Innovator: Anu-Mall Naarits, https://www.linkedin.com/in/anu-mall-naarits-7ab16714/
Organisation: Turundusproff OÜ, Kyiv
Setting of the practice: online
Description of the practice:
After the 2014 attack from Russia, Ukraine needed to refocus their exports from Russia to other countries. Hundreds of thousands of SMEs needed help and guidance. There was no time to waste. After training thousands of SMEs, we realised that the country needs professional export consultants to support companies. There was no time to develop lengthy master-level programs, but a short and efficient program that helps the export consultants to acquire a dual skill set: exporting skills and skills to build their consultancy.
We created a team-based training, dividing 60 participants into ten regional teams. The training consisted of seven different monthly modules. During every module, participants covered a topic about export (like export market research, export marketing, logistics, financing, export planning etc.) and one module about consultancy (how to build a successful consultancy, targeting, consultancy services and pricing, developing consultancy business model etc.). To widen their skills in export, every team had to choose one exporting company from their region representing a different industry (IT, fashion and design, B2B, etc.) for every module. Then, they had to practice consultancy and compile an assignment for the company for one month. During the same module, they had to prepare a part of the consultancy business plan. In week 0, they self-studied the module videos, and in week 1, they learned the tools needed in two workshops, one for export and one for consultancy. In week 1, they met the chosen company. In week 2, they prepared a work plan and participated in status check meeting together with the other teams. That allowed them to learn from the other teams' cases and challenges. In week 3, every team had a personal mentoring where they could ask questions about their export and consultancy assignments. Finally, in week 4, they had to prepare a final presentation for the exporting company and their consultancy business.
Through the program, teams also had to develop a habit of creating communication channels on Facebook or LinkedIn and posting weekly.
The practice is innovative because the team-based approach was compelling, and practical assignments for the companies solved together with the international mentors helped the participants learn the consulting in practice and details and nuances in very personal ways. Furthermore, combining two skillsets into one program and the exponential growth the participants experienced during the program is compared by alumni with the London top-level business programs, but in Ukraine.
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