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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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EIBI –European Incubator for Business Ideas – Map of the competences
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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EIBI –European Incubator for Business Ideas – Map of the competences
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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EIBI –European Incubator for Business Ideas – Map of the competences
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 .
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EIBI –European Incubator for Business Ideas – Map of the competences
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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EIBI –European Incubator for Business Ideas – Map of the competences
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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EIBI –European Incubator for Business Ideas – Map of the competences
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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EIBI –European Incubator for Business Ideas – Map of the competences
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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EIBI –European Incubator for Business Ideas – Map of the competences
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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EIBI –European Incubator for Business Ideas – Map of the competences
•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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EIBI –European Incubator for Business Ideas – Map of the competences
•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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EIBI –European Incubator for Business Ideas – Map of the competences
• 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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EIBI –European Incubator for Business Ideas – Map of the competences
•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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EIBI –European Incubator for Business Ideas – Map of the competences
• 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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EIBI –European Incubator for Business Ideas – Map of the competences
• 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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EIBI –European Incubator for Business Ideas – Map of the competences
•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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EIBI –European Incubator for Business Ideas – Map of the competences
•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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EIBI –European Incubator for Business Ideas – Map of the competences
• 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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EIBI –European Incubator for Business Ideas – Map of the competences
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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EIBI –European Incubator for Business Ideas – Map of the competences
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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EIBI –European Incubator for Business Ideas – Map of the competences
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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EIBI –European Incubator for Business Ideas – Map of the competences
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
Agree Disagree Strongly disagree
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
Agree Disagree Strongly disagree
Comments
Performance Strongly agree
Agree Disagree Strongly disagree
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
Knowledge/Understandings Strongly agree
Agree Disagree Strongly disagree
Comments
K1 Understand its qualities
K2 Understand its competitive advantage
K3
Understand its competition
new statements
Behavior /Attitudes Strongly agree
Agree Disagree Strongly disagree
Comments
B1 Market overview
B2 Creativity and Innovative approach
B3
new statements
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EIBI –European Incubator for Business Ideas – Map of the competences
B1 Understanding consumer behavior
B2 Understanding competitors behavior
B3 Understanding market trends
new statements
3 Design the marketing strategy of the business
Performance Strongly agree
Agree Disagree Strongly disagree
Comments
P1 Organize the functions of his work
P2 Manage the financial and legal issues
P3 Optimize his product
.... new statements
Knowledge/Understandings Strongly agree
Agree Disagree Strongly disagree
Comments
K1 Understanding own and competitors’ product capacity
K2 Understanding business environment
K3
Organize his resources
new statements
Behavior /Attitudes Strongly agree
Agree Disagree Strongly disagree
Comments
B1 Strategic thinking
B2 Rational assessment of business environment
B3
new statements
Establish a financial projection plan
Performance Strongly agree
Agree Disagree Strongly disagree
Comments
P1 Create a financial plan for the company
P2 Create a point even analysis
P3 Make financial forecast on sales
.... new statements
Knowledge/Understandings Strongly agree
Agree Disagree Strongly disagree
Comments
K1 Understand cost accounting
K2 Apply Financial ratios
K3
new statements
Behavior /Attitudes Strongly agree
Agree Disagree Strongly disagree
Comments
B1 Consistency in costing methods
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EIBI –European Incubator for Business Ideas – Map of the competences
B2 Throughout analysis
B3
new statements
Choose the business legal structure
Performance Strongly agree
Agree Disagree Strongly disagree
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
Knowledge/Understandings Strongly agree
Agree Disagree Strongly disagree
Comments
K1 Devise Strategy concept
K2 Understanding Legal implications
K3
new statements
Behavior /Attitudes Strongly agree
Agree Disagree Strongly disagree
Comments
B1 Legal and tax compliance
B2 Strategic Thinking
B3
new statements
Register the business
Performance Strongly agree
Agree Disagree Strongly disagree
Comments
P1 Establish a company registration
P2
P3
.... new statements
Knowledge/Understandings Strongly agree
Agree Disagree Strongly disagree
Comments
K1 Understanding legal processes
K2 Knowledge of EU regulations
K3
Knowledge of Patent rules (if applicable)
new statements
Behavior /Attitudes Strongly agree
Agree Disagree Strongly disagree
Comments
B1 Legal compliance
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EIBI –European Incubator for Business Ideas – Map of the competences
B2 Formal procedures
B3
new statements
Obtain financing for the business
Performance Strongly agree
Agree Disagree Strongly disagree
Comments
P1 Assess financial capacity
P2 Obtain loans (if applicable)
P3 Assess required assets/resources
.... new statements
Knowledge/Understandings Strongly agree
Agree Disagree Strongly disagree
Comments
K1 Knowledge of financial management
K2 Understanding business needs
K3
new statements
Behavior /Attitudes Strongly agree
Agree Disagree Strongly disagree
Comments
B1 Financial responsibility
B2 Objectivity in financial evaluation
B3
new statements
Organize the business operations
Performance Strongly agree
Agree Disagree Strongly disagree
Comments
P1 Create organizational structure
P2 Organize human and other resources
P3 Establish Management norms
.... new statements
Knowledge/Understandings Strongly agree
Agree Disagree Strongly disagree
Comments
K1 Knowledge in Human resource management
K2 Understanding of management
K3
new statements
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EIBI –European Incubator for Business Ideas – Map of the competences
Behavior /Attitudes Strongly agree
Agree Disagree Strongly disagree
Comments
B1 Business ethics
B2 Managerial responsibility
B3
new statements
Design breakthrough products/services
Performance Strongly agree
Agree Disagree Strongly disagree
Comments
P1 Innovation in your product/service
P2 Evaluate current market trends
P3 Integrate new technologies
.... new statements
Knowledge/Understandings Strongly agree
Agree Disagree Strongly disagree
Comments
K1 Knowledge on product qualities
K2 Understand technological innovations
K3
new statements
Behavior /Attitudes Strongly agree
Agree Disagree Strongly disagree
Comments
B1 Flexibility/adjustability
B2 ICT friendly
B3
new statements
Market and launch the business
Performance Strongly agree
Agree Disagree Strongly disagree
Comments
P1 Devise a comprehensive marketing plan
P2 Use of social media and technologies
P3
.... new statements
Knowledge/Understandings Strongly agree
Agree Disagree Strongly disagree
Comments
K1 ICT knowledge
K2 Marketing knowledge
K3
new statements
Behavior /Attitudes Strongly Agree Disagree Strongly Comments
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EIBI –European Incubator for Business Ideas – Map of the competences
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?