P2 ESF Time Critical Bid LUPS/2009/3/2/0117. LUPS/09/04/09 Annex 3

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1 P2 ESF Time Critical Bid LUPS/2009/3/2/0117 LUPS/09/04/09

2 1. A full and detailed breakdown of the cost to be incurred under the Consultancy heading, and providing some text detail on each of the activities taking place. In the following pages we have included a breakdown of the consultancy and subcontractor costs and how much of these costs are: Development Core delivery Although there are a small number of truly international trade experts in Scotland, the intention of this programme is to leave a legacy of skilled practitioners who will have less of a reliance on experts, as well as a pool of suitable skilled intermediaries and mainstream support deliverers.

3 Consultancy fees & Subcontractor Costs Cost Development Delivery Cost Description Cost Procurement of services to deliver Roadshows ( 243,000); 243, roadshows delivered across 7 Scottish regions; average 35 attendees per 243,000 event 1-to-1 Training and technical support ( 400,000); 400,000 7 regions; average 25 per month. Intervention = 0.5hr to 0.5 day - over the 400,000 phone, or face to face to build capability in companies Staffing support ( 600,000); 600,000 This element comprises 5 fixed term salaried contractors for the 3 year duration 600,000 of the programme - Cost per full time contractor 40,000 Manager for Hire ( 510,000), 510,000 Part funding of a new international manager position within a client company for up to a year to accelerate internationalisation capability; this is a current SDI product but will be expanded in terms of uptake; Long term skills 510,000 transfer to supported companies Delivery of a new light version international manager for hire programme for Manager for Hire Light ( 300,000); 300,000 40, ,000 delivery to 120 companies; long term skills transfer to companies International Preparedness Programme ( 432,000); 432,000 Modular learning for groups of companies; 10 company representatives per programme; this is an existing SDI programme. Delivery will increase from 5 to 8 programmes per year across Scotland; long term skills transfer to 432,000 companies International Preparedness Programme Light ( 158,000); 158,000 50,000 Delivery of a new light version International Preparedness Programme for delivery to 540 business representatives (group learning over 2 to 3 modules); 108,000 long term skills transfer to companies Online IPP ( 25,000); 25,000 25,000 Based on 100 downloads per month over 2 years. Video stream / electronic copy of IPP materials Online Diagnostics ( 40,000); 40,000 40,000 Development of 2 tools, 4000 uses per tool - 'ready to export' and 'market readiness'; assess skills gaps and starter for training needs analysis Learning Helpline and Support ( 192,000); 192,000 Dedicated company specific support to foster permanently enhanced export 192,000 skills within companies, 500 calls per month Company In-House training ( 135,000); 135,000 Tailored training to the management teams of client companies e.g. managing a strategic alliance / joint venture; Delivered via a combination of contractors, 135,000 SDI and SCI to transfer long term capability Downloadable best practice learning materials ( 30,000); 30,000 30, online and hard copy best practice learning materials; 400 downloads per topic average; library of material created for future access by Scotland's business community Overseas learning journeys ( 300,000); 300,000 8 overseas learning journeys per year X average 10 per mission. Existing SCDI 300,000 delivery uplifted Website portal ( 10,000); 10,000 10,000 Vanilla website portal linking through to Partner sites Strategy Workshops ( 320,000); 320, per year 1.5k per event. Average 10 company staff attendees per workshop Contractor or SDI / SCI, Uplift of existing SDI programme from 320, k to ensure robust international strategies Group Strategy Sessions ( 120,000); 120,000 20, , Breakfast sessions over 3 years for 10 companies per time introducing companies to international strategy and highlighting relevant support services Develop professional advisors (banks, accountants, legal) plus partner organisations (e.g. Business Gateway) to build long term relationships between the international business community and professional international service Network Events ( 50,000); 50,000 5,000 45,000 providers and leave legacy of embedded skills Marketing Awareness Sessions ( 330,000) 330, ,000 4,195, ,000 3,975,000 This existing SDI service is being uplifted enabling increased awareness on sector opportunities in key geographies. 75 participants per event

4 2. Further information on how the project will seek to embed expertise on exporting skills within Scottish Institutions, reducing the reliance on external expertise. In the previous section we have shown that the programme will leave a legacy of individuals with embedded expertise within institutions as follows: SMEs Intermediaries/Mainstream Support Education This is the prime reason for the programme. SMEs need the skills and they need them now and they need them in a practical format Through the networking sessions and through encouraging intermediaries and mainstream provision (specifically Business Gateway) to attend training sessions, we will ensure that there is a greater pool of skilled experts Working with the colleges and universities we will ensure that the courses offered have greater practical content, in addition to the academic and theoretical courses at present. We will work to ensure that this is embedded in the curriculum going forward It is partly because of the lack of international trade skills across all institutions that we are in the current predicament of relying on the small number of international experts. Whilst there will always be people with this specialism we must never be in this position of reliance going forward and we will ensure, through this programme, that skills are more widely available and embedded.

5 3. Provide a copy of the mapping exercise that has taken place showing what training / resources are currently available for international courses in Scotland. We have included our mapping exercise of training/resources available. In addition to the courses shown the various Marketing and MBA degrees will include International Marketing modules. It demonstrates that Further and Higher Education offer theoretical and academic courses. The most relevant training for businesses is currently delivered by the Chambers of Commerce, Scottish development International and the Institute of Export. What we are proposing is to increase the applicability and availability to meet the needs and demand of Scottish businesses. What we offer through Intelligent Exporter is practical, hands on training, here & now. Training/educational study from Universities and Colleges: Ed University - School of Law Honours degree International Law Honours degree International Private Law This course provides a detailed overveiw of Scottish International private law. It consists of a general introduction covering basic concepts, followed by an in depth and critiacal study of selected topics. These will include family law, law of obligations and property law. International Commercial Arbtration This course is intended to provide a working knowledge of the legal principles underlying international commercail arbitration, and international investment arbitration, together with some acquantance of the practical operation. International Criminal Law Focussing on the study of selected aspects of international and transnational criminal law and international cooperation in the administration of justice International Environmental Law To give students an understanding of the developments in international law with regards to the protection of the environment and sustainable utilisation of resources International Investment Law Overveiw of the majot themes and issues of international investment law and the various forma of dispute resolution. Students will also alnalyse instruments of investment protection as well as leading decisions of international courts and tribunals Glasgow University MSc / Post grad Diploma International Trade & Finance International trade and international finance and money. Graduates from this normally end up in financial institutions

6 Stirling University International Business MSc / Postgrad Diploma Aims to incorporate the new dimensions of international business competencies. Gives and understanding of the relevance of international trade in todays business environment / undrstanding of the challenges and opportunities resulting from globalisation / understanding of differnt management approaches required for international trade / awareness of the new trading blocs and the pressures they inflict Strathclyde University - Law School Degree International Law & Sustainable Development Aims to give a grounding in the structures, rules and norms of global eceonomic governance and includes a field dissertation within a governemnt or non-government organisation St Andrews University - School of Economics & Finance MSc International Strategy and Economics Includes module on international entrepreneurship, including risk and uncertainty bearing, coordination, arbitraging and innnovating, the elements of small business planning and strategy ( including their applications in global markets ) Robert Gordon University PG Cert / Pg Dip / MSc / LLM International trade Combining the academic and practical element sin the study of international trade law with law, organisations and economics.this is a multi-disciplined course designed for those with an interest in careers in international trade or in government departments involved with trade related issues International Trade Law To provide the student with the main issues which might arise in an international transport International Trade Organisations To foster substantive, contexual and critical understanding of the pre-eminent international trade organisations University of the West of Scotland International Trade Finance citically evaluate the techniques, institutions and policies affecting international trade Heriot Watt Uni- School of Management International Business Law Building on existing knowledge, to study some of the main institutions and treaties in inernational business law. To develop and understanding of the international legal order applying to business International Trade To provide and analytical basis for modern international trade theories MSc in International Trade Finance Aims to develop knowledge and critical awareness of academic and professional issues in international accounting and financial studies

7 Glasgow Caledonian University European and International Trade Law ( LLM ) Eurpean and International Trade Law Part Time Dundee University MSc International Business MSc International Business & Corporate Governance MSc International Business & Finance MSc International Business & Marketing MSc International Business & HR Management MSc International Business, Marketing and HR Management Common elements of all are an induction into key concepts and tools in micro / macro economics and statistics ; strategic deissues faced by firms when operating in global markets, including external competition and internal incentives; identification of major trends and specialisation in terms of location of industries and firms Adam Smith College HND International Business and Trade HNC International Business and Trade Aberdeen College Freight International - Certificate of Professional Competence - Flexible Learning Prep for the OCR Cert of Professional Competence ( freight-international ) exam, comprising objective test questions.topics covered include: Law; Control of Road Haulage and Operations; Customs and Formalities Connected with International Movements; Operations, Technical Standards and Road Safety.This course leads to OCR Certificate of Professional Competence (Freight - International). Passenger International - Certificate of Professional Competence (CPC) - Flexible Learning To prepare the student for the OCR Certificate of Professional Competence (Passenger - International) Examination, comprising objective test questions. Dumfries & Galloway College Topics covered include: Law; Control of Road Passenger Operations; Practice with Formalities Connected with International Journeys; Operations, Technical Standards and Road Safety. International Marketing: An Introduction - HN Unit This unit is designed to provide candidates with a basic knowledge of the marketing techniques applicable to different international markets.

8 Lews Castle College Ritchies Training Centre University of the West of Scotland International Marketing: An Introduction The purpose of this Unit is to provide learners with the basic knowledge of the marketing techniques applicable to different international markets. The Unit consists of 2 learning outcomes: 1. Outcome one identifies and explains the criteria used for international selection; why companies enter international markets, sources of international market information, assessing international market attractiveness. 2. Evaluates the methods of assessing international market entry modes, such as, exporting, use of agents and distributors, piggybacking, licensing, joint ventures etc. It also examines the decision criteria in terms of commitment, control, speed and risk involved. Cpc Freight International Intense 5 day course for Transport Managers running International journeys. International Entrepreneurship This module will apply various theories and concepts to provide a more holistic and at the same time a comparative view of entrepreneurial activity. It will examine different forms of state intervention to facilitate entrepreneurship. It will look at financial and institutional systems in supporting entrepreneurship in different economies. Different approaches to entrepreneurial cultures: Casson, the GEM approach and other models will be compared and explored. Napier University Other topics include: entrepreneurship and process of internationalisation of small firms, factors leading to exporting, networking and the role of finance. Importance of developing and exporting strategy, born global, stage models of exporting and alternative theories of internationalisation will be discussed. The module will also look at MNE internationalisation strategies. International Finance MSc International Marketing MSc Training provided by core international providers: Chambers of Commerce deliver the widest range of specialist international trade training services in Scotland. Courses can be delivered in-house, which helps tailor training to each company's requirements. Courses include: The Institute of Export have a number of courses delivered by Scottish Chambers. Core The Core topics provide the underpinning knowledge and

9 Export Procedures Export Documentation Documentary Letters of Credit Physical Distribution Introduction to Contract Law International Marketing and Market Research Incoterms and Quotations Importing & HM Customs Procedures SDI services relating to training resources: SDI operates an International Business Development Toolkit of services supporting key aspects of internationalisation. Training resources within this Toolkit comprise: International Strategy Workshop International Strategy Development Programme International Preparedness Programme International Manager for Hire Graduates for Business Globalscot, Exhibitions Missions & Learning Journeys understanding for all your international trade needs. The Core sections will comprise nine courses that range from one day introductions to a three day more intensive and in-depth view of International Trade Management Management - General The Management General and Specialty courses are aimed more at the Executive personnel within companies that have to deal with more complex tasks during their working day Management - Specific The Management Specialty courses are also designed at the more Executive personnel within companies, the management specific courses are aimed at the more complex and countryspecific tasks you may encounter within your company SCDI services relating to training resources: SCDI is a key provider in terms of Awareness Raising, Publications, Missions & Learning Journeys; The mapping exercise covers the majority of training and educational skills that is available. This highlights that technical support and training is the key area for forward development between the partners as per the application.

10 4. Provide further information on elements of training material development envisaged on the project, may relate to point 2, in particular and modules to be accredited, and how this will be taken forward with SQA, Colleges and Universities. Training material development will be core to the outlined programme with the objective of providing a legacy of learning material to entrepreneurs and managers. Training material development will comprise: International Diagnostic material supporting management teams of companies to determine if they are Ready to Export & Market Ready development of hard copy and online material International Strategy new online and hard copy training material will be developed to accompany new Group Strategy Workshops Development of accompanying hard copy & online material for each module of the Standard and Advanced International Preparedness Programme: Standard Modules: Developing an International Culture Market Research Market Identification Support Agencies Production issues Finance & Pricing Advertising & Promotion Distribution Channels E-Business Trading and Contractual Terms Sales Negotiation Producing an International Business Plan Advanced Modules: Finance & International Value Pricing Distribution Channels & Contracts E-Business International Sales Skills International Marketing Skills Effective Exhibitions & Mission Promotion Licensing / Franchising Deals Strategic Alliances / Joint Ventures Acquisitions Managing Overseas Operations Technical support training material for online delivery Additional best practice learning material Market awareness material highlighting sector opportunities by geography The International Preparedness Programme can be viewed in particular as a more mass market version of the Institute of Export Qualifications, modular in design, delivered by Scottish Development International and participating Chambers and working towards approved course material and clear routes to achievement. Company participants would

11 be supported, for example, through additional strategy workshop engagement, technical help and wider assistance initiatives. As part of our International Trade skills programme we will be working with the Skills Policy Manager, who is seconded by SQA to Scottish Chambers of Commerce in order to address some of the issues around stakeholder engagement and liaison with key strategic agencies. This would be extended to the Intelligent Exporter Partnership - Scottish Development International; Scottish Chambers International; Scottish Council Development & Industry. Discussions are being arranged with SQA in connection with e-learning opportunities and support materials/packages, exploring in more detail credit rating opportunities for the International Trade skills training programmes to allow for increased certifications and recognition onto the SCQF. This process would also increase greater cohesion within a UK and European context creating the possibility of comparisons with the QCF (rest of the UK qualifications framework) and the EQF (European Framework) which would increase legacy opportunities and credibility of achievements. Scotland is at the forefront of qualifications framework development and discussions between SCC and the SCQF partnership are already ongoing to identify future collaborations on increased engagement with Business and framework benefits for employers and individual employees. In terms of Stakeholder Group representation we will closely work with SQA, Scotland s Colleges, individual FE Colleges and the Alliance of Sector Skills Councils, and will allow for increased certification opportunities from the projected interventions. These bodies will be represented on the Intelligent Exporter stakeholder group and have the opportunity to directly influence and assist the programme. Equally, we would closely work with the Life Long Learning Department to ensure success of Intelligent Exporter - this would allow us to amend our targets over the three years to a more robust and challenging output figure of 3000 free certifications from the 12,500 interventions.

12 5. Provide further information on links to and discussions with the Adam Smith CREATE project (ESF Funded). Prior to the Intelligent Exporting ESF P2 application EBD was already in discussion with Adam Smith College to use their expertise to promote a number of course and learning materials by using digital technology, including the internet, interactive television and mobile phones. Examples of this are Young International Trader Electronic Trading on Line International Reference Library adapted to interactive learning tool Centre of Excellence working business template examples Financial Analysis tool The European-funded CREATE (Creating Equal Access to Education) project will address the skills gap and focus on ways to engage hard to reach learners and employers in the Creative Industries using digital technology, including the internet, interactive television and mobile phones. Adam Smith College is leading the CREATE partnership with partner Colleges, Universities, Business Gateway and industry representatives during the three-year project to share knowledge, skills and good practice. Adam Smith and other colleges or universities referred to in the research appendix can add considerable value to Intelligent Exporting offering through the stakeholders group. Although market failure has been demonstrated Intelligent Exporter will act as the link agency to current international courses available at further education establishments. Intelligent exporting through the stakeholders group will also help to develop an improved mainstream international learning resource. This is one of the media we are looking at for distribution of content and we are not looking to them for funding for development. This will be one of the lasting legacies of the Intelligent Exporter programme.

13 6. Provide information on discussion with Skills sponsor Divisions in Scottish Government. On the advice of the Managing Authority delivery partners met with the Scottish Government s Economic Recovery Unit within the Life Long Learning directorate. The purpose of the meeting was to ensure that the Intelligent Exporter project was wholly aligned to the government s strategic aim that ESF plays a key role in supporting economic recovery by supporting joined up skills focused projects and programmes. The Economic Recovery unit was supportive of the Intelligent Exporter programme in principle and they recognised that the project was built around a strong partnership of key players working directly in the internationalisation field. The unit was also in a position to advise on a number of ways to add value to the programme. This advice can be summarised as follows: 1. The unit can assist partners in exploring options for greater accreditation of the training delivered- A link has already been made with SQA to take this important, legacy leaving aspect of the programme forward. 2. The unit can support partners to ensure maximise use of current provision is realised in terms of delivering the programme (Scottish colleges etc). A specific link was advised to the Adam Smith project CREATE. This has been followed up by partners. 3. The unit advised that the partnership should explore the possibility and/or suitability of SDS becoming a partner. This is being actively followed up. Two members of the Economic Recovery Support Unit have been suggested as participants in the Steering Group The Intelligent Export partners stressed their willingness to broaden the partnership in any way that will add value and impact and leave a long term legacy in Scotland. The stakeholder group will be the key advisory group for SQA and the colleges and universities. Ultimately this programme is about leaving a legacy: Greater exploitation and growth of international business Leave a skilled workforce able to deliver on international opportunities Relevant training will be accredited and mapped against SCQF during life of programme Businesses have access to tools & services beyond programme life Leave a legacy of up skilled intermediaries and joined up network (incl. Business Gateway) Link up to educational establishments to ensure their courses are fit for purpose

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