-
 In
the recent study MPDF and GTZ undertook, we found that 90% of
consultants believed the reason that SMEs do not hire
consultants is because they do not see the value of consulting
services. I believe this is fundamental to understanding the
current situation, as it highlights both demand and supply-side
constraints.
On the demand side, while some SMEs may believe the absolute
costs of hiring consultants is too high, we know that where they
can see a good return on investment they do find ways to invest
and grow their business. Consultants have to clearly explain the
value of their services. In developed countries there would
almost always be a clear business case, capturing the financial
and non-financial benefits. This is rarely done in Vietnam, but
I believe SMEs will start to demand this before they take on
projects to change their business.
For some businesses, the perceived "lack of value" probably
arises from a poor experience with consultants. This may be
because the consultants did not do a great job, or because the
client's expectations were not managed appropriately. Most
consultants have been in business for less than five years, with
little experience in marketing their services to SMEs, and often
have limited experience in implementing projects through to
completion. SMEs themselves may be inexperienced in selecting or
managing the consultants effectively, and will be disappointed
if they have unrealistic expectations or keep increasing the
scope of work.
Throughout our 10-day Core Consulting Skills Course, we help
consultants differentiate themselves by identifying where they
can add value by helping the client make a sustainable business
change, and developing a simple business case to articulate
specific benefits in each project phase. By defining clear
quality standards and acceptance criteria when setting up the
project, the benefits can be measured and communicated as the
project is delivered. Important disciplines like Change Control
are needed to manage the inevitable changes in the scope of the
assignment. By applying Change Control, consultants can deliver
the benefits while managing client expectations so that both
parties are satisfied in the end.
Another important element may be addressing the potential lack
of trust of third parties. Most consulting firms in the
developed world have an ethical code of conduct, setting out
their standards and values around client confidentiality,
conflicts of interest, fees, and the professional behavior they
demand from their staff. I believe that it will be important for
consultants in Vietnam to develop an appropriate code of conduct
for their individual firms, and also to discuss and work
together to raise professional standards in both conduct and
delivery throughout their emerging industry.
We hope that by raising the awareness of SMEs about how to work
with consultants, the level of professionalism they should
demand, and supporting the development of professional
consulting skills, SMEs will increasingly see the value that
consultants can bring.
Ms. Kate Lloyd-Williams, Manager, Consultant Development
Program, MPDF.
-
 While
the overriding principles of BDS market development are easily
agreed upon, there is no one single solution to the development
of the BDS market. The problems in BDS markets are so diverse
and unique, requiring market facilitators to be as innovative as
possible. In this field, GTZ, besides doing research, is very
committed to working to remove legal constraints in BDS markets
we have been doing this in cooperation with the Vietnam Chamber
of Commerce and Industry, the Central Institute for Economic
Management, the mass media and local partners. We also promote
specialized and advanced services like quality management,
management training, and the development of new products. Real
impacts from our activities can be seen in the increase in the
supply of consultants in selected BDS markets like quality
management, business information, and management training. Our
strong cooperation with the mass media and local partners also
pays off with a higher level of awareness about BDS and the
actions being taken by the Government to remove legal barriers
to BDS market development. The road ahead of us is even more
challenging and this will require us to work harder and in a
more innovative manner. In this process, we are very open to new
initiatives and cooperation with other organizations in order to
make BDS markets work much better for SMEs in Vietnam.
Mr. Le Duy Binh, Program Officer, GTZ SME Promotion Project.
-
As a trade promotion
organization and a representative body for the Vietnamese
business community, the Vietnam Chamber of Commerce and Industry
(VCCI) has been actively contributing to the development of a
BDS market in Vietnam. VCCI plays a dual role as a BDS
facilitator and a direct BDS supplier.
Our experience shows that BDS providers normally do not
adequately assess and understand the BDS needs of businesses
activities which are necessary to ensure high quality services
delivered. In many cases, BDS providers did not conduct needs
assessment before designing their BDS, therefore their services
were not always satisfactory.
Using its advantage as a nation-wide business representative
organization, VCCI has been undertaking various programs to
improve the capacity of BDS providers through activities such as
training of trainers, providing industry information and joint
delivery of services.
Mr. Nguyen Viet
Phuong, Officer, Business Information Center (BIZIC),
Vietnam Chamber of Commerce and Industry (VCCI).
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