Export Alliance Mastery: Центр розвитку Експортної Потужності

Welcome to the Export Alliance Mastery: Центр розвитку  Експортної Потужності program

This is an intensive long-term training program for Business support organisations (BSOs) to efficiently increase their capacity to provide high-quality export consulting services, enhance their organizational effectiveness, and strengthen their ability to drive regional economic growth.

The professionalism of the trainers, the intensity of training, and the number of completed practical tasks based on real companies make it possible to equate the program with a Masters degree in the best European universities.

What is provided

• 7 educational modules;
• 7 two-day training sessions with the participation of international experts from Estonia, Great Britain, Germany and Finland, where you will get maximum practice in an interactive format;
• 14 online sessions with mentors and program experts with individual consultations for each team;
• 14 feedback sessions with international experts based on the results of homework;
• training in two areas: export and organisation development skills;
• access to a closed virtual training center, where training takes place and video lectures and information materials are posted;
• international certificate in case of successful completion of the course;
• networking in the community of participants, alumni and experts of educational programs — Export Education Community.
• Study trip to Estonia to learn from successful Esonian BSOs (participants would have to cover costs of traveling to and from Warssaw all expenses from Warssaw onwards are covered by program)

Key results of the project

• Best international BSO practices implemented;
• 30 graduates trained to the EU standards in consulting, business development, and export skills ;
• 100 Ukrainian small and medium-sized enterprises received export consultations from program participants;
• 300+ hours of training in each stream of the program;
• 10 BSOs have developed a new 3 year development strategy
• 15+ new skills were developed by program participants;
• after training BSO capacity increased to serve 2500 SMEs

Export Alliance Mastery: Центр розвитку  Експортної Потужності  project is developed by Visionest Institute Estonia and implemented in cooperation with Ukraine’s Entrepreneurship and Export Promotion Office within the framework of the Diia. Business Ukrainian  national project.

The project is supported by ESTDEV – Estonian Centre for International Development

 

 

The program includes a series of training modules designed to enhance both the export skills and strategic capabilities of Business Support Organizations (BSOs)

Module 1: Export Market Research and BSO Team Dynamics

Timing: September/October, Weeks 40-44
Focus: Learn export market research and strengthen team dynamics with Agile project management.
Outcomes: Equip BSOs with export research skills and improve internal teamwork and project execution.
Trainers: Jean Sutton, Roger Stent, Ilona Lott, Anu-Mall Naarits

Module 2: Market Entry Strategies and Organizational Planning

Timing: November/December, Weeks 45-49
Focus: Develop market entry strategies and create a strategic action plan for BSOs.
Outcomes: Enable BSOs to guide SMEs in market entry and strengthen organizational planning and networking.
Trainers: Jaan Järv, Anu-Mall Naarits

Module 3: Digital Tools and Service Portfolio Development

Timing: December/January, Weeks 50-51 / 2-4
Focus: Use digital tools for business analysis and build a strong service portfolio.
Outcomes: Enhance BSOs’ digital capabilities and improve service offerings and customer journey management.
Trainer: Artem Daniliants

Module 4: Product Adaptation and Workflow Optimization

Timing: February/March, Weeks 5-9
Focus: Adapt products for export markets and optimize BSO workflows using Agile methods.
Outcomes: Help BSOs tailor products for international markets and streamline internal processes for better service delivery.
Trainer: Andrew Paterson

Module 5: Marketing and Sales of BSO Services

Timing: March/April, Weeks 10-14
Focus: Create effective marketing strategies and learn advanced sales techniques for consulting services.
Outcomes: Strengthen BSOs’ marketing efforts and improve their ability to sell and promote services.
Trainers: Steve Rawling, Anu-Mall Naarits

Module 6: Supply Chain and Internet Marketing

Timing: April/May, Weeks 15-19
Focus: Manage supply chains, international logistics, and internet marketing strategies.
Outcomes: Enable BSOs to optimize supply chains and expand their online presence and lead generation.
Trainers: Tõnis Hintsov, Artem Daniliants

Module 7: Client Acquisition and Relationship Management

Timing: May/June, Weeks 20-23
Focus: Acquire customers, build strong relationships, and manage key accounts.
Outcomes: Enhance BSOs’ customer acquisition strategies and improve relationship management for long-term success.
Trainer: Uwe Sponholz

 

Volume of training will be 360 academical hours and practical module of 180 academical hours

Business Development Organization (BSO) consultant learning is supported by training videos, workshops, status reviews and coaching. Learning uses a certain rhythm, during which each module has the following steps:

Week 0 we open training videos
Week 1 will be workshops on export skills and BSO development
Week 2, there will be a status check, where the participants will report how far they have reached with the practical work of export socks and how they plan to implement the BSO development activities.
Week 3, mentorships will take place with each study team, where the progress of the team and the challenges they face will be discussed in depth.
Week 4, participants will present their final export work they plan to present to the client and the steps they have taken to develop their BSO team. And the next module begins.

 

The program is tailored for a diverse range of BSOs operating throughout Ukraine, focusing on those that can significantly impact the export capabilities of SMEs.

The targeted BSOs include:

• Regional Development Centers
• Chambers of Commerce and Industry
• Business Clusters and Industry Associations

Who will be selected

• Total 10 BSOs will be selected based on  their potential to drive significant export growth among SMEs, their existing involvement in export activities, and their strategic importance within the entrepreneurial ecosystem.
• Only one BSO per region will be selected. The program prioritizes BSOs from eastern and southern regions of Ukraine, areas that have been heavily affected by conflict.
• For training, participating BSOs have to compile a team of minimum of 3 people maximum of 6. At least one senior member (board member, director) needs to be involved in training
• BSOs with a large membership base and a strong track record in business support are given priority.
• BSOs that demonstrate a strong commitment to continuous improvement and are willing to invest in capacity-building. The program’s intensive nature requires active participation and a readiness to implement new practices.

 

 

Program consists of 3 stages:

7 training modules to strengthen the export skills and strategic abilities of Business Support Organizations (BSOs), providing them with the tools and practical experience needed to effectively support SMEs in expanding their exports. Training modules are worked in weekly rhythm: training videos, workshops, status checks, independent work, mentorship, presentations.  At each module participants will implement the new practices of chosen companies. After the training BSOs will present their comprehensive 3 year development plan.

Study trip to Estonia for first-hand learning from successful European BSOs (all expenses paid*)

Last practical module where each BSO will select 3-5 companies in aiding them to enter a single market in Europe

 

*participant are expected to cover the cost of commute to and from Warsaw. From Warsaw onward all the expenses are covered by program