Periodic Reporting for period 1 - BW-KAM3 (The Enterprise Europe Network Baden-Wuerttemberg - Feeding the Innovation Pipeline in Baden-Wuerttemberg through targeted services to SME)
Reporting period: 2017-01-01 to 2018-12-31
The three overriding objectives of BW-KAM were:
1. To increase the impact of the SME instrument by enhancing the innovation management capacity of the SME beneficiary through an efficient and professional key account management as set out in the proposal, including
a. Identification of weaknesses in the innovation capacity of the SME beneficiary in the SME instrument, that may hinder a successful realisation of growth and commercial potential in regard to the SME instrument project / innovation
b. To identify suitable coaches and moderate the coach/SME relationship.
c. To accompany the SME during the SME instrument project in all phases
d. To ensure the submission of a professional business plan / proposal for the next Phase of the SME instrument
This service was only implemented with SME Instrument beneficiaries.
2. To support SMEs in Baden-Württemberg, that are not participating in the SME instrument but have a high growth and internationalisation potential, with innovation management services enhancing the SME capacity in striving for growth through innovation and internationalisation. As the number of SME-Instrument winners from Baden-Württemberg was unclear at the beginning of the BW-KAM project, flexibility of apportioning effort according to the actual number of successful SME Instrument beneficiaries from Baden-Württemberg and EIMC cases was delivered.
3. Continuous improvement of competences of EEN innovation consultants through
a. Peer-to-peer learning in a community of KAM and senior consultants for the enhanced innovation support services.
b. Training of less experienced = junior innovation consultants in EEN-BW.
1. Key Account Management:
- Establishing contact to the successful SME client eligible for KAM process: In the Horizon 2020 SME Instrument beneficiaries calls for 2017 and 2018 successful winners were provided with the following KAM service
- Explanation of the process and requirements from the company (in telephone conversations and a workshop at the company)
- Engaging the company for the coaching phase of the project
- Implementation of needs analysis via the innovation audit performed by senior staff with relevant company stakeholders
- Specification of coaching requirements
- Validation of coaching requirements
- Presentation of coaching alternatives
- Identification and selection of best-matched coach
- Agreement on time-frame for coaching process
- Formalise coaching contract with the company, the coach and the EASME
- Follow up of coaching process with the company
Main results achieved:
- All successful SME Instrument client companies contacted and engaged in KAM process
- Workshop and needs analysis carried out with the SMEs
- Successful identification of coach and coaching contracts formalised
- Coaching processes entered to EASME Case Tracker
2. Enhancing Innovation Management Capacity
- EIMC process, commitment (from the SME and S2i) and expected result of process introduced and explained
- Innovation/needs analysis carried out
- Action plan and recommendations created and documented in individual action plans for SMEs
- Action plan and planned implementation agreed with clients
- Implementation of coaching plan
- Continuous feedback between S2i and SME client installed
- EIMC activities delivered
3. Peer-to-peer learning and on-the-job training
- Installation of regular meetings for knowledge exchange
- Good practice and experience exchange between senior and junior colleagues (including the development of “service portfolio guides” (“How to …”) on different services and expertise available in the team (i.e. specialists on IPR issues, project management or exploitation)
- Regular meetings (physical and by telephone) installed
- Participation at regular meetings of senior staff and juniors to ensure knowledge transfer and exchange of experience
- Service portfolio guides created (to be updated and extended during the new project period)
- Experience collected for the initiation of new KAM cases as companies successfully apply for the SME Instrument
- Identify their technological needs
- Create more ideas
- Filter out less promising ideas more efficiently
- Translate promising ideas into projects better
- Have more external partners in such innovation projects
- Close down projects quicker if not according expectations
- New products and services enter markets quicker and deliver profit earlier.
BW-KAM enabled SMEs to identify their weaknesses and barriers towards their innovation management systems and – by working on those through targeted coaching and/or mentoring services – make their innovation management system more efficient and effective. This has an impact on the implementation of innovation projects in the SME and creates a better return of investment for the company. This may result in growth, in internationalization and in enhanced competitiveness of the SMEs.
KAM services were provided to all SME instrument winners in BW.
EIMC services were delivered to 40 SMEs.