effective strategies for developing bds markets · 2006. 9. 24. · christoph david weinmann...
TRANSCRIPT
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7th Annual Seminar: BDS Markets and Value Chains
Effective strategies for developing BDS marketsExperiences of the SIYB China Project (and related initiatives)
Christoph David Weinmann (魏尔曼)
Chiang Mai, 2006-09-20
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Christoph David Weinmann (魏尔曼)[email protected] 2
Contents
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Christoph David Weinmann (魏尔曼)[email protected] 3
Policy dissemination (example)
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Christoph David Weinmann (魏尔曼)[email protected] 4
Supply analysis against paralysis
050
100150200250300350400450500
Number of providers (Beijing)
Industrial branch association
Organization directly undergovernmentInvestment and guarantee
Accountancy
Information processing and ITtechnologyEducation and training
Trade fair organization andmarketingLawyer and attorney
Expert consultation
Asset appraisal
Auctioning, pawn, and mortage
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Christoph David Weinmann (魏尔曼)[email protected] 5
Supply analysis against paralysis
12%
9%
2%
1%
54%
3%
1%
18% Public institution
Partnership enterprise
SOE
Government organization
Limited company
Mixed ownership systementerprisePrivate company
Non-government organization(association)
Organizational forms chosen by providers (Beijing)
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Christoph David Weinmann (魏尔曼)[email protected] 6
TG analysis against paralysis
0
5
10
15
20
25
30
Percent of total long-term temporaryresidents mid 2003
GuangdongGuangxiYunnanSichuan
Long-term temporary residents "on business" mid 2003
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Christoph David Weinmann (魏尔曼)[email protected] 7
Middle kingdom out of sync
foreign donors' interest
interested in business development
interested in other topics
1998
becoming acquainted with business development issues
2003
interested in implementing business development
government interest
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Christoph David Weinmann (魏尔曼)[email protected] 8
Do-it-yourself market research
Client acquires skillsClient needs to commitClient increases exposure to target group
Is it relevant?Can you do it?Not just another expert study
General acceptance of training fees
1 2 3 4 5
Nanchang
Harbin
Tongliao
Urumqi
Anshan
Suzhou
Tianjin
Baotou
Yichang
Chengdu
Changchun
IYB city
Likert scale value
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Christoph David Weinmann (魏尔曼)[email protected] 9
Adjusted previous contributions of small business owners to training (CNY)
City low end high end median
Anshan 1 20,000 80
Baotou 60 2,000 350
Changchun 20 500 50
Chengdu 20 7,000 535
Harbin 5 60,000 285
Nanchang 5 3,000 10
Suzhou 30 30,000 250
Tianjin 10 4,500 80
Tongliao 20 60,000 170
Urumqi 1 50,000 980
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Christoph David Weinmann (魏尔曼)[email protected] 10
Degrees of faith of small business owners in local providers of training servicesCITY RANK A RANK B RANK C LAST
Anshan domestic training organization
AIC local university foreign consulting firm
Baotou domestic training organization
local university domestic consulting firm
AIC
Changchun industry federation or association
local university foreign training organization
foreign consulting firm
Chengdu foreign training organization
domestic training organization
foreign consulting firm
individual practitioner
Harbin ETC/DRC local university AIC individual practitioner
Nanchang local university AIC ETC/DRC foreign training organization
Suzhou local university domestic training organization
AIC individual practitioner
Tianjin ETC/DRC AIC domestic training organization
individual practitioner
Tongliao local university ETC/DRC industry federation or association
foreign consulting firm
Urumqi AIC industry federation or association
ETC/DRC domestic training organization
Yichang local university industry federation or association
ETC/DRC individual practitioner
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Christoph David Weinmann (魏尔曼)[email protected] 11
SIYB China organization
MOLSS
MSMESP SP SP SP SP SP SP SPSP
SF SF SF SF
PMUMOLSS
MSMESP SP SP SP SP SP SP SPSP
SF SF SF SF
PMU
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Christoph David Weinmann (魏尔曼)[email protected] 12
= phase I cities= phase II provinces= phase III provinces
regional coverage
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Christoph David Weinmann (魏尔曼)[email protected] 13
SIYB China outreach 2004/5
output / outcome total for 14 cities remark
assistant master trainers (MT)
59
trainers (T) 477 by 2005-03-31 (after 9 months)
trainees (start-up entrepreneurs)
31,875 by 2005-04-30(after 10 months)
businesses started 12,431 by 2005-05-31(after 11 months)
jobs created 51,000 estimate based on sample (600 trainees in 3 out of 14 cities)
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Christoph David Weinmann (魏尔曼)[email protected] 14
SIYB China outreach 2005/6
province licensed MT
MT certified T trained T trainees jobs created
Guang-dong
1 3 42 248 40,133 60,210
Guangxi 0 5 27 122 8,035 4,847
Sichuan 5 10 34 216 34,634 77,000
Yunnan 0 3 3 118 8,488 4,244
other n.a. 72 n.a. 1,962 189,530 n.a.
TOTAL 93 2,666 280,820
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Christoph David Weinmann (魏尔曼)[email protected] 15
“Mass production”
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Christoph David Weinmann (魏尔曼)[email protected] 16
Managing quality
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Christoph David Weinmann (魏尔曼)[email protected] 17
Selecting partner organizations
STEP 1 STEP 3STEP 2
Des
k pr
e-se
lect
ion
Se l
ecti o
nin
ter v
i ew
s
F in a
l se l
e ct io
nfr o
m S
h ort l
ist
PR
OM
OT I
ON
MoU
Together with Master Trainer !
STEP 1 STEP 3STEP 2
Des
k pr
e-se
lect
ion
Se l
ecti o
nin
ter v
i ew
s
F in a
l se l
e ct io
nfr o
m S
h ort l
ist
PR
OM
OT I
ON
MoU
Together with Master Trainer !
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Christoph David Weinmann (魏尔曼)[email protected] 18
Increasing outreach dilemma
high
[trainer cannot respond to trainees]
Note:To maintain quality, number of
classes must increase. -> number of trainers
-> number of providers
[trainer can directly respond to trainees]
low hightraining effectiveness
clas
ssi
ze
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Christoph David Weinmann (魏尔曼)[email protected] 19
Increasing level dilemma
Starting, improving, and expanding business require different skills.Where do you find the trainers with the required experience?Opening up to other organizations is the only choice.
Expand EYB
Improve IYB
Start SYB
Generate GYB
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Christoph David Weinmann (魏尔曼)[email protected] 20
New to the firm: TV broadcast
Trial for new product lineChallenge: reaching mobile populationBasis: research on migrant worker free-time habitsObjectives: encourage migrants to consider business start-up, building links to local SIYB providers
Genre: drama, comedyBasic format: closed end, miniseries
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Christoph David Weinmann (魏尔曼)[email protected] 21
Main conclusions
political dialog should be part of project designbeware: demand-based BDS market development may be another supply-side approachachieving scale is a core competency
large scale targets increase pressure to involve other stakeholders and build marketsfirm quality standards increase pressure to involve competent providers
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Christoph David Weinmann (魏尔曼)[email protected] 22
Contact
International Labour Organization (ILO) Beijing OfficeStart and Improve Your Business (SIYB) China ProjectChristoph David Weinmann (魏尔曼)Tayuan Diplomatic Office Building 1-12-2Liangmahe Nanlu 14, Chaoyang DistrictBeijing 100600, CHINATel.: +86-10-65325091/ 5092/ 5093/ 5094Fax: +86-10-65327490Email: [email protected]: http://www.siyb.com.cn/Web: http://www.ilo.org/beijing/
7th Annual Seminar: BDS Markets and Value Chains Effective strategies for developing BDS markets Experiences of the SIYB ChiContentsPolicy dissemination (example)Supply analysis against paralysisSupply analysis against paralysisTG analysis against paralysisMiddle kingdom out of syncDo-it-yourself market researchAdjusted previous contributions of small business owners to training (CNY)Degrees of faith of small business owners in local providers of training servicesSIYB China organizationSIYB China outreach 2004/5SIYB China outreach 2005/6“Mass production”Managing qualitySelecting partner organizationsIncreasing outreach dilemmaIncreasing level dilemmaNew to the firm: TV broadcastMain conclusionsContact