This document discusses a training needs assessment of SMEs conducted as part of the Improved SME Competitiveness and Innovation Project funded by the European Union. It outlines the rationale for conducting a survey of SMEs to understand their needs and identify gaps in existing business support services. The document then provides guidance on how to approach SMEs to conduct the needs assessment, including presenting the questionnaire and proposed methodology. It concludes with an overview of how the survey data will be analyzed and presented in reports.

1. This Project is funded by the
Improved SME Competitiveness and European Union
Innovation Project
Session 5: Training Needs Assessment of
SMEs
2/10/2011
Paul Moran & Gjorgji Mishkovski

2. This Project is funded by the EU
Content:
 Introduction: how to approach SMEs
 SME needs analysis – „how to‟
 Presentation of TNA questionnaire
 Proposed methodology
 Data analysis and reporting
 Discussion
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3. This Project is funded by the EU
Why the survey? (rationale):
• (from TOR Project Purpose): “Improve the quality, range,
and availability of BSS in Serbia by creating a
standardised model and strengthening the business
support infrastructure”
• In order to do this, need to understand the existing
structure (mapping and assessment) and identify exactly
what SMEs need from such services (needs assessment)
• Survey will provide important and useful data on SME
needs and provide a „replicable methodology‟ which
BSO‟s can continue to use in future in order to design and
improve services and build relationships with SMEs
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4. This Project is funded by the EU
How to approach SMEs
 Be proactive
 Offer something tangible
 Be aware of sensitivities
 Do „homework‟
 Build a relationship
 Follow-through / deliver
 Involve the network (as appropriate)
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5. This Project is funded by the EU
 SME Needs Analysis – „how to‟:
 Ask questions (framework of analysis)
 Look at the whole business (overview)
 Diagnose problems / needs with the owner-manager (eg
use of SWOT / PEST)
 Help the owner-manager to identify solutions (ie facilitate,
don‟t tell / advise)
 Assist with implementation (if needed)
 Schedule progress reviews and further needs analyses
 DEVELOP A CONSTRUCTIVE, LONG-TERM
RELATIONSHIP
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6. This Project is funded by the EU
Presentation of TNA questionnaire:
• Awareness / use of business support services and training
(including perceptions of quality, gaps in provision,
expenditure / willingness to pay, problems / needs,
sources of information etc.)
• Company profile (including growth expectations and
proposed investments)
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7. This Project is funded by the EU
Methodology:
 IDEAL: Do qualitative interviews with SME individually at
their premises (confidentiality, non-threatening
environment, able to explore key issues in depth, build
relationship)
 LESS IDEAL: SMEs complete questionnaires as a group
at RDA (time-saving / efficient BUT less confidential,
responses may be less valid, no opportunity to explore
issues etc.)
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8. This Project is funded by the EU
Methodological issues:
 Explain the purpose of the questionnaire
 Outline the benefits (to SME and BSO)
 Talk through technicalities (eg rating scales, quantitative v
qualitative responses)
 Emphasise importance of honest, accurate responses (ie
validity)
 Discuss how data will be used (NB publication of summary
data only, SME identities not to be revealed)
 Ensure feedback to SME (eg short summary report)
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9. This Project is funded by the EU
Data Analysis & Reporting:
 Data entered into spreadsheet.
 Basic statistical analysis to identify frequencies, key trends
etc. Produce graphical presentation.
 (if required) More advanced analysis using SPSS
(significance tests).
 Detailed report to MoERD & NARD.
 (if appropriate) Cut-down version of report to RDAs for
distribution to SMEs.
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