ENHANCING COMPETITIVENESS FOR GROWING SMEs. ADVISORY Private Sector. Company profile

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1 ENHANCING COMPETITIVENESS FOR GROWING SMEs ADVISORY Private Sector Company profile

2 Some small and medium-sized businesses have recognized that it is time to change, that growth can be achieved concretely and without delay. This is the kind of SME that LATTANZIO ADVISORY Private Sector supports: the SME that can help the country take off once again. These are not isolated exceptions, but rather the outstanding cases that must become the rule. LATTANZIO ADVISORY Private Sector supports those with the potential to evolve: those with the courage and determination to carry through with processes of development, transformation and acquiring new skills and practices. 2

3 ADVISORY Private Sector GROWING YOUR BUSINESS, TOGETHER LATTANZIO ADVISORY Private Sector has developed its structure, services and methods of business consulting with precisely the characteristics of SMEs in mind. Thanks to our success in aggregating local consultancies and our expert partnerships, we know how Italians do business and we offer support services for both fostering innovation and strengthening existing businesses. Unlike larger consultancies that are oriented exclusively toward large businesses or medium/small firms that lack the size and resources to weather today s crises, much less help their clients flourish, we are the first in Italy to be able to bring together specialized and systemic interventions in an unprecedented way. A catalyst for recovery SMEs constitute a major road to help the country grow and recover from the economic crisis. The key European and national institutions have launched programs to finance initiatives in support of SMEs in the next few years. The initial steps are already being taken: tax moratorium, reforms in the system of incentives, governmental financial initiatives promoting business capitalization (ACE) and reform of the institute for foreign trade (ICE). As a landmark in the field of Italian consulting for SMEs for its professionalism and services offered as well as research, inquiry and pertinent cultural debate, LATTANZIO ADVISORY Private Sector is uniquely positioned to make proposals to key actors in multiple areas (central and local government, banks, organizations representing the business world, etc). THE SME: A COMPLEX ENTITY THAT CALLS FOR 360 SUPPORT The only concrete resource capable of helping the Italian system of production take off once again is a systemwide form of consulting that offers comprehensive support to businesses. Standing beside businesses, LATTANZIO ADVISORY Private Sector represents this unique resource. The complexities that a SME must manage are not lesser than those facing a large business they are simply different. They call for services and a framework of expertise and processes that are not often independently developed within the company itself. Alongside the traditional consulting model (specific projects delimited in time and place), LATTANZIO ADVISORY Private Sector offers an entirely new form of support for businesses. Bringing together the local and international frames, we provide varied forms of expertise to guarantee a comprehensive system of assistance. With the entrepreneur, we collaboratively draft a contract for growth in an increasingly challenging, competitive and globalized market, demarcating a pathway and set of objectives to pursue together in complete harmony with the firm s distinctive entrepreneurial culture. Directions for growth % Product diversification 50,7 Expansion of export markets 33,8 Product quality 30,1 Production upgrading 26,5 Brand valorization, promotion and marketing 25,0 Acquisition of foreign companies already active in neighboring sectors 21,8 Partnerships with other foreign firms 17,6 Acquisition of Italian companies already active in neighboring sectors 17,4 Development of new, Greenfield-based activities abroad 14,2 Partnerships with other Italian firms 12,7 Cost reduction 10,5 Source: elaborazioni Centro Studi Confindustria Progetto Focus Group 2012 % di risposta delle imprese The only tailored and systemic consultancy for enhancing the growth and competitivity of SMEs, in Italy. 3

4 Activity areas INTERNATIONALIZATION Target countries analysis Establishing bilateral B2B relations Selecting commercial partners Drafting sales policies Delocalization of production Contacting local managers Activating company structures and managing compliance Specialized interpreting BUSINESS COMBINATIONS AND NETWORKING Identifying prospects for consolidation and/or partnership Business financial assessment Economic and financial due diligence Supporting business combination processes Post-integration organization and strategies Networking contacts ACCESSING CREDIT Strategic finance Assessing the bankability of economic-financial projects Investment Funds and Private Equity Facilitated finance. Researching local, national and European opportunities Technical assistance in attracting EU funding Debt restructuring STRATEGIES FOR GROWTH Business restructuring and diversification Identifying new markets Product development and innovation Developing new sectors Business plans Commercial growth strategies Investment funds for expansion operations PUBLIC PRIVATE PARTNERSHIPS Scouting for projects and assessing potential Using PPP procedures to unlock the investments blocked by the Stability and Growth Pact Supporting the public sector in managing PPP procedures Supporting private investors in identifying promising investment opportunities Drafting feasibility studies and economicfinancial plans Direct PPP promotion Specialized support for PPP initiatives that deliver innovative services Specialized support for small and medium-sized PPP initiatives Specialized support for spending review plans using PPPs PUBLIC PROJECTS FOR LOCAL DEVELOPMENT Local marketing Internationalization projects Developing Business Competitiveness Managing public aid for businesses Assessment systems for attracting investment BUSINESS CONTINUITY Organizational set-ups Planning and management control tools Operational cost rationalization Models and process of procurement and purchasing management Business Process Reengineering Layout and production organization Tools for continuous improvement Integrated services outsourcing strategies Human resources management and development Establishment of payroll systems Specialized, customized training 4

5 Activity areas ACCESSING PUBLIC ADMINISTRATION MARKETS Strategies for breaking into public administration markets in Italy and abroad Monitoring public funding sources and identifying opportunities Researching Italian and international partners for the creation of consortiums and temporary business associations Applying for public funding. Drafting technical-economic tenders. Administrative compliance Project management and supporting relations with commissioning agencies Technical and administrative reporting Supporting the organization of the bids department Proposals for executing and managing public services without additional costs for PA Promoting public-private partnerships and fundraising ENVIRONMENT AND SUSTAINABILITY Environmental audit Energy audit System and product environmental standards Energy management systems Green public procurement Carbon footprint Strategic plans for sustainability Social and environmental accounting Corporate responsibility Social responsibility management systems BUSINESS CREATION AND VENTURE CAPITAL Entrepreneurial assistance and tutoring Business planning Temporary management Researching public financing and funding Selecting private investors and venture capitalists Pre-money valuation of companies Legal-corporate support in establishing new businesses Support with incubators, science and technology parks and academic spin-offs INNOVATION AND ICT SERVICES Innovation strategies and plans for adopting new ICT technologies Cloud computing ICT project management. Organizationalmanagerial feasibility. Project management. Monitoring and assessment. Supervising work projects IT system planning and development. Web portals Software management. Outsourcing 5

6 ADVISORY Private Sector OUR CLIENTS PUBLIC ADMINISTRATIONS AND AGENCIES Municipal administrations Alcamo, Avola, Augusta, Bari, Basiliano, Cagliari, Enna, Finale Ligure, Foggia, Lecce, Marsala, Monreale, Mortara, Oristano, Palermo, Parma, Partinico, Pomigliano d Arco, Quartu Sant Elena, Roseto degli Abruzzi, Siracusa, Taranto, Tempio Pausania, Vercelli, Vicari, Mountain community of M. Lattari, Mountain community of Monti Dauni Provincial administrations Agrigento, Alessandria, Olbia-Tempio, Caltanissetta, Enna, Florence, Livorno, Taranto, Turin, Vercelli Regional Administrations Abruzzo, Emilia Romagna, Lazio, Liguria, Marche, Molise, Piedmont, Apulia, Sicily, Tuscany National Administrations Ministry of Labor and Social Policy Authority for Childhood and Adolescence Foreign Affairs Ministry Public Functions Department Ministry of Cultural Resources and Activities National agencies ANCITEL, Consip, FORMEZ, National Statistics Institute Local agencies Integrated Development Agency, National Association of Italian Cities, Orthopedics Consortium of Emilia Romagna, Tindari-Nebrodi Inter-municipal Consortium, University of Florence Services Consortium, Lazio Development Agency, Matese Regional Parks Agency, Sistema Toscana Foundation, Sviluppo Italia Basilicata, SVIM Sviluppo Marche, La Città Ideale Consortium European commissions and EU agencies ETF European Foundation for Professional Training Chamber of Commerce Catania Educational Institutions EUFORM.it University Suor Orsola Benincasa University of Genoa LARGE COMPANIES AND MULTINATIONAL CORPORATIONS IN ITALY Food De Cecco Automotive Carraro, Fonderie Tacconi Volkswagen Group Italia Banks and insurance companies Allianz Bank Financial Advisors, Assicurazioni Generali, Banca d Italia, Intesa Sanpaolo, Unicredit Group, Unipol Consumer Goods Safilo Construction Italcementi Energy ENEL, EON, General Electric Oil & Gas Nuovo Pignone Pharmaceuticals and biotechnology Artsana, Astrazeneca Intn, CD Pharma Group, Ceccardi Medical Center, DOMPE Farmaceutici, Ginsana, G. Caporale Istituto Zooprofilattico Sperimentale dell Abruzzo e del Molise, Pfizer Italia, Philips Medical Fashion PPR/Gucci Automatic machinery IMA Manufacturing ILVA, Targetti Sankey, Wurth Retail Unieuro Health SO.GE.SI. IT Services Selex Elsag, Axmediatech, Microarea, Shuttle Telecommunications and media Fastweb, HR Service (Gruppo TI), Poste Italiane, Telecom Italia Transportation Gruppo Torinese Trasporti Tourism Sheraton SMES Consumer goods Food and Agriculture, Fashion, Wood products and home furnishings, Commerce Industrial sectors Printing and packaging, Chemical products, plastics, ceramics, glass, Machinery, electronics, plant design, Logistics and transportation Infrastructure, health and energy OTHER COUNTRIES Aeronautics TAP (Portugal) Automotive SCANIA (Sweden) Banks and insurance companies AXA France (France), Bankia S.A. (Spain), CPA Australia (Australia), Eureko/Achmea (Netherlands), Genworth Financial (USA), Philadelphia Federal Credit Union (USA), Swiss Re (Switzerland) Luxury goods Pandora A/S (Denmark) Publishing Carson Dellosa Publishing (USA), Elsevier (England), Kaplan Publishing (USA), Nelson Thornes (England), Thieme Meulenhoff (Netherlands) Entertainment Sky (England) Pharmaceuticals and biotechnology Abbvie (Spain), Amgen Dompé (USA), HSL Health & Safety Laboratory (England), Merck Sharp & Dohme Corp. (USA) Retail IKEA (Sweden) Health Washington Dental Service (USA) IT Services Allen Interactions (USA), Edutech (USA), IBM France (France), Infinitas Learning (Netherlands), Intuition (Ireland), Kapsch BusinessCom (Austria), PC Training Source (USA), Thales Netherland (Netherlands), TicketMaster (USA) Telecommunications and media Alcatel-Lucent (France), Ericsson AB (Sweden) Construction, health, utilities, environmental services, Technology and media ICT, TLC Services Innovative tertiary services, credit, insurance, education, tourism, hospitality and restaurant services, training, service centers 6

7 Communication. Communicating sets us apart Thanks to decades of experience in communication, a meticulous approach to managing economic resources and project status monitoring, LATTANZIO ADVISORY Private Sector supports SMEs in improving and promoting their image. This process begins with identifying and mapping areas of strength in order to generate tools capable of conveying the organization s individual specificities. All in a timely fashion. We believe in the importance of communicating the essence of a firm, valorizing the strengths that can make its reputation and help it stand out in the market. With the help of LATTANZIO ADVISORY Private Sector, even SMEs can manage an area that has always been considered the sole prerogative of large businesses. Digital and multimedia communication It is hard for small and medium businesses to communicate, but easy for them to establish direct commercial relationships. The web and new information technologies provide an unprecedented opportunity for strengthening communication and promoting your brand. The internet of today opens new possibilities for communicating your product and its value for money, but it requires strategic awareness, an understanding of the new tools and the ability to present the company s true face, gathering feedback to enrich the content of business communication. Putting the company s spirit and its product design and creation techniques online can have a notable impact. Corporate identity, image and communication Web portals and sites Web marketing Fine tuning and management of social profiles (Facebook, Twitter, Youtube, etc.) Corporate video and video brochures Our operational and managerial services Today more than ever, ordinary management requires a focus on results and the progressive reduction of costs. LATTANZIO ADVISORY Private Sector assists businesses with services for managing economic activity, system quality and security, with an eye for legal compliance. Other services serve to facilitate operations and improve already existing tools through a range of configurable and inter-combinable approaches. Our specialized personnel offer both on-site and remote assistance, thus minimizing costs. Simultaneously or independently, LATTANZIO ADVISORY Private Sector services address different business areas and activities for which a consistently high level of quality ensures visibility in the market. Our ongoing services are carried out with the active involvement of company personnel at both operational and management levels. TAILOR-MADE SOLUTIONS Management control, corporate accounting, reporting Quality management systems Quality systems supervision Security management systems Supervision of prevention and protection services Workplace safety regulations Information and data security regulations Environmental regulations Technical regulations for CE marking and products In house technical training Ad-hoc training courses Editing and graphic design of presentation materials Packaging Layout and showroom set up Event planning and implementation 7

8 Internationalization for growth The Balkans: internationalization close to home. LATTANZIO ADVISORY Private Sector is present in the Balkans with offices in Bucharest, Zagreb and Skopje and a network that extends throughout Eastern Europe. Our client companies can thus take advantage of local professionals with specific expertise and long-term experience in individual countries, an immediately available pool of knowledge about the dynamics and processes characterizing the different country systems and our ability to identify business opportunities. China: second only to the USA in promotional and financial public investment. Through its network of local partners in China, LATTANZIO ADVISORY Private Sector is perfectly positioned to offer Italian clients comprehensive support in developing their businesses, including through partnerships with other Italian firms. Italian-Brazilian Commercial interchange. LATTANZIO ADVISORY Private Sector s key experts are on site in processes of Brazilian internationalization. These professionals are distinguished by an indepth knowledge of local dynamics that allows them to aid client companies in identifying concrete business opportunities. A spotlight on South-east Asia. Italian companies seeking to enter into the ASEAN market, the newest frontier of development, can take advantage of LATTANZIO ADVISORY Private Sector s support services. Supporting PA in internationalizing local actors From organizing incoming and institutional missions to events and communication: LATTANZIO ADVISORY Private Sector has carried out numerous projects supporting public administrations in multiple countries as they foster the internationalization of businesses. EU Belgium Bulgaria France Germany Moldavia UK Romania Ukraine extra EU Argentina Brazil Canada China Egypt Arab Emirates Japan India Morocco Russia USA Switzerland Tunisia 8

9 A new way of doing consulting tailored to the needs of Italian SMEs LATTANZIO ADVISORY Private Sector combines the traditional model of consulting with a new model of ongoing assistance. On one side, we offer delimited interventions involving projects that meet specific, short-term needs; on the other side, we support the company with a comprehensive, systemic consulting service. Our consulting services are conducted by a range of specialized experts, offering all-inclusive support. Our assistance can be configured and combined in such a way as to involve various company components at different moments according to a systemic approach. Our objective is to build a framework of projects and services carried out through a steady relationship with the customer, a form of partnership and a resource for structured processes of change. We provide the entrepreneur with a consultant ready to identify the company s needs and coordinate the support project, a reliable partner prepared to offer assistance in strategically defining the firm s entrepreneurial trajectories. This close working relationship makes it possible to structure the consulting project in a truly collaborative and personalized way, generating a consultant-entrepreneur relationship that bears useful fruit: analyzing areas for improvement, finding new project possibilities and identifying the opportunities the market offers. Special projects Guiding and implementing difficult choices for evolution Radical changes in your business: adding new branches or establishing your presence in different markets. discontinuity Business growth Managerial outsourcing Optimizing existing structures to ensure the continuity of the firm. continuity Operational outsourcing OUR SERVICE MODEL A value paradigm for businesses GROWTH OBJECTIVES Continuity Discontinuity Activating new managerial models Adding new branches Calibrating planning and resources Entering new markets Special projects Structured support Dynamic and configurable services 9

10 ADVISORY Private Sector Small businesses must rethink their modes of competing. The consulting that embraces change processes is the consulting that generates growth. LATTANZIO ADVISORY Private Sector was born to do just that. Strategic projects LATTANZIO ADVISORY Private Sector intervenes through individual strategic projects that work to modify/integrate corporate processes and objectives in order to make a clean break with the past in terms of managerial model, product/market and results. These support plans may be horizontal, involving multiple departments, or vertical, addressing one specific department thanks to the involvement of consultants with specific competencies for the given sector. Strategic projects are characterized by the relevance of the intervention, its duration, the achievement of fundamental objectives and the intermediate and final checks carried out on the project s status. Managerial outsourcing Just like large businesses, SMEs also require an appropriate level of expertise in order to remain competitive in domestic and foreign markets. To do so, the entrepreneur and management are called on to adopt cutting edge tools and carry out continuous analysis and constant updates. In cases where the company lacks the appropriate internal resources to compete in the market or is not able or willing to invest in renovating its internal organization, LATTANZIO ADVISORY Private Sector supplies professionals with high levels of specialization in specific areas (internationalization, human resources, marketing and communication, information systems). In these cases, the expert consultant takes on the role of a temporary manager to support the entrepreneur by temporarily assuming the responsibilities of a specific position and pursuing the objectives they have collaboratively defined. Operational outsourcing Externalizing specific service activities can represent a strategic move toward reducing the costs of certain company processes. At the same time, by choosing to entrust these activities to LATTANZIO ADVISORY Private Sector, the small business is able to maintain these activities at a reduced cost and elevated level of service. Possibilities include: quality systems, workplace safety, management control, the production of accounting services, information systems, research into funding sources, the research and development of new products/ services and their design and cataloguing, and the internet. LATTANZIO ADVISORY Private Sector s operational outsourcing services are offered packaged or a la carte at different moments and according to the specific needs of the company. 10

11 Networks and relationships: a new way of competing AN INTERNATIONAL NETWORK Finding concrete opportunities for development For companies abroad, LATTANZIO ADVISORY Private Sector represents a key contact for developing business in Italy and/or partnering with Italian firms. The network it has established with partners in other parts of Europe and emerging countries offers a comprehensive structure of assistance to Italian clients looking to develop an international dimension. Only consultancies capable of internationalizing can truly support SMEs in their efforts to internationalize. Over the past 15 years, LATTANZIO Group has accrued a portfolio of references worth approximately 100 million Euros, 30 million of Experts in business incubation Italian companies are called on to launch trajectories of growth, opening new business horizons with comprehensive strategic visions that go beyond individual problems and areas of inefficiency to valorize successful aspects. LATTANZIO ADVISORY Private Sector is working to accelerate processes of innovation, from planning and start-up phases to the researching, developing and launching of new products. We are there to help you create alliances and networks with new partners, to manage generational handovers or major corporate restructuring and to advance penetration in foreign markets. which derive from international projects. LATTANZIO ADVISORY Private Sector holds a significant international presence with headquarters in Eastern Europe and a network stretching to emergent countries as well as the rest of Europe. The advantage for our client firms lies in the involvement of local professionals with specific expertise and experience in each individual country, ensuring an immediately available know-how about these country s specific dynamics and processes and enabling the identification of relevant business opportunities. LATTANZIO ADVISORY Private Sector puts at your disposal a harmonious and highly organized network of relationships that makes it possible to seize the opportunities offered by globalization and the extended market. At the same time, it works to valorize local specificities. Indeed, for Italian SMEs local ties are an added value: out consultants share the client firm s local culture and understand its characteristics. Agreements with national institutions and organs Relations with the local territory Systemic partnership Network of international relations Accessing the financial community LATTANZIO ADVISORY Private Sector is well positioned to generate processes and relationships with: Investment funds The business services divisions of the key banking groups Actors in the sphere of venture capital Operators equipped to follow Italian stock market listings We aim to provide client businesses with preferential channels of dialogue built around individual and specific needs. Strategies and projects for public-private partnerships Local public administrations in Italy are becoming increasingly interested in the kind of innovative local financing operations that have become widespread throughout Europe. These operations involve fresh solutions for financing public projects or new initiatives by involving private actors in the implementation of programs or the management of public utility services. They work through alternative arrangements such as project financing, mixed companies, urban transformation companies and the issuing of municipal or provincial bonds, to name just a few. LATTANZIO ADVISORY Private Sector helps companies and local public agencies work together in implementing local development and public investment projects. ADDED-VALUE TOOLS AND SERVICES For activating network processes LATTANZIO ADVISORY Private Sector offers specifically engineered tools ensuring access to a range of services: Tools to facilitate cross marketing activities among customers (LEclub) The compilation of agreements among and for clients in various sectors (insurance and transportation services, for example), for economies of scale and to augment contractual bargaining power Monitoring and signaling requests for tenders Our structured and highly efficient service provision that is so rare in the Italian context enhances networking processes among client firms, thus constituting an added value. 11

12 LEADING PUBLIC SECTOR PROGRESS KNOWLEDGE INTENSIVE BUSINESS SERVICES ICT Lab ENHANCING COMPETITIVENESS FOR GROWING SMEs WHEN EDUCATION BECOMES INNOVATION SOLUTIONS, SKILLS AND VISION FOR EFFECTIVE COMMUNICATION ICT SOLUTIONS AND SERVICES TO GROW BUSINESSES AND PUBLIC ADMINISTRATIONS LEADER IN ONLINE AND MOBILE LEARNING SOLUTIONS Growth in international markets, PA reform and modernization, judicial system reorganization, startup support, SMEs competitiveness, rural development, digital school: addressing these challenges is possible only if consultancy operates in an evolved way. This is what LATTANZIO Group is for, with its capacity to add value by integrating management consulting, IT, e-learning, market research and communication. These are commonly known as KIBS (knowledge-intensive business services), essential for public sector progress and improvement of SMEs way of doing business. In Italy and abroad, with our corporate structure composed by specialized companies, we offer up the strength of our organization and our connections with international and national institutions. This is how we offer systemic consulting and support public administrations and companies in growth. KIBS

13 LATTANZIOnet LATTANZIO Group Knowledge Network The website enables users to access the online Documentation Center, which is free of charge and reserved for LATTANZIOnet subscribers. By joining the more than 100,000 network subscribers, you can view the entire collection of seminar proceedings and consult databases, training resources and bibliographies. A subscription to LATTANZIOnet also entitles you to receive free of charge our Newsletter, with group-related news, activities and projects and the topics most fundamental for change in public administrations and businesses. Quality and environmental management certifications SISTEMA DI MANAGEMENT CERTIFICATO ISO 9001: ISO 14001: 2004 The LATTANZIO Group companies are UNI EN ISO 9001: 2008 and ISO 14001:2004 certified for management consulting, research, managerial training, publication, information system development, communication and event organization Milan, Via Domenico Cimarosa, Rome, Via Nazionale, 89/A Genoa, Piazza della Vittoria 11/A Bari, C.so della Carboneria, Palermo, Viale Regione Siciliana 3414 The associations The LATTANZIO Group companies are members of CONFINDUSTRIA Assoconsult Federated Association of Consulting Firms which is an associate of CONFINDUSTRIA, CONFINDUSTRIA Intellect and FEACO (European Federation of Management Consulting Associations) as well as ASSOLOMBARDA and ELIG (European Learning Industry Group). Ezio Lattanzio is President of CONFINDUSTRIA Intellect - the Italian Federation of consultancy, communication, market research and web publishing for the term. Formerly President of Confindustria Assoconsult, he is now in his second term as President of FEACO, the European Federation of Management Consulting Associations based in Brussels. Formerly President of CONFINDUSTRIA Assoconsult, he is now in his second term as President of FEACO, the European Federation of Management Consulting Associations based in Brussels.

14 ADVISORY Public Sector ADVISORY Private Sector LEARNING COMMUNICATION ICT Lab LATTANZIO Group Spa VAT IT Head Office Rome (Italy) Via Nazionale, 89A T F Milan Bari Washington DC (USA) Brussels (Belgium) Bucharest (Romania) Local Offices Genoa, Florence, Palermo Skopje info@lattanziogroup.eu