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
2/10/2011 Improved SME Competitiveness and Innovation Project 2

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
2/10/2011 Improved SME Competitiveness and Innovation Project 3

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)
2/10/2011 Improved SME Competitiveness and Innovation Project 4

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
2/10/2011 Improved SME Competitiveness and Innovation Project 5

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)
2/10/2011 Improved SME Competitiveness and Innovation Project 6

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.)
2/10/2011 Improved SME Competitiveness and Innovation Project 7

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)
2/10/2011 Improved SME Competitiveness and Innovation Project 8

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.
2/10/2011 Improved SME Competitiveness and Innovation Project 9