sme charter 2009

The Kit.Brunello.SystemThe Kit.Brunello.System

Toni Brunello - ItalyMember of the EU Expert Groups on:

Markets for Business Transfer Transfer of Business

MAP Project

1968-2008 40 YEARS TOGETHER

- 2 -http://www.studiocentroveneto.com/scvtool/?lang=en&id=1Brunello, EU SMEs Charter, Stockholm, 6 Oct. 2009

The business transfer problemThe business transfer problem

Why?

One day, son, all this will be yours...

Daddy, could you be more precise about the date?

Business Transfer is an important and delicate process of the

enterprise's life. This is why it should be planned in advance

through a personalized project...

In Italy, in 2008, in several craft sectors,

failing enterprises outnumbered

new start-up companies

Transfer is not a single business problem. It involves the whole territory!


The Kit.Brunello.System aimThe Kit.Brunello.System aim

The Small Business Act for Europe Principle I.

“Create an environment in which entrepreneurs and family businesses can thrive and entrepreneurship is rewarded”.

“The Commission and the Member States should take care for future entrepreneurs…

… by simplifying the conditions for business transfers…”

The Kit.Brunello.System is an evolving set of instruments. Its goal is to govern the single phases of business handover

thus helping single businesses to foster the entire territory growth.


The KBS targetThe KBS target

Secondary Schools

The Kit.Brunello.System is a toolkit suitable for:

Public Administration Institutions

Chambers of Commerce

Trade Associations

Consultants and Business Transfer experts

Training Centres

Single Entrepreneurs

If you belong to one of these, then this toolcan be adopted and managed directly by You


TerritorialAnswer

TerritorialAnswer

AA

DD

BB

CC

EE

AchievementsMonitoring

Awareness Raising

Getting Acquaintedwith the Issue

Giving Concrete Answers

Analysing it

The Kit.Brunello.SystemThe Kit.Brunello.System

The KBS offers a handy set of about 20 online and offline instruments to govern 5 business handover phases


The snail logicThe snail logic

The system can be described by a snail:

Training and Tuningare Kit.Brunello.System’s key elements

System of Tools

1. a Qualified Host Institution (providing an appropriate webplatform)

Basic shortTraining

Driver

2. a Dynamic but Steady Driver (an active Expert/consultant operator)

3. a Well Tuned Network (local Business Associations, Chambers…)

mSMEsNetwork


The KBS evolutionThe KBS evolution

The KBS includes various tools, in English, French, Italian:- a training of trainers introductory course- a specialized Newsletter to be adopted by Chambers and Trade Associations- some models of seminars, to raise awareness (Enterprises Vaccination) - a Handbook for experts, consultants and entrepreneurs- a set of specialized business analysis tools, including the new kit.brunello- tested guidelines for transfer governance, based on 8 crucial factors- a regional research model and draft of a bill on business continuity

The KBS is a major structural evolution of growing experiences shared with Business Operators.

In 1998 the kit.brunello™ was the first self-analysis tool on business transfer officially published on the EU Commission website.Since 1998 practical field experience and research are continuously bringing in new contributions.


The snail logicThe snail logic

- KBS updating- Training Territorial Drivers

Fostering Competitive Innovation

in the territory

TRAININGTRAINING

TOOLSTOOLSmSMEs

Qualified Institution Websitehosting the tools

Promoting the Tools use

Territorialforeman(Driver)

Territorialforeman(Driver)

Local Partners

Local Partners

Local Partners

EE

EE

ee

EE

ee

EE


Field ExperienceField Experience

The whole Kit.Brunello.System is now adopted by the Italian Veneto Chambers of Commerce system. Co-operation: 28 local Business Associations. Funding: Veneto Region - Technical support: SCVeneto.

Since 1998 single parts of the KBS have been applied and reiterated year after year, raising local awareness and keeping mSMEs competitiveness:

1 regional research and 1 draft of law (Veneto Region)

≈ 700 mSMEs have been analyzed ≈ 100 mSMEs entrepreneurs directly and successfully

assisted co-operation with over 20 national and local

institutions Seminars, surveys, courses, in cooperation with 18

Italian Chambers of Commerce, Universities, Training Centres

Vaccination of about 250 enterprises, through the KBS Tools

4 ABC Handbooks, adopted by Chambers of Commerce 8 Laboratorium experiences with mSMEs associations 10 publications, focused on family-business &

business transfer


Example of kit.brunello Example of kit.brunello statisticsstatistics

Statistics from Kit.brunello self-analysis

Sample 130 users

Crucial issues Critical Warning Acceptable

Horizontal Cohesion(Climate for co-operations)

11 % 68 % 21 %

External Leadership(Market position)

0 % 26 % 74 %

Openness for change(Attitude of Senior)

5 % 58 % 37 %

Internal Leadership(Leadership of Junior)

26 % 47 % 26 %

Sound Quality Culture(Involvements of relevant parties)

16 % 68 % 16 %

Managements systems andtools

0 % 26 % 74 %

Technicalities(Formal preparations)

11 % 63 % 26 %


Traps and RecommendationsTraps and Recommendations1. Underestimating the

importance of awareness on

this issue

2. Thinking that the online

tools

are enough

1. Cultivating the illusion

that business transfer

processes can be run

without human involvement

2. Believing in improvising

Do-it-yourself solutions

instead of referring to a

wide field experience.

5. Underestimating business

transfer as a new,

promising challenge.

Traps Recommendations

1. It is crucial to invest in

awareness raising actions!

2. To balance online and

offline tools!

3. To train senior and young

experts on the human side,

not only on the technical

ones!

4. To stress team and network

co-operation!

5. To promote and share a

culture of pro-active

transfer governance!


To Policy MakersTo Policy Makers

local culture, local culture, tacit knowledge evaluationtacit knowledge evaluation market understandingmarket understanding proactive attitudeproactive attitude operational networkoperational network experts and institutionsexperts and institutions focused know-how = focused know-how = COMPETITIVE BUSINESS CONTINUITYCOMPETITIVE BUSINESS CONTINUITY

This way we will increase the territory competitivenesstaking the discontinuity moment of transfer as a

great opportunity to change and to renewthe whole business environment

We need to start a synergic self-fuelling cycle:


ReferencesReferences1. European symposium, Brussels, 1993 (see the results of the symposium in the Annex I of n. 2, below).2. Commission Communication on the transfer of businesses. Actions in favour of SMEs, 23.7.1994 (+ Annex

I). 3. Commission recommendation on the transfer of small and medium-sized enterprises, 31.12.1994. 3.1. Commission explanatory Communication on the Commission’s recommendation of 7 December 1994 on the

transfer of small and medium-sized enterprises, 31.12.1994.4. Preparatory Meeting for the Forum of Lille, Brussels, December, 1996. (Brunello, participant)5. European Forum on the transfer of business, Lille, 2-3 February, 1997. (Brunello, speaker)6. Commission Communication on the transfer of small and medium-sized enterprises, 28.3.1998.7. European Commission Final report of the expert group on the transfer of small and medium sized enterprises, May, 14, 2002 (BEST Report). (Brunello, member of the Expert Group).8. European Seminar on the Transfer of Businesses, Vienna, 23-24 September 2002. (Brunello, speaker).9. Commission Final report of the Expert Group MAP 2002 project: Transfer of business – continuity through

a new beginning, August 2003. (Brunello, member of the Expert Group).10. APCM, Colloque, Paris, November, 2002; 11. Seminar on Bus. Transfer, Aveiro, Portugal, 2004.(Brunello,

speaker). 12. Veneto Region Council for Economic Development: regional expert group Table of work on transfer of

businesses 2003-2005 (Brunello, Table of work leader ).13. Italian Economic Development Ministry, National expert group Table on transfer of businesses 2003-2005

(Brunello, member of the Expert Group).14. Wallonie Industry Ministry, 4x4, Debate on business transfer, Mons (March 2003). (Brunello, speaker).15. Createl, EU funded trans-national project: Zaragoza, Liverpool, Vicenza, Vaasa, 2004, (Brunello,

speaker).16. B2T, EU funded trans-national project: Zaragoza, Crete, Venice, Vaasa, 2005. (Brunello, speaker).17. Italian Economic Development Ministry, National Seminar on business competitive continuity, Rome, 20

November 2005 (Brunello, speaker).18. Commission Communication, (2006) 117 final, 14 March 2006.19. Report of the expert group “Markets for business transfers” - Fostering transparent marketplaces

for the transfer of businesses in Europe, May, 2006. (Brunello, member of the Expert Group).20. European Conference - Charter for SMEs, Vienna, 2006. (Brunello, speaker). 21. Training and Consultancy week for KOSGEB, Turkish Government consultants, Ankara, 2006. (Brunello,

trainer).22. International seminar on Business Transfer, Cardiff, Wales, September 2007. (Brunello, speaker).23. Craftsmen and Small Businesses European seminar (Tours, October 2008). (Brunello, speaker).24. Reino, EU funded project, 2006-08 (Kokkola, Venice, Athens, Joensuu, Haderslev). (Brunello, speaker).25. BTP, Business Transfer Programme, EU funded project (Graz, Sibiu, Vicenza, Copenhagen). (Brunello,

speaker).26. Veneto Region Seminar during the SME Week on SBA for Europe: Brussels, May, 2009. (Brunello, speaker).27. Transeo, Wallonie Gov. Initiative on Marketplace and business transfer, Spa, May, 2009. (Brunello,

moderator).

sme charter 2009

Business

business transfer problem

business operators

kbs tools

single business problem

billon business continuity

small business act

tools promotingthe tools

offline tools