EUROPEAN SUMMER UNIVERSITY ON ENTREPRENEURSHIP

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					EUROPEAN SUMMER UNIVERSITY
     ON ENTREPRENEURSHIP
 Benevento (Italy), September 9, 2009

  “Innovation plus Entrepreneurship, suitable
   tool for the Internationalization of Small
                  Companies”
                    Eugenio Corti

                          CEO
                   European Consortium
          “European Centre for Space Applications”
                          ECSA
            Summary
<> innovation for developing small companies inside
 the local market;
<> special innovation for the internationalization of
 some Italian small companies by creating new
 businesses inside another country;
<> our proposal: by using the services of
 “International Laboratory for Entrepreneurship &
 Internationalization” (ILEI);
<> 4 small Italian companies, members of the
 European Consortium ECSA, are collaborating to
 promote the internationalization of small com-
 panies.
 E. Corti         Benevento (Italy) - Sept 9 '09   2
Local Development of any
        territory
<> It is well known that the development of any
 Local Territory depends on:
     – the number of the local companies
 compared with the number of inhabitants;
    – the percentage of the innovative companies
 compared with the total number of local
 companies;
     – the percentage of the innovative high-tech
 companies compared with the total number of
 the innovative companies in the local territory;
        – some other conditions.
 E. Corti             Benevento (Italy) - Sept 9 '09   3
  The Small company and
     its Local Market

                                                       LOCAL
             COMPANY                   P/S            MARKET



<> if either the products or the services (P/S) of any
  small company are enough attractive for the potential
  clients inside the local market, the company gets a
  sufficient satisfaction when they are acquired;
<> but often the offer of P/S does not create a sufficient
  satisfaction !

      Then, which Process must be realized ?
  E. Corti           Benevento (Italy) - Sept 9 '09            4
      The Conceptual Process
       P/S               MARKET

                                                     NO
                          PERCEPTION                           YES                                NO
   COMPANY               OF SUFFERINGS                    Q1
                                                                        IDENTIFICATION
                                                                                             Q2
                                                                        OF THE CAUSES
                                                                                                  YES
  IMPLEMENTATION
 IMPLEMENTATION                           DESIGN               YES          IDENTIFICATION
 OF THE SELECTED
 OF THE SELECTED                          OF THE                 Q3           OF POSSIBLE
    SOLUTIONS
     SOLUTIONS                          REALIZATION                            SOLUTIONS
                                                                NO
                   YES       NO
                        Q4
                 YES                     SI          SI
                                  Q7          Q6          Q5               NEEDS OF
                             NO                                                                    CK-1 ?
CK-1, CK-2, CK-3, CK-4                    NO          NO
    Complementary
                              FR ?            TK ?    CK-4 ?    CK-3 ?                            CK-2 ?
      Knowledge
          CT
  Technical Knowledge
          FR
      E. Corti                          Who could help the entrepreneur ? 5
                                       Benevento (Italy) - Sept 9 '09
   Finantial Resource
       The Questions of the
          Entrepreneur
<> Q1 = am I able to identify the causes of my sufferings ?
<> Q2 = am I able to identify the possible solutions in such a
  way that the sufferings will decrease ?
<> Q3 = am I able, with the help of my collaborators, to design
  the realization of the selected solutions ?
<> Q4 = does my company have all the necessary resources ?
<> Q5 = does my company possess the complete set of all the
  necessary complementary knowledge ?
<> Q6 = does my company possess all the necessary technical
  knowledge ?
<> Q7 = does my company posses all the necessary financial
  resources ?

  E. Corti            Benevento (Italy) - Sept 9 '09        6
   How is it possible to organize
     useful implementations ?
       P/S               MARKET                                    1. Definition of the objective
                                                   NO
                          PERCEPTION                         YES                                  NO
   COMPANY               OF SUFFERINGS                  Q1
                                                                    IDENTIFICATION
                                                                                             Q2
                                                                    OF THE CAUSES
                                                                                                  YES
  IMPLEMENTATION
 IMPLEMENTATION                          DESIGN              YES         IDENTIFICATION
 OF THE SELECTED
 OF THE SELECTED                         OF THE                Q3          OF POSSIBLE
    SOLUTIONS
     SOLUTIONS                         REALIZATION                          SOLUTIONS
                                                              NO
                   YES       NO
                                                                       2. Design of all
         4.             Q4
                                       SI          SI                   the activities
                 YES
                                  Q7        Q6          Q5
                             NO                                                                    CK-1 ?
CK-1, CK-2, CK-3, CK-4                  NO          NO
                                                                            3. Acquisition
    Complementary
                              FR ?          TK ?    CK-4 ?    CK-3 ?        of the needed         CK-2 ?
      Knowledge
                                                                               resources
          CT
  Technical Knowledge
          FR
      E. Corti                      Benevento (Italy) Sept respond to the needs
                                   Initiatives -to 9 '09                     7
   Finantial Resource
 The Necessary Project is an
     Innovation Project
 1) Definition of the objective, i. e. it is the solution
that once realized will either decrease the bad
problem perceived by the company or increase the
possibility to develop;
 2) Design of all the activities in order to
understand in which way it will be possible to
reach the selected objective;
 3) Acquisition of the needed resources in case
some of them are not available inside the
company;
 4) Implementation of the Selected Solution in
order to realize the selected objective.
  E. Corti          Benevento (Italy) - Sept 9 '09   8
    Let me recall the actual
    definition of Innovation
<> INNOVATION is a suitable set of actions, changes,
 behaviours, choices, etc., finalized to realize with creativity
 new situations, perceived as desirable, realistic and
 positive (for instant for a company: to become more
 competitive when the innovation process will be over);
 <> in order to realize an innovation is necessary to
  possess in quantity and in quality le following
  resources:
  – the human resources with enough competence,
  – the financial resource.
Notice: every other specific resources which would be needed for a
  specific innovation process can always be acquired if the the above
  two necessary resources are present in the organization.

  E. Corti               Benevento (Italy) - Sept 9 '09           9
The Small company and
      its Market

                                                      LOCAL
                                                  INTERNATIONAL
           COMPANY                P/S
                                                      MARKET


<> but some times the tool of local
INNOVATION is not suitable to increase the
competitiveness of the small company inside
its local market !
<> Then, the small company could start to
think to go internationally by means a
suitable innovation process.
E. Corti             Benevento (Italy) - Sept 9 '09               10
The Internationalization of small
  companies in the last years
   Emerging trend:
  <> the competitive strategies recently are being
  redefined;
  <> the international expansions are guided
  mainly by “multinationals of pocket-size”;
  <> important role of the networks of small
  companies;
 <> the prevalent motivations in the internatio-
  nalization : “resource”,, “efficiency   seeking”,
  “market” and “strategic asset seeking”;
                 [F. Spigarelli - S. Marino, May 15 ‘09]
  E. Corti        Benevento (Italy) - Sept 9 '09      11
The Small company and its
     foreign Market
<> OK innovation, but this new process must
 be “very complex, not linear, oriented not
 only to increase the technical characteristics
 of the new products, but also based on new
 immaterial factors: a very wide vision of the
 market, an increase of the efficiency of the
 distribution factors, more efficiency on the
 supply chain, the participation to networks of
 companies for cooperations and better
 exchange of information, etc.”
                [for example: F. Estrafallaces, 2007]

Then, how could be realized such Process ?
 E. Corti       Benevento (Italy) - Sept 9 '09          12
  The possible Conceptual Process
                  INTERNATIONAL
       P/S
                     MARKET

                                                 NO     YES      I’VE SELECTED THE           NO
    SMALL                DESIRE TO GO
                                                                   INTERNATIONAL
                       INTERNATIONALLY             Q1                                  Q2
   COMPANY                                                             MARKET
                                                                                     YES
                            I KNOW TO DESIGN            YES
 IMPLEMENTATION              THE REALIZATION                  Q3           THE BUSINESS I
 OF THE SELECTED             OF SUCH BUSINESS                             WOULD LIKE TO
     BUSINESS
    SOLUTIONS
                                                                          REALIZE IN SUCH
                                                            NO                MARKET
                 YES        NO
                       Q4
       YES                            YES        YES
                                 Q7         Q6         Q5             NEEDS OF
                            NO         NO NO                                                CK-1 ?
   CK-1, CK-2, CK-3
    Complementary                         CK-4 +
                              FR ? Comp ?                                                  CK-2 ?
       Knowledge                           TK ? CK-3 ?
TK: Technical Knowledge
    CK-4 + TK = AK
       E. Corti
  Additional Knowledge          Benevento (Italy) - Sept could help the company ?
                            Which organization9 '09                        13
 FR: Financial Resource
      The Questions of the
         Entrepreneur
<> Q1 = which international market will be fine for my
  company ?
<> Q2 = which kind of business I would like to realize in
  such market ?
<> Q3 = does my company know how to design the
  realization of the selected business ?
<> Q4 = does my company have all the necessary resources to
  realize such selected business ?
<> Q5 = which additional complementary + technical knowledge
  must be acquired by my company ?
<> Q6 = how my company will be able to organize suitable
  working experiences to increase the competences of the
  human resources ?
<> Q7 = does my company have all the necessary financial
  resources ?
 E. Corti            Benevento (Italy) - Sept 9 '09     14
          Our suggestion for one
             possible solution
                  INTERNATIONAL
       P/S
                     MARKET

                                                 NO     YES      SELECTION OF THE           NO
    SMALL                DESIRE TO GO
                                                                   INTERNATIONAL
                       INTERNATIONALLY             Q1                                 Q2
   COMPANY                                                            MARKET
                                                                                    YES
                             HOW TO DESIGN              YES
 IMPLEMENTATION             THE REALIZATION                   Q3           WHICH KIND OF
 OF THE SELECTED            OF THE BUSINESS                              BUSINESS I WOULD
     BUSINESS
    SOLUTIONS
                                                                          LIKE TO REALIZE
                                                            NO            IN SUCH MARKET
                 YES        NO
                       Q4
       YES                            YES        YES
                                 Q7         Q6         Q5            NEEDS OF
                            NO         NONO                                                CK-1 ?
   CK-1, CK-2, CK-3
    Complementary                        CK-4 +
                             FR ? Comp ?                                                  CK-2 ?
       Knowledge                          TK ? CK-3 ?
TK: Technical Knowledge
    CK-4 + TK = AK          International Laboratory on Entrepreneurship
       E. Corti
  Additional Knowledge           Benevento (Italy) - Sept 9 '09      15
 FR: Financial Resource              and Internationalization (ILEI)
  International Laboratory on
     Entrepreneurship and
Internationalization (ILEI) - 1/5
The mission of ILEI:
 <> promotion, design and management of
 educational and practical initiatives aimed to
 promote new international businesses for small
 Italian companies, by means of the creation of a
 suitable network between the selected small Italian
 companies and the start-ups of new business inside
 the foreign countries, and vice verse.
 The locations of ILEI:
      <> Busto Arsizio (VA) - Lombardia Region
      <> Benevento - Campania Region
 E. Corti         Benevento (Italy) - Sept 9 '09   16
  International Laboratory on
     Entrepreneurship and
Internationalization (ILEI) - 2/5
<> To realize the above mentioned mission the
  ILEI’s suitable competences are able to manage
  the preliminary contacts with other countries, the
  negotiations with small companies in Italy and
  with small companies in foreign countries, the
  education and experimental activities of young
  people (from Italy and from foreign countries),
  the promotion of new business, the acquisition of
  the necessary financial, organizational       and
  managerial resources.

  How can be realized such mission ?
  E. Corti         Benevento (Italy) - Sept 9 '09   17
  International Laboratory on
     Entrepreneurship and
Internationalization (ILEI) - 3/5
<> ILEI is a specific laboratory for the
 internationalization of the Italian small
 companies promoted by Ce.S.I.TT. - Centre
 for Business Development and Technology
 Transfer;
<> Ce.S.I.TT. is an institute, born in
 Benevento (Italy) few years ago, with the
 purpose to promote and to diffuse the
 entrepreneurial culture among the young
 people;
  E. Corti        Benevento (Italy) - Sept 9 '09   18
  International Laboratory on
     Entrepreneurship and
Internationalization (ILEI) - 4/5
<> Ce.S.I.TT. has established national and
 international collaborations in education:
     – it is one of the Chapters of the IntenTac
 Organization (Jonkoping University, Sweeden);
     – it signed an agreement with the “Lee Iacocca
 Foundation” - S. Marco dei Cavoti (BN) ;
     – it will sign in the next days an agreement
 with ISFOL (Italian Institute for the Development of
 the Professional Education of the Workers);
     – it has a program of meetings with CONFAPI
 (National and Regional Ass. of small companies)
<> it manages three Project Lines.
   E. Corti        Benevento (Italy) - Sept 9 '09   19
  International Laboratory on
     Entrepreneurship and
Internationalization (ILEI) - 5/5
 <> the three Project Lines of Ce.S.I.TT. :
  – Project Line N° 1: promotion, organization and
  management of training paths for the creation of new
  Italian companies by Italian young people, and also for
  the support of the development of Italian small
  companies for the local market;
  – Project Line N° 2: promotion, organization and
  management of training paths to orient the students of
  the 5th year of the Secondary School to enter the
  labour market as either an employee or an entrepreneur
  (collaboration with the Province of Benevento);    ILEI
  – Project Line N° 3: promotion, organization and
  management for internationalization of small companies.
  E. Corti          Benevento (Italy) - Sept 9 '09   20
 The European Centre for
 Space Applications (ECSA)
<> Ce.S.I.TT. is one of the company member of the
 European Consortium ECSA;
<> ECSA (European Centre for Space Applications)
 has been constituted in March 2004, with the
 general original aim to promote and to manage
 applied research activities and technology transfer
 projects for its members;
<> the interested industrial sectors are:
 1) Monitoring and Evaluation of the environmental data,
 also from the satellites, 2) Renewable energies, 3) Robotics,
 4) Work Security, 5) Transportation & Logistics, 6)
 Biotechnologies, and 7) Advanced Techno-logies for
 Cultural Heritage.
 E. Corti             Benevento (Italy) - Sept 9 '09       21
The SMEs members of ECSA
Network of members for internationalizzation
                    NAME                                       INDUSTRIAL SECTORS                                                    LOCATION
         1    Geosyst ems          Monitoring and evaluation o f the satellite data fo r the environment, space                        Benevento
              Group S.r.l..        applications, r emote sensing.                                                                        (Italy)
         2    Microsystem s srl    robotics , automation , motion controll, vision.                                                      Milano
                                                                                                                                         (Italy)
         3    Think Lab srl        ICT, training.                                                                                    Milano (Italy)
         4    Exper t Italia srl   IT, e-gover nment , knowled ge mana gement.                                                           Milano
                                                                                                                                         (Italy)
         5    Lombard Hou se       Space affair e.                                                                                      London
              International Ltd                                                                                                           (UK)
         6    Eur oways srl        teleco mmunications, space technologies                                                           Milano (Italy)
         7    MR&D srl             electronic system s, aut omotive, medi cal products, struc tural and the rmal analysis,              Galla rate
                                   kinematics, dy namic s.                                                                            (VA - Italy)
         8    Allix srl            ICT, telec ommuni cations.                                                                          Cuggiono
                                                                                                                                      (MI - Ital y)
         9    Merlino              telematics , remote sensing, space applications, telemed icine, m echanical design,                 Benevento
              Technology srl       structural and the rma l design.                                                                      (Italy)
         10   Soluzioni s.r.l .,   Logistics                                                                                        Cosenz a (Italy)

         11   Morphosis            Š Inter net applications and on -lin e maps service s,                                               Tele se
              Progetti e           Š Scouting of projec t opportunities, design and mana gement of EU projects.                       (BN Š Italy)
              Tecnologie
         12   CE.S.I.TT. s.a.s.,   Education for the promotion and diffusion of the entre preneurial culture,     including            Benevento
                                   E.learning and E.consulting.                                                                          (Italy)
         13   Main -               Service s fo r Innovation and technology transfe r fo r SMEs.                                         Rome
              Mana gement                                                                                                                (Italy)
              Innovation
         14   Comp act-            Production of two-seater superlight airplanes.                                             Ferriera di But -tigliera Alt a
              Compositi srl                                                                                                           (TO - Italy)
         15   ATCO NSULT sas       Consultancy to SMEs in order to sustain their develo pment.                                       Busto Arsizio
                                                                                                                                      (VA Š Italy)
   E. Corti                                          Benevento (Italy) - Sept 9 '09                                                                    22
The Network of ECSA members
  for the Internationalization
   Geosystems Group
  New ICT Systems for                                  Morphosis
  International Manage-                   Promotion & Management
    ment Control, and                         of EU projects
DSS for the Evaluation of
the Innovation Capability.

                                                  Ce.S.I.TT. / ILEI
 Main-management &                       Promotion and Diffusion of
       Innovation                        the Entrepreneurial culture
Services for Innovation +                (E.learning + E.consulting)
     Technology Transfer

 E. Corti             Benevento (Italy) - Sept 9 '09                  23
   The Research Centres and
Universities as members of ECSA

                                                              Research Centres
  16    Institute for Sp ace Scie nce        Space engine ering                                                 Buca rest (Romania)
  17    Polilampol Fondazione                Research Laboratory in the field of plasti c mater ials               Milano (Italy)
  18    S. Raffaele,                         Biotechnologies for th e huma n health                                Milano (Italy
  19    Uninova                              scientific and techni cal research, ICT, robotics , electr ic al    Capric a (Portugal)
                                             machine s, microel ectronics


                                             Universities and Academic Research Centers
   20   Department of Ing Meccanic a,                                                                              Bresci a (Italy)
        Univ o f Brescia
   21   Politecnico of MI, all the           In particula r the Department of Aerosp ace Engine ering              Milano (It aly)
        Departments
   22   Lab Biologia Cellulare                                                                                      Pavia (Italy)
        Univ o f Pavia
   23   Dip . Scienze Morfologico -                                                                                Verona (Italy)
        biometiche ,
        Univ o f Verona
   24   SUPSI-Dipar t. Tecniche Innovative   Innovative technologies in the el    ectronics, m echanica l       Manno (Swizzerland)
                                             engineering, robotics
   25   Cyprus Inter national University                                                                         Nicosia (Cyprous)
   26   C.R.M.A Univ of Bari                                                                                        Bari (Italy)



  E. Corti                                       Benevento (Italy) - Sept 9 '09                                                       24
      The Typical Project
           of ILEI
<> for each foreign country ILEI promotes
a specific Project, which is oriented to
sustain the internationalization of the
selected Italian small companies into such
foreign country, and also the internatio-
nalization of some small companies from the
same foreign country interested to the
Italian market;
 <> each Project is organized into 7 Phases.
 E. Corti      Benevento (Italy) - Sept 9 '09   25
    The Pilot Project
of ILEI with Mexico                         - 1/8
 <> Phase 1:
  – ILEI, with the help of the Mexico Embassy
in Rome, starts its activities by identifying one
relevant organization in Mexico, with which ILEI
will have several meetings in order to identify a
suitable group of local small companies of some
defined industrial sectors, which could interested
to organize businesses in Italy;
  – ILEI has studied, with the help of CONFAPI,
the business opportunities for Italian small companies
of specific industrial sectors, which have already
indicated the Mexico for future businesses.
 E. Corti         Benevento (Italy) - Sept 9 '09    26
    The Pilot Project
of ILEI with Mexico                          - 2/8
<> Phase II:
 From all the information obtained ILEI is selecting
 the small companies, operating inside well defined
 industrial sectors, either in Italy and in Mexico,
 which are all interested to develop suitable
 interesting business in the other country.
<> Phase III:
 ILEI will organize and promote two suitable and
 different Calls, one in Italy and one in Mexico, both
 aimed to select young people of both countries,
 interested to learn how can be started a new
 business in their own country, but well connected
 with the companies in the other country.
 E. Corti          Benevento (Italy) - Sept 9 '09    27
    The Pilot Project
of ILEI with Mexico                          - 3/8
<> Phase IV:
 – ILEI will offer 2 months of full-time Business
 education, based on innovation management and
 entrepreneurship, to the selected young people from
 both countries. At the end of the Course ILEI will
 select the best participants, based on the evaluation
 of their competences after their learning process, as
 well as of their personal attitude to business
 management and entrepre-neurship (it will be used a
 suitable DSS).
 – The previous selected small companies, located in
 both countries, will participate to the selection
 process, in order to select the foreign young people,
 who seem the best for their collaboration.
 E. Corti          Benevento (Italy) - Sept 9 '09    28
    The Pilot Project
of ILEI with Mexico                              - 4/8
<> Phase IV, the Educational Course is made by
  11 Modules (English Language):
  1) Introduction of the Educational Program,
  2) The decision of internationalization of the selected companies,
  3) The Market Analysis in both countries,
  4) Management of Innovation Projects,
  5) Exploitation of Technical and Scientific Research,
  6) Intellectual Property Rights and Commercial Laws,
  7) Access to financial resources in both countries,
  8) Business Ethics and Corporate Social Responsibility,
  9) The Structure of a Business Plan to develop new businesses,
  10) Small Business Management and Development,
  11) Program of the next three Phases.

  E. Corti             Benevento (Italy) - Sept 9 '09         29
    The Pilot Project
of ILEI with Mexico                          - 5/8
<> Phase V:
 in this phase each of the selected young participants
 will spend few months of full time work in the
 selected small company of the other country, by
 managing and promoting a suitable innovative business,
 which is of real interest of the host small company.
 This practical experience will facilitate a good
 reciprocal knowledge among the managers of the small
 company and the young person will go back to his/her
 country with a quite good knowledge of the details of
 the common business with the small company in the
 other country.
  E. Corti         Benevento (Italy) - Sept 9 '09    30
    The Pilot Project
of ILEI with Mexico                            - 6/8
<> Phase VI:
 the participants, after a work experience inside the
 partner company, will go back to their country and
 they will test their business ideas, guided by the experts
 of ILEI by suitable ICT Systems, in order to realize
 suitable Feasibility Studies. The first analysis to be
 done by each participant is a detailed analysis of the
 opportunities in the local country in order to decide in
 collaboration with the partner company (by using
 suitable ICT Systems useful for long distance
 management), located in the other country, eather to
 create a new company or to organize a new commercial
 branch of the small company located in the other country.

 E. Corti            Benevento (Italy) - Sept 9 '09    31
    The Pilot Project
of ILEI with Mexico                        - 7/8
<> Phase VII:
 along this Phase, which is the real conclusion
 of    the   Project,   the   participants   will
 collaborate with organizational, managerial,
 legal and financial institutions, identified by
 ILEI, until the formal establishment of the
 new company or the new commercial branch
 will be organized in the other country. This
 final business development will be supported
 by the ILEI’s experts in collaboration with
 professional bodies such as IBAN-WBAN.
 E. Corti        Benevento (Italy) - Sept 9 '09    32
     The Pilot Project
 of ILEI with Mexico                                            - 8/8
               Human Resources with                                    Human Resources with
                Suitable Competences                                    Suitable Competences

 Italian         Selection                              Mexican          Selection
                                Mexican                                                  Italian
Companies                      participants                                            participants
               Collaboration                           Companies       Collaboration


                                    Education                                               Education
                                  and Practical                                           and Practical
                                   Experiences                                             Experiences


The New Company or the New Commercial                     The New Company or the new Commercial
     Branch of the Italian Company                            Branch of the Mexican Company


                                      – Located in Italy
                                      – Located in Mexico
    E. Corti                          Benevento (Italy) - Sept 9 '09                              33
             Thanks

    eugenio.corti@ecsacentre.com



E. Corti     Benevento (Italy) - Sept 9 '09   34

				
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