Power through know-how and networks

1. Power through know-how and networks

2. Regional Program Model: “a network of networks” Romania Bulgaria Montenegro Macedonia Serbia CEED Regional Network Albania Croatia Bosnia & Herzegovina Slovenia Russia EU Potential CEED Programs * Active CEED Programs CEED Partners We envision ultimately a region wide network of SME entrepreneurial networks, providing a broader base for peer learning and business development, and ‘cluster’ development. Alliances fostered With effective centers (Russia and Montenegro) *Countries cited for illustration purposes only

3. Mission We are devoted to strengthening entrepreneurship and empowering the leaders of Small and Medium-sized Enterprises with the know-how and networks needed to accelerate business growth and to promote a true entrepreneurial culture throughout South Eastern Europe.

4. Our Partners A Key Sponsor for the CEED program as USAID continues its mission to foster economic growth, drive financial sector reform, encourage social transition and bolster the rule of law and social development of Central and Southeastern Europe. • A world leader for investments in small businesses: • - 14 funds with aggregate capital under management in excess of $260 million • - Expanding global presence and scale, resulting in added value for small business portfolio companies and investors. • - Investments in a variety of high growth industries • Deals sourced locally and day-to-day interactions with entrepreneurs • Best practices leveraged across operations

5. How it started • SEAF & USAID experience in the Region • USAID Funded Feasibility Study for CEED Program • Secondary Research (UNEC, OECD, EC) • Primary Research (Base: 50 SMEs in Bulgaria, Romania, Croatia, Serbia, Montenegro, Macedonia; 15 SEAF investees, 35 non-SEAF SME’s) • Corporate input • The successful training/networking model of the Russian Center for Entrepreneurship (RCE) - a creation of the US-Russia Investment Fund

6. Conclusions of The Feasibility Study • Big regional training and networking opportunity • Training is needed and it can be more effective • Keep them short, highly practical, and taught by entrepreneurs with war stories • Include entrepreneur and key staff • Opportunities for expanding regional economic integration

7. CEED Model – Three pillars Business Accelerators Market Access Forums Regional - International Trade & Invest Events Business Training Modules Short Practical Training for Owners and Key Executives Local SME Networking Platform Expanding your Network to Build your Business

8. Objectives: • To empower entrepreneurs • To strengthen SME leadership teams • To enhance regional and global integration • To improve the entrepreneurial climate

9. Our Strategic Approach • Target higher growth SME’s with 10 or more employees and $500,000 in revenue • To be practical, relevant, and actionable. • Partner to strengthen our network, ‘knowledge portfolio,’ and market access assets • Be flexible / entrepreneurial

10. CEED Local Networking Platform

11. CEED Training Concept • Highly practical training that can be applied tomorrow. • Interactive/Peer Learning • Presented by entrepreneurs • Academically anchored • Local examples and case studies

12. CEED • Highly Pragmatic and Solution Driven • Holistic (Entrepreneur, Executives, Multinationals) • Taught by practitioners • MNC linked • EMBA • Major Time Commitment • Expensive • More academic Business Result • Technical Assistance • ‘Surgical’ • Not Holistic • Short Programs • Checkered Applicability • Not ‘solutions oriented’ • Ad Hoc Time Commitment Modes of Training and Where the SEAF Model Fits

13. Organizational Core Competencies

14. Slovenia Romania Bosnia & Herzegovina Serbia Montenegro Bulgaria Macedonia Albania CEED Regional Market Access • Regional Events • 2 to 4 times/year • industry specific • networking • knowledge transfer

15. Introducing CEED ROMANIA

16. Who We Are CEED Romaniawas established by USAID in collaboration with Small Enterprise Assistance Funds (SEAF), with the aim to carry out the legacy of USAID in the area of SME support in Romania and in the South Eastern European region.

17. First steps, first results • Since May 2006: • CEED Foundation registered • Limited survey to get input among SME community, thoughts of leaders, partnerships • Partnerships • Training sessions: • 4 days – over 60 participants • 1 workshop ongoing

18. CEED Romania – Our Local Partners • Relevant USAID-funded programs (EDS-CHF, USDA-ADEPs) • SME / Professional / WIB associations (CNIPMM, CAFA, AFIR, UNPR, ANTREC, ANIS, CCI, BRCC) • An increasing roster of entrepreneurs / trainers with entrepreneurial background (agreements with over 14 individuals and 5 companies to date) • Relevant Government bodies (Export promotion / SME territorial offices) • Similar NGOs

19. Partnership with the USAID/USDA RFLD Program Training sessions for rural leaders in 4 regions Partnership with the USAID/CHF EDS Program Specialized training modules for IT companies Legacy in practice

20. Further build the Romanian network Adjust to our clients’ needs Learn from & together with all CEEDs Leverage regional network opportunities What’s next Use the power of know-how and networks to spread the seeds of growth in the fertile soil of dynamic SMEs

21. Introducing CEED Bulgaria

22. In the beginning…

23. How to start a center? • Mission and Goals • Target Audience • Product Marketing • Sponsors and Partners

24. The first happy clients…

25. What is different in Bulgaria?

26. It works well!

27. Basic Building Blocks • Business First • Simple and Flexible • Depth and Breadth • Leverage experience • Fast Response • “Just do it” attitude

28. Lessons learned… • Scale & Scope (the 2 C’s) • Content - Quality – Price • Project v.v. Mainstream Biz • F. R. A. M. E.

29. The sky is the limit…

30. Introducing CEED Slovenia

31. CEED Slovenia • Local partner, the Young Executives Society (YES) • Kickoff the Slovenian program October 2nd, 2006 • Plans to create a regional ‘hub’ that would serve as a base for regionally focused training and networking events to promote cross-border economic integration • CEED Top Class program: connect 50 Slovene entrepreneurs, 25 already successful and recognized entrepreneurs and 25 young entrepreneurial talents (entrepreneurial MBA, mentoring, networking and international integration)

32. Top Class What? • 25 successful entrepreneurs + 25 young promising entrepreneurs • Sharing and exchanging knowledge and experiences • One-year developmental program • Meetings twice per month in the afternoon and evening Why? • To develop a new generation of successful entrepreneurs with international focus For whom? • Entrepreneurs under 35 years of age, • With interesting entrepreneurial ideas, • High growth ambitions, • Operating at least 3 years, • With at least 5 employees and • At least 50 mio SIT annual revenues or high growth in the last years

33. Top Class What we offer? • 8 practical trainings (mini MBA) • 4 local and international networking events • 5 individual mentoring sessions • 3 evening discussions with foreign guests • media exposure Knowledge Local and International network Capital What we expect? Successful growth with a small investment • 1.500 EUR, additonal 3.500 EUR per candidate • will be provided by the founding organizations • active participation in the program • feedback about expectations and satisfaction • with the program

34. Introducing CEED Montenegro Center for Entrepreneurship & Economic Development

35. CEED is the first independent consulting center in Montenegro established in 1993 within the School of Economics. Since 1998 CEED has operated as an independent organization. CEED strategic partner is CIPE, Washington. Offices in Podgorica and Kotor. Staff of 12 people. CEED Background (1)

36. Extensive interest in shaping up business environment in Montenegro Numerous research and advocacy activities to promote open market and entrepreneurship in Montenegro. CEED Background (2)

37. 12surveys prepared, conducted, results printed and distributed. Many of them have become regular surveys (e.g., Barriers to Doing Business in Montenegro). CEED experts were involved in drafting 8 business-related laws. All of them were passed and are being implemented. New quarterly edition titled Montenegro Business Outlook was launched and 18 issues were published and distributed. Fruitful edition was launched – 9 leaflets that briefly explain business laws were published and distributed. 5 conferences and 17 round-tables were held to help the business community increase its influence on the major issues related to economic development. 12 reform-related publications were printed and distributed. CEED Background (3)

38. Awarded by Atlas Economic Foundation, US In an international competion, CEED won a 2005 Templeton Freedom Award for Institute Excellenceand second place in the Free Market Solutions to Poverty for its “Removing the Barriers to Doing Business in Montenegro” Program. International recognition

39. CEED originally offered consulting services to entrepreneurs and small businesses. The need to offer more complex consulting services led to a diversification of our portfolio. Currently, CEED has 8 consultants working on 7 major projects in addition to on-going consulting. CEED is constantly providing training to it’s staff. Now we have 3 people that are certified by SGS (Swiss base company) for ISO 9000 pre-certification in Montenegro. CEED Services (1)

40. Starting a business Company presentations Business/Investment plans Feasibility studies Sales and marketing Quality standards CEED Services (2) Consulting Services

41. Due diligence Business surveys Business analysis and studies HR development & Trainings CEED Services (3) Business Research and Analysis

42. EBRD, OECD, Control Risk (London), SilverLeaf Development Group (US), T-Com and T-Mobile, HYPO Aple Adria Group, JT Investment (France), Sarbor (Slovenia), Guizzetti and Associates (US/Italy), The Bank Street Group (New York), Центральное агентство путешествий CenTra, (Moscow), Cape Resort InternationalLtd (US), PQ Consulting (Czech Republic)etc. CEED’s clients

43. Helping the recovery of the middle class. Trying to keep young people in Montenegro by offering them opportunities in the private sector. Supporting a new class of entrepreneurs and new segment of firms that arise from the bottom. Supporting the Montenegro Business Alliance as a future private Chamber of Commerce. Moving towards greater regional cooperation. Increasing training and education of entrepreneurs and mid-level managers. What we believe is important?

44. Slovenia Romania Bosnia & Herzegovina Serbia Montenegro Bulgaria Macedonia Albania CEED regional network

45. Views on the future CEEDaims to become a strong regional knowledge and networking institution that fosters business growth among SME’s throughout Southeastern Europe and Internationally. We will serve as a business building platform providing much-needed networking, training, and regional market reach to entrepreneurs and top-level executives of SMEs.

46. Power through know-how and networks