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H2020

EST-KAM Report Summary

Project ID: 673460
Funded under: H2020-EU.2.3.

Periodic Reporting for period 1 - EST-KAM (Estonian Key Account Management Services)

Reporting period: 2015-01-01 to 2016-12-31

Summary of the context and overall objectives of the project

The objective of the EST-KAM project was to enhance the innovation management capacity of Estonian SMEs. The action is aimed at two kinds of SMEs - beneficiaries of the SME Instrument of Horizon and SMEs with significant innovation activities and a high potential for internationalisation. For beneficiaries of the SME Instrument, the service package (the Key Account Management service - KAM) consisted of identifying weaknesses in the innovation capacities of the beneficiary; identifying suitable coaches (based on the assessment in the first step) to address the identified weaknesses and moderating the coach-client relationship; and accompanying the beneficiary through the SME Instrument project. The service packages outside the scope of the SME Instrument (the “Enhancing the innovation management capacity of SME's” service - EIMC) consisted of carrying out a diagnostic audit of the selected SMEs; and developing and implementing a tailored action plan to improve the SME’s capacity to manage innovation processes.
The aim of the EST-KAM project was to enhance the innovation management capacity of at least 15 SMEs. Overall, the objective was met, as the EST-KAM consortium contributed to the enhancement of innovation capacity of 16 SMEs, although some of the coaching cases are still on-going.

KAM services were offered to all Estonian beneficiaries of the SME Instrument. Altogether, there were 35 KAM cases that were addressed by the EST-KAM consortium. Due to low interest of Estonian SMEs in the EIMC service, no cases we completed in for this service and all resources were directed to KAM.

The expected direct impact of the EST-KAM project was to provide Estonian SME Instrument beneficiaries with the most appropriate services and support to enhance the probability of successful exploitation of the innovation project supported by the Instrument and to leave a footprint for the future sustainable growth of the beneficiary. As an impact of the services, the innovation management capacity of the SMEs will be enhanced.

This impact has been achieved, because the innovation management capacity of all SMEs receiving coaching has been enhanced. The beneficiaries have improved their ability to successfully enter new markets and participate in cross-border activities. The real impact on their revenue and profitability will become clear later, because coaching focuses on the long-term view. At the moment, it is too early to assess the impact on job creation and the profits of the SMEs.

Work performed from the beginning of the project to the end of the period covered by the report and main results achieved so far

The aim of the EST-KAM project was to enhance the innovation management capacity of at least 15 SMEs. Overall, the objective was met, as the EST-KAM consortium contributed to the enhancement of innovation capacity of 16 SMEs, although some of the coaching cases are still on-going. The number of completed cases is 13.

KAM services were offered to all Estonian beneficiaries of the SME Instrument. Altogether, there were 35 KAM cases that were addressed by the EST-KAM consortium. Due to low interest of Estonian SMEs in the EIMC service, no cases we completed in for this service and all resources were directed to KAM.

Progress beyond the state of the art and expected potential impact (including the socio-economic impact and the wider societal implications of the project so far)

The expected direct impact of the EST-KAM project was to provide Estonian SME Instrument beneficiaries with the most appropriate services and support to enhance the probability of successful exploitation of the innovation project supported by the Instrument and to leave a footprint for the future sustainable growth of the beneficiary. As an impact of the services, the innovation management capacity of the SMEs will be enhanced.
This impact has been achieved, because the innovation management capacity of all SMEs receiving coaching has been enhanced.

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