• ESTABLISH A FINANCIAL PROJECTION PLAN

2. GETTING STARTED

• CHOOSE THE BUSINESS LEGAL STRUCTURE

• REGISTER THE BUSINESS

• OBTAIN FINANCING FOR THE BUSINESS

3. IN THE MARKET

• ORGANISE THE BUSINESS OPERATIONS

• DESIGH BREAKTHROUGH PRODUCTS/SERVICES

• MARKET AND LAUNCH THE BUSINESS

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ANNEXES

ANNEX 1: DELPHY STUDY ROUND 1 : DEFINING THE COMPETENCES NEEDED FOR A

SUCCESSFUL BUSINESS -

Thank you for agreeing to participate as an expert in this Delphi study which aims to define the competences needed for a successful business. The Training Model developed in the EIBI project be the partners from six countries , Romania, Cyprus, Italy, Spain, Portugal and UK, will be based on the standard of performance that individuals must achieve when carrying out activities relating to starting a business. The standard will describe the essential things that people who wish to start a business must be able to do, the outcomes they must achieve and the knowledge and understanding they need for a successful business. The standards will be described in terms of the occupational competences. Competence is about applying skills and knowledge to achieve a work function : It include knowledge, technical skills and a repertoire of personal skills, such as teamwork, communication, customer service etc, plus the ability to organise the work, make judgements, solve problems and improve work processes within given parameters. This standard will represent a consensus among the partners and describe best practice in some European countries. This Delphi first round requests that you report your expert opinion regarding which of the statements listed below are the most important and should be included in the competences description . These statements have been identified, firstly, through three reviews of the relevant literature, secondly through the functional analysis. This Delphi round is the first of up to three rounds. Please rate all the statements. You will have the opportunity to revise your rating in the subsequent rounds. In this first round, we also invite you to offer your own statements based on your expertise, which will be added into the subsequent rounds for rating. We would like to express our sincere gratitude for agreeing to participate in this Delphi study, and to participate in the EIBI European project. The competences are grouped in tree Unit of competences. U1. Design the business plan ( C1.1-C1.n) U2 Establish a business ( C2.1-C2.n) U3 Develop and market the business (C3.1-C3.n) For each competence, the statements are grouped in 3 categories

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Unit 1:............... Competence 1.1:..............

Performance Number of priority

Comments

P1

P2

...

Pn

Knowledge Number of priority

Comments

K1

K2

..

Kn

Behaviour Number of priority

Comments

B1

B2

..

Bn

Copetence 1.2 ..... and so on If we had to limit the number of statements, which ones from the previous lists would you choose to omit? Please indicate here the number of the statement and the group in which this belongs, in this way: Competence Cn , Statement Pn, Kn,Bn ........................................................................................................................... .......................................................................................................................... ........................................................................................................................... A space is provided for you to briefly explain the reason for your ranking if you wish. This additional information is optional but it could help us understand the reasons some statements are valued over others. Statement No …………………………… Reason _________________________________________________________ Statement No …………………………….. Reason _________________________________________________________ Statement No …………………………….. Reason _________________________________________________________ Statement No …………………………….. Reason _________________________________________________________ Add more if you wish. If you have any further suggestions for statements that you believe should be included please list below, giving reasons why you believe these are important (optional): ______________________________________________________________________________________________________________________________________________________________________________________________________ END OF DELPHI ROUND 1 Thank you for your time and input!

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ANNEX 2: DELPHY STUDY ROUND 2 : CONSENSUS ON THE COMPETENCES NEEDED FOR

A SUCCESSFUL BUSINESS

Define products and/or services of the business Analyze the target market of the product and/or service

Performance Strongly agree

Agree Disagree Strongly disagree

Comments

P1 SWOT product/service analysis Analyze Strengths weakness opportunities and threats

P2 Analyzing existing and potential competition

P3 Identify key consumer needs

.... new statements

Knowledge/Understandings Strongly agree


Comments

K1 Knowledge on Specific target market characteristics

K2 To know about the needs and expectations of the potential customers

K3

new statements

Behavior /Attitudes Strongly agree


Comments



Comments

P1 Evaluate the distinctive features of product/service

Capacity in the sense of the qualities of a product or service

P2 Evaluate competitors position

P3 Evaluate specific market environment

.... new statements



Comments

K1 Understand its qualities

K2 Understand its competitive advantage

K3

Understand its competition

new statements



Comments

B1 Market overview

B2 Creativity and Innovative approach

B3

new statements

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B1 Understanding consumer behavior

B2 Understanding competitors behavior

B3 Understanding market trends

new statements

3 Design the marketing strategy of the business



Comments

P1 Organize the functions of his work

P2 Manage the financial and legal issues

P3 Optimize his product

.... new statements



Comments

K1 Understanding own and competitors’ product capacity

K2 Understanding business environment

K3

Organize his resources

new statements



Comments

B1 Strategic thinking

B2 Rational assessment of business environment

B3

new statements

Establish a financial projection plan



Comments

P1 Create a financial plan for the company

P2 Create a point even analysis

P3 Make financial forecast on sales

.... new statements



Comments

K1 Understand cost accounting

K2 Apply Financial ratios

K3

new statements



Comments

B1 Consistency in costing methods

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B2 Throughout analysis

B3

new statements

Choose the business legal structure



Comments

P1 organize company procedures within legal boundaries

P2 Assess tax implications

P3 Evaluate legal entity options = Determining the best legal Structure for the business

.... new statements



Comments

K1 Devise Strategy concept

K2 Understanding Legal implications

K3

new statements



Comments

B1 Legal and tax compliance

B2 Strategic Thinking

B3

new statements

Register the business



Comments

P1 Establish a company registration

P2

P3

.... new statements



Comments

K1 Understanding legal processes

K2 Knowledge of EU regulations

K3

Knowledge of Patent rules (if applicable)

new statements



Comments

B1 Legal compliance

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B2 Formal procedures

B3

new statements

Obtain financing for the business



Comments

P1 Assess financial capacity

P2 Obtain loans (if applicable)

P3 Assess required assets/resources

.... new statements



Comments

K1 Knowledge of financial management

K2 Understanding business needs

K3

new statements



Comments

B1 Financial responsibility

B2 Objectivity in financial evaluation

B3

new statements

Organize the business operations



Comments

P1 Create organizational structure

P2 Organize human and other resources

P3 Establish Management norms

.... new statements



Comments

K1 Knowledge in Human resource management

K2 Understanding of management

K3

new statements

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Comments

B1 Business ethics

B2 Managerial responsibility

B3

new statements

Design breakthrough products/services



Comments

P1 Innovation in your product/service

P2 Evaluate current market trends

P3 Integrate new technologies

.... new statements



Comments

K1 Knowledge on product qualities

K2 Understand technological innovations

K3

new statements



Comments

B1 Flexibility/adjustability

B2 ICT friendly

B3

new statements

Market and launch the business



Comments

P1 Devise a comprehensive marketing plan

P2 Use of social media and technologies

P3

.... new statements



Comments

K1 ICT knowledge

K2 Marketing knowledge

K3

new statements

Behavior /Attitudes Strongly Agree Disagree Strongly Comments

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agree disagree

B1 Social media and ICT friendly

B2 Strategic marketing

B3

new statements

Assure Logistics’ support P1-Pn, Performance that individuals must achieve when carrying out functions in the workplace (skills that person demonstrates is able to do for the successful implementation of activities included in the elements of competence and quality of the result) K1-Kn, Knowledge and understanding (general, business specific, contextual specific) required for the performance; B1-Bn, Behavior/ Attitudes which underpin effective performance. In the column titled “Number of priority”. You then identify the statement you consider as your second priority and mark “2” in the column “Number of priority”. You continue until you rank all statements in the group. You follow the same procedure to rank the statements The following questions might help your assessment of the value of each statement: Is the statement relevant for competence description as defined above? Is the statement clear enough as to keep ambiguity to the minimum? Does the list of statements in each section contain enough statements about defining the competence?

Documents

KEY COMPETENCES FOR SUCCESSFUL BUSINESSeibiproject.eu/.../12/O2-Map_of_teh__Key_competences.pdf · 2017-12-09 · Project ID: 2015 -1-RO01 -KA202 -015150 KEY COMPETENCES FOR SUCCESSFUL