Estonian Key Account Management Services 2020-2021

Project Information

EST-KAM20-21

Grant agreement ID: 879933

DOI

10.3030/879933

Project closed

EC signature date 19 November 2019

Start date 1 January 2020

End date 31 December 2021

Funded under

• INDUSTRIAL LEADERSHIP - Innovation In SMEs

Total cost

€ 164 150,00

EU contribution

€ 164 150,00

Coordinated by

MTU EESTI KAUBANDUS-TOOSTUSKODA
Estonia

Periodic Reporting for period 1 - EST-KAM20-21 (Estonian Key Account Management Services 2020-2021)

Reporting period: 2020-01-01 to 2021-12-31

Summary of the context and overall objectives of the project

The objective of the EST-KAM20-21 project is to enhance the innovation management capacity of Estonian SMEs to improve their competitiveness on the global market. The action is aimed at two kinds of SMEs:
• SME beneficiaries of the H2020 European Innovation Council (EIC) pilot (including the EIC Accelerator and the EIC Pathfinder, and Fast Track to Innovation); and
• SMEs with significant innovation activities and a high potential for internationalisation.

For SME beneficiaries of Horizon 2020, the Key Account Management (KAM) service package consists 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 Horizon 2020 project.

The Enhancing the innovation management capacity of SME's (EIMC) service packages consists 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.

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

We provided the KAM service to all Estonian SME beneficiaries of the EIC Pilot. The EIMC service was completed for 26 Estonian SMEs during the 2-year period.

We used the smE-MPOWER tool to identify the coaching needs of Estonian SME Instrument beneficiaries, provided a list of coached to meet the needs, and assisted the SME-coach relationships throughout the coaching service provision. In addition, we supported the SMEs in implementing their projects.

In the EIMC service, we used the Innovation Health Check tool to identify the strengths and weaknesses in innovation management of the participating SME. The identified issues were addressed by consortiums’ experts and external advisors.

SME receiving the services were introduced to the whole list of Enterprise Europe Network services. When relevant, the SMEs were signposted to the Network partner best positioned to complement the coaching and EIMC services with additional support.

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)

As a result of the services provided, the SME beneficiaries have significantly enhanced their innovation management capabilities. There are now much better positioned to launch their products to the market and scale up their activities. Hence, the chances of being successful on the market are substantially better than before the services.

The potential impact of the services is millions of additional revenue and tens of new jobs created by the SMEs receiving the services.

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