Presentatie van Murk Peutz, regiodirecteur van Syntens, op het ISPIM congres in december 2009.

1. LARGE SCALE INVOLVEMENT OF SME’S
NOT PARTICIPATING IN INNOVATION
NETWORKS
Murk M. V. Peutz
ISPIM
New York, December 2009
www.syntens.nl/ispim
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2. Introduction
Syntens EU project “Toekomstbedrijven”
Not for Profit Foundation Innovation fuels economic growth
Supported by Dutch Ministry of Regional economic policies aim to
Economic affairs, EU and regional promote clusters and innovation
government in The Netherlands networks
Aims to accelerate and improve Many SME’s are thought to benefit
innovation by Small and Medium Sized from networks, but refrain from
Enterprises (SME’s) participation
Acts as counsel on innovation for The project “Toekomstbedrijven”,
SME’s, liaison for knowledge and as (FuturizingBusinesses) aims to
innovation specialist increase SME participation in these
network s
400 employees
Project started in August 2008
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3. Project context
SME Population
The EU Lisbon Agenda Innovators (8%)
•More competitive economies
•More innovation
Early followers (34%)
•More R&D
SME’s have low participation in
R&D and innovation activities Middle group (44%)
Increasing SME participation is thought Laggards (14%)
to be possible in the ‘Middle Group’
Source: Ministry of Economic Affairs
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4. Project phases
Identification Selection Activation
11.650
Already Potential new participants
active based on past conversion
4.850
experience:
Ca. 3.000
6.800
Potential
Target
2.000
No. companies No. companies No. companies
in target Group
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Source: Chamber of Commerce, projectgroup Toekomstbedrijven

5. Main elements of activation phase
Experienced Syntens consultants approach SME’s
• A first phone call is, after conversion, followed up by a ‘on site’ visit
The consultant explores opportunities in the discussion for follow up action
• contact with potential innovation partners like other companies, university
researchers, consultants, intermediairies
All consultants compile a company profile, containing elements such as:
• ‘Ambition to innovate’ and ‘Willingness to change’
• Perceived Innovation capabilities
• Opportunities, Problems/needs
• Referrals and Follow-up by Syntens
• Conclusion
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6. Status of participation by SME’s since start of project
Number of companies
1.472 637
319
104
412
Not Interested, but Ongoing Completed
Total
Interested to be contacted case case
later
Source: project controlling “De Toekomstbedrijven” October 2009 6

7. Significant impact on target group
35% Willing to explore 55% Willing to exploit
No. of SME’s No. of SME’s
1.472 956 516 235 281
Conversion
Conversion
55%
35%
516
Target Not Interested/ Work In Progress Work In Progress No follow up Follow up
Population contacted later and activated cases and activated cases activity activities
Source: Project Controlling “De toekomstbedrijven”, status from start project August 2008 to Oct 2009
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8. Consultant approach
• Informal approach
• Open Agenda
• Avoid “selling”
• “Lending an ear”
• Tailored approach
• Its about the entrepreneur
• Not about the project
‘It is still early, but already I find
the contact extremely useful’
Source: interviews consultants working on “De Toekomstbedrijven” 8

9. Group profile
Visited companies show high ambition to grow (63%) and have high
ambitions to enter new markets (54%)
100%
80%
60%
40%
20%
0%
New
New product / New
Growth (size) New markets organizational
service technology
structure
No 37% 46% 60% 58% 76%
Yes 63% 54% 40% 42% 24%
‘It’s refreshing to hear ideas
from others.’
Source: project controlling “De Toekomstbedrijven” 9

10. Conclusion and further research work
Conclusion Further work
Chosen approach for involving a Scientific effectiveness study is
previously not participating group planned (pre-test post-test control
works, and project target is realistic group design)
SME’s show high ambition and Control group compiled at the start of
willingness to change and innovate, the project
despite low network participation or
orientation Measuring innovation behavior (post-
test in first half of 2010)
Willingness to change of SME is a good Innovation Behavior
proxy for follow up activities, many
new contacts and activities have been
initiated Inn. Efforts Inn. Intentions Inn. Results
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