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Minutes Project QUICK: Third meeting of the working group 5 + 6 „Qualification + Cooperation“ 7-8 February, 2011 in Oslo

Participants: 54 persons (see seperate list) Addresses

1. Hotel and meetings: Holmenkollen Park Hotel Rica

Kongeveien 26 N-0787 OSLO

Tel.:+47 22 92 20 00 Fax: +47 22 14 61 92

e-mail: holmenkollen.park.hotel.rica@rica.no www.holmenkollenparkhotel.no

2. Dinner on February 7th, 2011 at 19:00 in the Oslo Opera

Agenda Date: February 7, 2011, 09.00 - 17.30 Venue: Hotel „Holmenkollen Park Hotel Rica“ 1. Welcome and agenda 2. Results of the meeting of WP 5 „Qualification“ in Gdansk 3. Training course “Renewable energies and energy efficiency - overview on

market situation and funding schemes” 4. Training course “Solar Energy - Techniques and Applications” 5. Training course “Introduction to energy-saving construction and renewable

energy systems” 6. Transfer of the existing courses 7. Train-the-Trainer seminars 8. Further development and further transfer of the dual bachelor courses of

studies 9. “Berufsnavigator” - a successfully tested system of professional orientation and career counselling 10. Results of the meeting of WP 6 „Cooperation“ in Gdansk 11. Electronic tools for SMEs:

- „Innovation-Check“ of the Hamburg Chamber of Crafts 12. Business forums 13. Manual „Service for SMEs“ 14. Business and investment plans for SMEs 15. Survey on the need for research for SMEs 16. Further procedures / Miscellaneous Results TOP 2. Results of the meeting of WP 5 „Qualification“ in Gdansk Presentation of the results of the previous meeting on August 23-24, 2010 in Gdansk and discussion of the further procedures in WP 5 „Qualification“: • Concepts of 3 training courses to energy saving introduced and approved:

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“Renewable energies and energy efficiency - overview on market situation and funding schemes”

“Solar Energy - Techniques and Applications” “Introduction to energy-saving construction and renewable energie

systems”

• Transfer of 5 existing training courses introduced and discussed: - Export support (Doing Business International) - Cost management - Management strategies for SMEs - Corporate management for business start-ups - Quality management The first training course was transferred in the Milestone 2, the others are

to be transferred in the Milestones 3 and 4

• Train-the-Trainer seminars concept is developed and agreed - Target groups - Learning objectives - Duration and form - Dates and venues - Main topics The first training course was tested on 22-23 November 2010 in

Miedzywodzie, Poland • Further development and further transfer of the dual bachelor courses of

studies briefly presented and discussed

Detailed treatment at the next meetings of the working group has to take place

• Development of international education and competence centers The planning of the Cottbus Chamber of Crafts for the setting up a European education center is presented briefly and discussed.

Detailed consultations at the next meetings of the working group. In May we will develop a concept and will discuss it at the next meeting in October 2011.

TOP 3. Presentation of the results of the pilot training course “Renewable energies and energy efficiency - overview on market situation and funding schemes” on November 23-24, 2010 in Miedzywodzie

• 23-24 November 2010 in Miedzywodzie, Poland • 18 persons from Germany and Poland • Lecturers: 2 German, 1 Polish • Objectives of the seminar: Overview of possibilities of energy saving for

small and medium-sized enterprises by increasing the energy efficiency and using renewable energies

• Main topics: - Environment and climate protection - Possibilities of energy efficiency increase - Ranges of application of solar technologies - Costs, funding and profits - Best practice

• Evaluation: very positive (notes “absolutely satisfied” and “satisfied”)

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• What the participants liked at most: The topic „Saving money by energy controlling“ The form of the presentations, discussions and solving problems in group works

The 2 lecturers, active involvement of the participants The good preparation of the lecturers and their practical experiences Group work Information to photovoltaic systems

• What has to be improved: The documents should be available in Polish The presented legal rules should be reduced (take only relevant) More concrete examples of funding possibilities More information about small wind turbines The examples from Poland should be reconsidered (e.g. realistic prices). Accommodation

Decision: no changes of the concept are needed; Transfer of the course to all partners in Milestone 3

TOP 4. Coordination of the practical testing of the training course 2 “Solar Energy - Techniques and Applications” on March 23-24, 2011 in Tallinn

• 23-24 March 2011 in Tallinn • 25 March optionally excursion to a solar project • Target groups:

Owners, executives and employees of small and medium-sized enterprises

Installers (plumbers, roofers, electricians) Executives and employees of chambers, associations and universities

• Objectives of the seminar: Overview on solar energy systems, components, applications, market, costs and benefits.

• Main topics: Potential of solar energy Advantages and disadvantages of solar energy Solar thermal systems in single- and two-family houses: planning and sizing; installation and maintenance; costs, benefits and profitability

Large solar thermal systems: planning and sizing; installation and maintenance; costs, benefits and profitability

Solar power systems: planning and sizing; installation and maintenance; costs, benefits and profitability

Customer service

All partners agree with all points and will inform their member enterprises about the possibilities of participation.

TOP 5. Coordination of the practical testing of the training course 3 “Introduction to energy-saving construction and renewable energie systems” on June 6-7, 2011 in Brest

• 6-7 June 2011 in Brest • Target groups:

Owners, executives and employees of small and medium-sized enterprises

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Entrepreneurs from building sector Executives and employees of chambers, associations and universities

• Objectives of the seminar: Overview on energy-efficient renovation of buildings and the use of renewable energies.

• Main topics: Fuels availability, forecasts and overview / energy saving measures Insulation standards in the EU and different insulation materials Determining the ultimate energy demand of a model house Optimized structural design in the planning Improved building construction, heating technology Overview of the various forms of renewable energy sources and their technical implementation

Situation in the country Presentation of a “nearly zero-energy building” and use of EE Project work in groups

All partners agree with all points and will inform their member enterprises about the possibilities of participation.

TOP 6. Presentation and discussion of the transfer of the existing courses and agreements regarding the further procedures a) Doing Business International The documents were sent to all partners by

email and by post in November 2010 b) Cost management for SMEs transfer in milestone 3 c) Management strategies for SMEs transfer in milestone 4 d) Corporate management for business start-ups transfer in milestone 5 e) Quality management transfer in milestone 5 Next course to be transfered - Cost management for SMEs:

• Duration and form: 1 day (8 h) – 1,5 days (12 h), Full time / 5-6 evenings / combination day - evening

• Target group: entrepreneurs, company managers, business start ups • Learning objective: Understandable delivery of basic knowledge of cost

management, overview over own situation in the company, practical exercises with improving solutions, financial planning

• Implementation: max. 20 participants; information, group work, discussions, practical exercises

• Equipment: laptops (one for 3 - 4 participants) • Preparation: participants should know their financial figures (turnover, costs

etc.) • Main topics:

1) Introduction, Business Environment (1h) 2) Investment and Financing (4h) - investment decisions; capital budgeting - basic principles of financing, alternative forms of financing - calculation of capital demand, financial and strategic planning - investment and liquidity planning - alternative disposition of capital 3) Steering and Controlling (3h) - calculation of costs and turnover - controlling with financial indexes - economical analysis - forecasting and planning for short- and middle-term periods

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4) Practical exercises with the electronic tool “Financial Indexes” (4h) - working with own financial figures

The partners will get all course documents in German, English, Polish

and Russian by email and by post till 1 June 2011 TOP 7. Train-the-Trainer seminars a) Review of the features, contents and supposed venues

• Target groups: staff members of chambers and universities, responsible for organizing, marketing, “selling” and realization of further education courses, companies consultants etc.

• Learning objectives: better support of SMEs; improving of the service offers “Education”, “Consulting”, “Transfer”; transfer of knowledge on organisation and marketing; customer attraction and retention

• Duration and form: 1,5 days, information, discussions, group work • Implementation: 12 - 25 participants, 1-2 lecturers • Dates and venues:

1) 22-23 November 2010 - Miedzywodzie, Poland took place 2) 10-11 March 2011 - Riga, Latvia 3) 20-21 September 2011 - Cottbus, Germany 4) April 2012 - Rzeszów, Poland ?

• Main topics: 1) Market and Customers: - market situation - target groups - needs of the SMEs - market potentials, growth fields, chances 2) Range of trainings and consultations services: - which products we can offer (commercial, IT, technical, environmental, service trainings) - consultation, information and experience change - orientation on market needs 3) Pricing and calculations: - price formation - pricing arts - costs / revenues / marginal return - funding 4) Marketing and Sales: - distribution channels - strategic marketing - operational marketing - cross selling and combinations - practical tasks, group discussion 5) Implementation: - different forms and modules - lecturers - Integration into consultations services 6) Examples – use of the products developed in projects of Hanseatic Parliament, e. g.: - 3 training courses on energy saving - 5 existing courses - English course - Export courses

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b) Presentation and discussion of the results of the test seminar on November 22-23, 2010 in Miedzywodzie First test: 22-23 November 2010 in Miedzywodzie

• 23 participants from Poland and Russia • Lecturers: experienced German coaches • An interactive form with group works, practical tasks and experience

exchange • Unit 1: Special features and needs of SMEs • Unit 2: Customer groups and expansion of the clientele • Unit 3: Preparation, implementation and postprocessing of a seminar • Unit 4: Information, marketing, participants acquisition and sales • Unit 5: Realization of events and strategic cooperation • Unit 6: Implementation of optimal customer consultations • Evaluation: notes “satisfied” and “absolutely satisfied” • What the participants liked at most:

Very good structure of the seminar Very good practical information and concrete examples Very good visual aids Understandable and concrete information Active involvement of the participants in the work process Examples to marketing strategy and its implementation Topic “Implementation”

• What should be improved: One language? English? More communication with the participants More realistic examples Too slow / The dynamics of implementation The contents should be adapted to the real situation of the participants More experience exchange between the participants

All suggestions will be considered and integrated into the concept

and applied at the next seminar. Next seminar will take place on 10-11 March 2011 in Riga

TOP 8. Further development and further transfer of the dual bachelor courses of studies Representation of the actual situation:

In SMEs, the skilled workers are of the crucial importance Higher mobility (lower transport and communication costs) Massive site competition for highly qualified human resources Intensification of competition between economic sectors, management and

universities for the best skilled workers SMEs have good growth opportunities, but only with qualified staff Because of the ageing of the population the SMEs need more employees Dramatic decrease of school graduates because of the falling birth-rate SMEs are threatening to become losers and are pushed at lower levels Decreasing attractiveness of vocational education is particularly vulnerable

to SMEs The shortage of skilled staff is threatenning and could slow down the

economic growth (in Hamburg alone 100.000 skilled workers will lack till 2025)

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Securing the next generation of entrepreneurs and senior managers, as well as high innovations, is the question of surviving for SMEs in the Baltic Sea it is the most important support measure

The solution: 3 - 4 years long courses of dual bachelor's degree, consisting of: a) a thorough professional training with journeyman or skilled worker degree or working experience b) a recognized Bachelor's degree Example: Since 2005, successful implementation in Buxtehude and Hamburg: 7 different courses:

Construction Engineering Architecture Real Estate Physiotherapy Mechatronics Business Administration Energy Management

Very positive development: Strong growth in students and companies amount High students and companies satisfaction Over 90% stay in SMEs, very low terminations Private financing secured

Transfer:

In a separate project transfer to universities in Vilnius and Pori and implementation concepts for universities in Gdansk and Tallinn/Tartu

Vilnius: Construction Engineering Partner: TU Vilnius, Vilnius Chamber, Vilnius Vocational College

Pori: Construction Engineering Partner: Satakunta University and Vocational College

Gdansk: Planning „Management for SMEs“ Partners: Gdansk Chamber of Crafts with a vocational school + private university

Tallinn and Tartu: needs analysis + concepts developed No specific planning - Education Reform

The students exchange started Development and cooperation with 5 further organisations

Further development and further transfer within QUICK project:

In particular the transfer of innovations (cooperation of universities and SMEs in training, bachelor and term papers ect.) WP 3 + 4

Information + exchange of experience on dual training, attendance at working groups, e.g. WP 5

Hanseatic Conference in October 2010 and the strategy concept in WP 7: Draft is available, all partners will receive it.

Provision of all documentation if required Regional small workshops and individual consultations with interested

organisations If necessary, special projects for implementation All partners should require the information if they are interested in this issue Any suggestions, also for strategic concept are welcome.

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TOP 9. Presentation and discussion of a successfully tested system of professional orientation and career counselling (Mrs. Dr. Veers, „Berufsnavigator“)

A new project: application on 2 February 2011, duration 2 years Main tasks: - Adaptation of the system „Job Navigator“ to other professions and

conditions of the other BSR countries - Use by universities and chambers - Transfer to all members and partners H-P and BSA. - Wide use in schools (clarification of the license fee in the project) Supposed partners: - Baltic Sea Academy Lead Partner - Schwerin Chamber of Commerce - Olztyn Chamber of Crafts - Trondheim Chamber of Crafts - Vilnius CCIC - Gdansk Chamber of Crafts - Hamburg Professional Academy - Företargana Skane - Job Center Gdansk - „Job Navigator“

• Interested partners should declare their interest to participate in the

project TOP 10. Results of the working meeting on August 23-24, 2010 in Gdansk Presentation of the results of the previous meeting on August 23-24, 2010 in Gdansk and discussion of the further procedures in WP 5 „Qualification“:

• Short description of electronic supporting tools for SMEs + Chambers: - Tool "Electronic management and controlling system" - Tool „Innovation Check“

One of the tools will be installed on the platform „www.baltic-cooperation.eu“

• Export Coachings: - Tool: www.baltic-cooperation.eu - Business forums: personal meetings - Export seminars, English courses, Doing Business International - Focusing on 3 clusters

• Key issues and implementation of business forums:

- 6 forums within 3 clusters: energy / environment, resourse saving building, personnel / organisation - Structure of the forums: theoretical part/presentations practical part/matchmaking best practice - Duration: 1,5 days - Standard forms of invitation letter and company profiles developed and agreed (identical form, translated in all languages) - Invitation of SMEs members of Chambers! - Places: a good transport connections - Dates: connection with other events in the region - Theoretical part: information about changes of regulations, new laws, new chances, sources of external financing

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TOP 11. Presentation and discussion on electronic tools for SMEs Presentation of the „Innovation-Check“ of the Hamburg Chamber of Crafts (Mr. Andreas Kuttenkeuler, Hamburg Chamber of Crafts)

Decision: the possibilities should be proved: - Placement on the platform „Baltic-cooperation.eu“ - Information and support of the work of the SMEs - Integration into the information and consulting services of Chambers and

Universities Presentation of the Electronic Management and Controlling System:

Objectives:

- steering of company´s financial situation through controlling of index key figures,

- overview over the actual financial situation, - short- and middle-term planning, - transparency and basis for external financing („picture of the company“ for

a bank) Form: Excel based solution, 4 files:

• Review of financial figures for the last 3 years + plan for next year • Split-up into business areas, products, product groups separated review

+ consolidated table • Monthly balance for the current year: turnover, costs, profit or loss

illustrated with diagrams • Liquidity/bank account state for every month of the current year + short-

and middle-term forecasting

Decision: Translation into English, Polish and Russian and placement on www.baltic-cooperation.eu in Milestone 3; All partners should inform their member companies about the possibilities to use the programme.

TOP 12. Discussion to the further implementation of business forums a) Presentation of the results of the Business Forum on 19-20 November,

2010 in Wroclaw • Participants: 72 persons from Poland, Germany, Russia, Belarus and

Lithuania • Matchmaking: 35 companies • Part 1, 12 a.m. - 2 p.m.: Information on the economical situation and

business conditions for foreign companies in Wroclaw • Part 2, 2.30 p.m. - 6.30 p.m.: Innovations transfer: lectures on new

technologies and cooperation in construction industry • Part 3, 6.30 p.m. - 8.30 p.m.: Matchmaking: Bilateral initiation of

international cooperation between enterprises Example for organizing the matchmaking for companies on 19 November, 6 tables, e.g.: Table A 18.30 AEROMESS GbR (Nr. 2) + Klimawentex Sp. z o.o. (Nr. 8) 18.50 AEROMESS GbR (Nr. 2) + AKREO electric installation (Nr. 25)

http://www.baltic-cooperation.eu/

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19.10 Kupke & Partner GmbH (Nr. 3) + AKREO electric install. (Nr. 25) 19.30 Kupke & Partner GmbH (Nr. 3) + "Instmont" inz. Zb. Sikora (Nr. 10) 19.50 Kupke & Partner GmbH (Nr. 3) + Klimawentex Sp. z o.o. (Nr. 8) Table B 18.30 Zygmund Chomiuk (Nr. 5) + Siegmar Popp (Nr. 21) 18.50 Włodzimierz Kazmierczak (Nr. 4) + Robert Sobieraj (Nr. 33) 19.10 Wolfram Ladusch (Nr. 20) + Tomasz Jakubek (Nr. 22) 19.30 Zygmund Chomiuk (Nr. 5) + Tomasz Jakubek (Nr. 22) 19.50 Włodzimierz Kazmierczak (Nr. 4) + Zdzislaw Gulewicz (Nr. 24)

• Part 4, 20 November, 09.00-14.00

Visits to: a) Wrocław University of Technology and presentation of new technologies - Air conditioning using solar energy and air conditioning techniques - Production of hot water and heating with heat pumps b) A passive house construction site

• Evaluation: very positive, especially the matchmaking Wish of the participants - a shorter theoretical part b) Agreement to the topics and main issues as well as dates and venues

• 15-16 April 2011: Vilnius/Lithuania: „Personnel and organizational development“

• 21-22 October 2011: Panevezys/Lithuania: „Resource saving building“

• 13-14 February 2012: Kolding/Denmark??: “Personnel and organizational development”

• September 2012: Pori: “Energy/Environmental technologies” Next business forum in Vilnius Option 1:

• 14 April, afternoon and 15 April, morning: WP 4 + WP 7 • 15 April 2011

12.00 - 13.30: Information economical + business conditions 13.30 - 14.30: Lunch 14.30 - 17.00: Innovation „Personnel and organizational development“ 17.00 - 19.30: Matchmaking

19.30: Dinner • 16 April 2011

Visit Building Fair RESTA + short walk in the Old Town Lunch

Option 2: • 14 April 2011, 09.00 - 17.30: WP 4 + WP 7 • 15 April 2011

09.00 - 10.30: Information economical + business conditions 11.00 - 13.30: Innovation „Personnel and organizational development“ 13.30 - 14.30: Lunch 14.30 - 17.00: Matchmaking

• 16 April 2011 Visit Building Fair RESTA + short walk in the Old Town Lunch

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LIST OF PARTICIPANTS

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