The Kit.Brunello.SystemThe Kit.Brunello.System
Toni Brunello - ItalyMember of the EU Expert Groups on:
Markets for Business Transfer Transfer of Business
MAP Project
1968-2008 40 YEARS TOGETHER
- 2 -http://www.studiocentroveneto.com/scvtool/?lang=en&id=1Brunello, EU SMEs Charter, Stockholm, 6 Oct. 2009
The business transfer problemThe business transfer problem
Why?
One day, son, all this will be yours...
Daddy, could you be more precise about the date?
Business Transfer is an important and delicate process of the
enterprise's life. This is why it should be planned in advance
through a personalized project...
In Italy, in 2008, in several craft sectors,
failing enterprises outnumbered
new start-up companies
Transfer is not a single business problem. It involves the whole territory!
- 3 -http://www.studiocentroveneto.com/scvtool/?lang=en&id=1Brunello, EU SMEs Charter, Stockholm, 6 Oct. 2009
The Kit.Brunello.System aimThe Kit.Brunello.System aim
The Small Business Act for Europe Principle I.
“Create an environment in which entrepreneurs and family businesses can thrive and entrepreneurship is rewarded”.
“The Commission and the Member States should take care for future entrepreneurs…
… by simplifying the conditions for business transfers…”
The Kit.Brunello.System is an evolving set of instruments. Its goal is to govern the single phases of business handover
thus helping single businesses to foster the entire territory growth.
- 4 -http://www.studiocentroveneto.com/scvtool/?lang=en&id=1Brunello, EU SMEs Charter, Stockholm, 6 Oct. 2009
The KBS targetThe KBS target
Secondary Schools
The Kit.Brunello.System is a toolkit suitable for:
Public Administration Institutions
Chambers of Commerce
Trade Associations
Consultants and Business Transfer experts
Training Centres
Single Entrepreneurs
If you belong to one of these, then this toolcan be adopted and managed directly by You
- 5 -http://www.studiocentroveneto.com/scvtool/?lang=en&id=1Brunello, EU SMEs Charter, Stockholm, 6 Oct. 2009
TerritorialAnswer
TerritorialAnswer
AA
DD
BB
CC
EE
AchievementsMonitoring
Awareness Raising
Getting Acquaintedwith the Issue
Giving Concrete Answers
Analysing it
The Kit.Brunello.SystemThe Kit.Brunello.System
The KBS offers a handy set of about 20 online and offline instruments to govern 5 business handover phases
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The snail logicThe snail logic
The system can be described by a snail:
Training and Tuningare Kit.Brunello.System’s key elements
System of Tools
1. a Qualified Host Institution (providing an appropriate webplatform)
Basic shortTraining
Driver
2. a Dynamic but Steady Driver (an active Expert/consultant operator)
3. a Well Tuned Network (local Business Associations, Chambers…)
mSMEsNetwork
- 7 -http://www.studiocentroveneto.com/scvtool/?lang=en&id=1Brunello, EU SMEs Charter, Stockholm, 6 Oct. 2009
The KBS evolutionThe KBS evolution
The KBS includes various tools, in English, French, Italian:- a training of trainers introductory course- a specialized Newsletter to be adopted by Chambers and Trade Associations- some models of seminars, to raise awareness (Enterprises Vaccination) - a Handbook for experts, consultants and entrepreneurs- a set of specialized business analysis tools, including the new kit.brunello- tested guidelines for transfer governance, based on 8 crucial factors- a regional research model and draft of a bill on business continuity
The KBS is a major structural evolution of growing experiences shared with Business Operators.
In 1998 the kit.brunello™ was the first self-analysis tool on business transfer officially published on the EU Commission website.Since 1998 practical field experience and research are continuously bringing in new contributions.
- 8 -http://www.studiocentroveneto.com/scvtool/?lang=en&id=1Brunello, EU SMEs Charter, Stockholm, 6 Oct. 2009
The snail logicThe snail logic
- KBS updating- Training Territorial Drivers
Fostering Competitive Innovation
in the territory
TRAININGTRAINING
TOOLSTOOLSmSMEs
Qualified Institution Websitehosting the tools
Promoting the Tools use
Territorialforeman(Driver)
Territorialforeman(Driver)
Local Partners
Local Partners
Local Partners
EE
EE
ee
EE
ee
EE
- 9 -http://www.studiocentroveneto.com/scvtool/?lang=en&id=1Brunello, EU SMEs Charter, Stockholm, 6 Oct. 2009
Field ExperienceField Experience
The whole Kit.Brunello.System is now adopted by the Italian Veneto Chambers of Commerce system. Co-operation: 28 local Business Associations. Funding: Veneto Region - Technical support: SCVeneto.
Since 1998 single parts of the KBS have been applied and reiterated year after year, raising local awareness and keeping mSMEs competitiveness:
1 regional research and 1 draft of law (Veneto Region)
≈ 700 mSMEs have been analyzed ≈ 100 mSMEs entrepreneurs directly and successfully
assisted co-operation with over 20 national and local
institutions Seminars, surveys, courses, in cooperation with 18
Italian Chambers of Commerce, Universities, Training Centres
Vaccination of about 250 enterprises, through the KBS Tools
4 ABC Handbooks, adopted by Chambers of Commerce 8 Laboratorium experiences with mSMEs associations 10 publications, focused on family-business &
business transfer
- 10 -http://www.studiocentroveneto.com/scvtool/?lang=en&id=1Brunello, EU SMEs Charter, Stockholm, 6 Oct. 2009
Example of kit.brunello Example of kit.brunello statisticsstatistics
Statistics from Kit.brunello self-analysis
Sample 130 users
Crucial issues Critical Warning Acceptable
Horizontal Cohesion(Climate for co-operations)
11 % 68 % 21 %
External Leadership(Market position)
0 % 26 % 74 %
Openness for change(Attitude of Senior)
5 % 58 % 37 %
Internal Leadership(Leadership of Junior)
26 % 47 % 26 %
Sound Quality Culture(Involvements of relevant parties)
16 % 68 % 16 %
Managements systems andtools
0 % 26 % 74 %
Technicalities(Formal preparations)
11 % 63 % 26 %
- 11 -http://www.studiocentroveneto.com/scvtool/?lang=en&id=1Brunello, EU SMEs Charter, Stockholm, 6 Oct. 2009
Traps and RecommendationsTraps and Recommendations1. Underestimating the
importance of awareness on
this issue
2. Thinking that the online
tools
are enough
1. Cultivating the illusion
that business transfer
processes can be run
without human involvement
2. Believing in improvising
Do-it-yourself solutions
instead of referring to a
wide field experience.
5. Underestimating business
transfer as a new,
promising challenge.
Traps Recommendations
1. It is crucial to invest in
awareness raising actions!
2. To balance online and
offline tools!
3. To train senior and young
experts on the human side,
not only on the technical
ones!
4. To stress team and network
co-operation!
5. To promote and share a
culture of pro-active
transfer governance!
- 12 -http://www.studiocentroveneto.com/scvtool/?lang=en&id=1Brunello, EU SMEs Charter, Stockholm, 6 Oct. 2009
To Policy MakersTo Policy Makers
local culture, local culture, tacit knowledge evaluationtacit knowledge evaluation market understandingmarket understanding proactive attitudeproactive attitude operational networkoperational network experts and institutionsexperts and institutions focused know-how = focused know-how = COMPETITIVE BUSINESS CONTINUITYCOMPETITIVE BUSINESS CONTINUITY
This way we will increase the territory competitivenesstaking the discontinuity moment of transfer as a
great opportunity to change and to renewthe whole business environment
We need to start a synergic self-fuelling cycle:
- 13 -http://www.studiocentroveneto.com/scvtool/?lang=en&id=1Brunello, EU SMEs Charter, Stockholm, 6 Oct. 2009
ReferencesReferences1. European symposium, Brussels, 1993 (see the results of the symposium in the Annex I of n. 2, below).2. Commission Communication on the transfer of businesses. Actions in favour of SMEs, 23.7.1994 (+ Annex
I). 3. Commission recommendation on the transfer of small and medium-sized enterprises, 31.12.1994. 3.1. Commission explanatory Communication on the Commission’s recommendation of 7 December 1994 on the
transfer of small and medium-sized enterprises, 31.12.1994.4. Preparatory Meeting for the Forum of Lille, Brussels, December, 1996. (Brunello, participant)5. European Forum on the transfer of business, Lille, 2-3 February, 1997. (Brunello, speaker)6. Commission Communication on the transfer of small and medium-sized enterprises, 28.3.1998.7. European Commission Final report of the expert group on the transfer of small and medium sized enterprises, May, 14, 2002 (BEST Report). (Brunello, member of the Expert Group).8. European Seminar on the Transfer of Businesses, Vienna, 23-24 September 2002. (Brunello, speaker).9. Commission Final report of the Expert Group MAP 2002 project: Transfer of business – continuity through
a new beginning, August 2003. (Brunello, member of the Expert Group).10. APCM, Colloque, Paris, November, 2002; 11. Seminar on Bus. Transfer, Aveiro, Portugal, 2004.(Brunello,
speaker). 12. Veneto Region Council for Economic Development: regional expert group Table of work on transfer of
businesses 2003-2005 (Brunello, Table of work leader ).13. Italian Economic Development Ministry, National expert group Table on transfer of businesses 2003-2005
(Brunello, member of the Expert Group).14. Wallonie Industry Ministry, 4x4, Debate on business transfer, Mons (March 2003). (Brunello, speaker).15. Createl, EU funded trans-national project: Zaragoza, Liverpool, Vicenza, Vaasa, 2004, (Brunello,
speaker).16. B2T, EU funded trans-national project: Zaragoza, Crete, Venice, Vaasa, 2005. (Brunello, speaker).17. Italian Economic Development Ministry, National Seminar on business competitive continuity, Rome, 20
November 2005 (Brunello, speaker).18. Commission Communication, (2006) 117 final, 14 March 2006.19. Report of the expert group “Markets for business transfers” - Fostering transparent marketplaces
for the transfer of businesses in Europe, May, 2006. (Brunello, member of the Expert Group).20. European Conference - Charter for SMEs, Vienna, 2006. (Brunello, speaker). 21. Training and Consultancy week for KOSGEB, Turkish Government consultants, Ankara, 2006. (Brunello,
trainer).22. International seminar on Business Transfer, Cardiff, Wales, September 2007. (Brunello, speaker).23. Craftsmen and Small Businesses European seminar (Tours, October 2008). (Brunello, speaker).24. Reino, EU funded project, 2006-08 (Kokkola, Venice, Athens, Joensuu, Haderslev). (Brunello, speaker).25. BTP, Business Transfer Programme, EU funded project (Graz, Sibiu, Vicenza, Copenhagen). (Brunello,
speaker).26. Veneto Region Seminar during the SME Week on SBA for Europe: Brussels, May, 2009. (Brunello, speaker).27. Transeo, Wallonie Gov. Initiative on Marketplace and business transfer, Spa, May, 2009. (Brunello,
moderator).