Better business road show review – no boot camp*
The SFA and several corporates have been on tour around the country offering a “boot camp road show” to SME owner managers. Attending the final one in the series last night in Eircom HQ with me were about 100 business people. We listened to a series of PR type presentations and sales pitches (six in all) from the following sectors, insurance & pensions, energy, a telecom, a waste company and a bank.
Many tips were shared by the corporate speakers, most which were fairly obvious – it was talk and chalk, there was no interaction, or space for questions. Information stands were well staffed with sales men and women.
Like most SFA events it was well run, though there was no encouragement to stick around after as no coffee or provisions were provided so little networking was done then. (A pint with a potential client in Ryan’s of Parkgate Street sufficed).
Ulster Bank were there in force demonstrating their commitment to the SME sector, promoting the message that they are open for business and presenting themselves as the “third pillar” in the banking sector. The senior guys there echoed the comment of their CEO recently, that the bank is open for business but they want all your banking business, and do wish not for customers to cherry pick products from several banks. The straightforward approach is positive and encourages me to refer clients to them to try them out.
As a business consultant I am bemused by large companies who advise us on how to buy less of their products, the ESB wishes to sell us less electricity and Greenstar wish us to provide them with less waste. Both thus displaying confidence that their revenues and prices have only one way to go, up.
I like the SFA and continue to be a member, though I think they are over enthusiastic in titling these events as “boot camps”. There is no big learning opportunity for owner managers, we have cut costs and don’t need to be told how to do so again and again. Some attendees thought that the events were more focused on offering sales platforms for large companies, rather then on meeting the real needs of SMEs: such as how to grow your business, how to be competitive, advice on exporting and meeting new customers.
Being part of IBEC the SFA has a challenge in meeting the needs of its members in the small business community. These needs are very different then those of the corporates, MNCs and semi-states. Does the boot camp series of events assist in maintaining the SFA’s credibility? I am not sure. Who speaks for small business?
Billy Linehan
MD of Celtar management consultants, Dublin, Ireland
For more on Celtar see www.celtar.ie
*boot camp is usually defined as a short intensive course of training
