TAM Activity Report

1
Money is not enough! A review of TMG Programmes
in the CEI Member States Stability Pact
Chris Walker Managing Director TurnAround
Management Group
2
TAM BAS Projects in CEI Member States

• 523 TAM projects in 14 CEI Member States
• 662 BAS projects in 5 CEI Member States

3
Enterprise development analysis of needs

• Knowledge about management
• Knowledge about customers, markets and
  marketing,
• Help to design or develop desirable products or
  services,
• Need for money comes quite low on the list!

4
TMG Programmes
Impediments to SME Growth

• Internal
• Owner/managers are entrepreneurs, not managers
• Cannot or do not want to delegate, since second
  line managers are too young/inexperienced
• Require professional management skills and
  experience
• But some are now willing to employ consultants
  to provide the expertise

5
TMG Programmes
SME view of impediments to growth

• External
• Insufficient finance for long term projects at
  commercial rates and with long repayment period
• Lack of practical assistance to exploit potential
  export opportunities
• Lack of industrial associations to share
  marketing, purchasing and distribution costs
• No tax concessions for SME, start-up or
  investments

6
TMG Programmes
Help to develop Professional Management

• Establish links with selected consultants
• Support the SME in contract negotiations and
  precise definition of ToR
• Assist the SME with obtaining appropriate,
  quality advice at reasonable rates
• Manage the consulting assignment during review
  meetings to transfer the relevant skills to SME

7
TMG Programmes
The Art of Delegation

• BAS assists with HR and organisational reviews
• Introduction of Quality Management principles to
  define management roles and responsibilities, and
  to prepare for delegation without lack of control
• Management Training on the job by working with
  BAS/TAM staff and local consultants

8
TMG Programmes
Import substitution and export Opportunities

• BAS/TAM projects improve product quality and
  increase product range
• BAS/TAM marketing projects provide factual
  analysis of opportunities and prepare marketing
  plans and promotional material
• If Associations of exporters were available,
  BAS could assist with collation, analysis and
  presentation of specific export rules

9
BAS Business Type
Cumulative 317 CEI funded Projects in 5 BAS
offices
10
BAS Achievements
Impact Analysis of 113 enterprises
One-Year after Project Completion Reports from
BiH, Bulgaria, Croatia and Slovenia. Macedonia
will be analysed upon receipt of at least 20
One-Year after Project Completion Reports.