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IBM Corporate Service Corps (IBM CSC) Strategy Development for Supporting Youth Entrepreneurship In Kayseri IBM Corporate Service Corps (IBM CSC) Strategy Development for Supporting Youth Entrepreneurship In Kayseri Turkey Team 6 (Sub-Team 1) Mridul Kothari Yoshimasa Masuda Meeta Srivastava Esha Seth Wei Richee Wong April 27, 2011 © 2011 IBM

IBM Centennial: A Century of Progress On June 16, 2011, IBM will celebrate its IBM Centennial: A Century of Progress On June 16, 2011, IBM will celebrate its 100 th anniversary as a corporation. IBM Centennial Movie IBM’s Centennial strategy § Share learning from our history to sharpen understanding and appreciation of the modern IBM § Deepen our engagement with society, strengthening existing relationships and developing new ones § Shape a shared view of the future together with the clients and communities we serve IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

What is the IBM Corporate Service Corps? The Corporate Service Corps (CSC) exposes high What is the IBM Corporate Service Corps? The Corporate Service Corps (CSC) exposes high performance IBM employees to the 21 st century context for doing business --emerging markets, global teaming, diverse cultures, working outside the traditional office, and increased societal expectations for more responsible and sustainable business practices. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

CSC Application Process • Most current application cycle from 5 – 24 April 2011 CSC Application Process • Most current application cycle from 5 – 24 April 2011 IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

CSC Program Structure COUNTRY § IBM declared growth markets § Emerging or pre emerging CSC Program Structure COUNTRY § IBM declared growth markets § Emerging or pre emerging § Address societal, educational, environmental challenges NGO PARTNER § Logistics § Project planning § In-country support PRE WORK (3 Months) § Preparation work completed virtually § Team building and skills development § Established curriculum EXPERIENCE IN-COUNTRY (1 Month) § Work at the intersection of business, technology and society § Immersion in local culture § Outside the office POST SERVICE (2 Months) § Linkage back to the business § Measurement and evaluation § Reflect, learn and apply § Internal and external presentations IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

Team Introduction – Turkey Team 6, Subteam 1 Mridul Kothari EIW Operations Team Lead Team Introduction – Turkey Team 6, Subteam 1 Mridul Kothari EIW Operations Team Lead / Application developer Yoshimasa Masuda IT Architect, Project Leader Japan India Esha Seth Software Engineer Ying Keat Wong Project Manager India Malaysia Meeta Srivastava Business & Technical Leadership Partner Wei Senior Consultant China USA IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

Agenda A Introduction B Why Youth Entrepreneurship ? C Who Are Youth Entrepreneurs ? Agenda A Introduction B Why Youth Entrepreneurship ? C Who Are Youth Entrepreneurs ? D How To Enable Youth Entrepreneurship? E What Is Youth Entrepreneurship Eco-System? F Overall High-Level Recommendation G Appendix IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

A INTRODUCTION Project Summary Strategy Development for Supporting Youth Entrepreneurship in Kayseri Sponsor Middle A INTRODUCTION Project Summary Strategy Development for Supporting Youth Entrepreneurship in Kayseri Sponsor Middle Anatolia Development Agency (ORAN) Lead Turkey Team 6 Start 3 April, 2011 End 29 April, 2011 Objective/ Scope • Strategy Development for Supporting Youth Entrepreneurship in Kayseri – To develop and enhance stronger business acumen among present/future entrepreneurs to start up and grow their business in Kayseri in innovative areas, and with a global perspective. • • 8 Best Practices/International Practices; Building Capability & Curriculum Development ; Professional Development; Financial / Funding; Social Entrepreneurship / CSR; Raising awareness, Information Resources, etc. Conduct workshop for university students to enhance business skills and develop global perspective IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

A INTRODUCTION Approach: Strategy Development for Supporting Youth Entrepreneurship in Kayseri (1/2) Our 4 A INTRODUCTION Approach: Strategy Development for Supporting Youth Entrepreneurship in Kayseri (1/2) Our 4 -Week Approach 5. Review Evaluate Success 4. Implement Short and Long Term Recommendations 3. Strategize SCOPE 2. Gather Data Internal Analysis Identify Opportunities 1. Understand Baseline (as-is) Situation Definition IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

A INTRODUCTION Approach: Strategy Development for Supporting Youth Entrepreneurship in Kayseri (2/2) Key Institutions: A INTRODUCTION Approach: Strategy Development for Supporting Youth Entrepreneurship in Kayseri (2/2) Key Institutions: • Erciyes Teknopark • Erciyes University • Meliksah University • Youth Entrepreneur Council • Youth Entrepreneur Association The approach includes conducting interviews to identify major issues and brainstorm for potential fixes. Example of Questions & Issue Capture § What is good about the current situation? § What are the major deficiencies? As -I Gap Analysis § What services do the stakeholders offer to SMEs? § What are the success stories? § What activities are being undertaken for entrepreneurship development? e -B To s § What behaviors are being motivated? § Are there any grants for students interested in starting business? Recommendation Rendering – Brainstorming Sessions – Critical Success Factors What is working well? What needs to change? IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

A INTRODUCTION Deliverable 1: Stakeholder Overview, Analysis & Strategy Overview Youth Entrepreneurship Landscape Youth A INTRODUCTION Deliverable 1: Stakeholder Overview, Analysis & Strategy Overview Youth Entrepreneurship Landscape Youth Entrepreneurship Categories Youth Entrepreneurship Enablers Early-Stage Entrepreneurs Finance Government Policy Youth Entrepreneurship Eco-System Government Institutions 11 Established Business Owners R&D Private Organizations IBM Corporate Service Corps : Turkey Team 6 Opportunity & Necessity Entrepreneurs Commercial, Legal & Physical Infrastructure Universities & Institutions Entry Regulation Capability Development Communities & Councils © 2011 IBM Corporation

A INTRODUCTION Deliverable 2: Workshop for Erciyes University Students § § § Date of A INTRODUCTION Deliverable 2: Workshop for Erciyes University Students § § § Date of Workshop Conducted: 28 th April 2011 Objective: Enhance Business Skills and Develop Global Perspective Total Number of Participants: 100 participants (estimated) IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

A INTRODUCTION Overview of Stakeholder Clients Client & Host Organization Middle Anatolia Development Agency A INTRODUCTION Overview of Stakeholder Clients Client & Host Organization Middle Anatolia Development Agency (ORAN) Mr. Mustafa Palancioglu Secretary General Mr. N. Semih Demirtoka Planning and Project Units Coordinator Youth Entrepreneurship Council Mr. Orhan Kizilkaya Secretary General Key Inputs Provided By • Mr Bilgin Yazlik, Committee Member of Kayseri Technopark • Mr Orhan Kizilkaya, Secretary General of Kayseri Youth Entrepreneur Council • Mr. Tahsin Onus, Secretary General of Kayseri Organized Industrial Zone • Mr. Namik Subas, Secretary General of Kayseri Young Entrepreneur Association Local Turkey Advisors • Jane Jamieson, VP, DOT • Ozlem Caliskan, Project Manager, UNDP Turkey • Burcak Semerci, IBM Turkey IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

A INTRODUCTION Stakeholder Meetings Held (1/2) Name Organization / Company Role / Title Mustafa A INTRODUCTION Stakeholder Meetings Held (1/2) Name Organization / Company Role / Title Mustafa Palancioglu ORAN Agency Development General-Secretary Mehmet Tercan Kayseri Chamber of Commerce General-Secretary Orhan Kizilkaya Youth Entrepreneur Committee General-Secretary Oguz Memis Netcom (IBM Distributor) General Manager Bilgin Yazlik, Serhat Dalkilic, Beyza Nart Kayseri Teknopark Committee Member Metin Ozsoy Sensotruck at Teknopark Business Owner Suleyman Demircan Biletall at Teknopark Business Owner Namik Subag Young Entrepreneur Association General-Secretary Suleyman Demircan Biletall at Teknopark Business Owner Gulsah Young Entrepreneur Club, Erciyes University President Tahsin Onus Kayseri Organized Industry Zone General-Secretary Prof. Dr. Resit OZKANCA, Kadir Askin Peker Meliksah University President, Assistant Prof. Dr. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

A INTRODUCTION Stakeholder Meetings Held (2/2) IBM Corporate Service Corps : Turkey Team 6 A INTRODUCTION Stakeholder Meetings Held (2/2) IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

Agenda A Introduction B Why Youth Entrepreneurship C Who Are Youth Entrepreneurs D What Agenda A Introduction B Why Youth Entrepreneurship C Who Are Youth Entrepreneurs D What Enable Youth Entrepreneurship E What Is Youth Entrepreneurship Eco-System F Overall High-Level Recommendation G Appendix IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

B WHY YOUTH ENTREPRENEURSHIP Delivery Structure Overview Youth Entrepreneurship Landscape Youth Entrepreneurship Categories Youth B WHY YOUTH ENTREPRENEURSHIP Delivery Structure Overview Youth Entrepreneurship Landscape Youth Entrepreneurship Categories Youth Entrepreneurship Enablers Early-Stage Entrepreneurs Finance Established Business Owners Government Policy Youth Entrepreneurship Eco-System Government Institutions R&D Private Organizations IBM Corporate Service Corps : Turkey Team 6 Opportunity & Necessity Entrepreneurs Commercial, Legal & Physical Infrastructure Universities & Institutions Entry Regulation Capability Development Communities & Councils © 2011 IBM Corporation

B WHY YOUTH ENTREPRENEURSHIP What is happening in the global business environment? The world B WHY YOUTH ENTREPRENEURSHIP What is happening in the global business environment? The world is SMALLER. The world is FLATTER. The world is SMARTER. 18 IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

B WHY YOUTH ENTREPRENEURSHIP We are seeing a period of intense change as technological B WHY YOUTH ENTREPRENEURSHIP We are seeing a period of intense change as technological advances create unprecedented opportunities Installation Irruption Crash Frenzy Deployment Synergy Maturity 1 The Industrial Revolution 177 1 2 Age of Steam and Railways 182 9 Panic 1847 187 3 3 Age of Steel, Electricity 187 and Heavy Engineering 5 Depression 1893 1920 4 Age of Oil, Automobiles 190 and Mass Production 8 Crash 1929 1974 5 Age of Information and 197 Communication 1 technology Applications IT driven business innovation 2010 s Panic 1797 182 9 Opportunity just blooming now Source: Perez, C. , “Technological Revolutions and Financial Capital”, 2002 IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

B WHY YOUTH ENTREPRENEURSHIP But it is still not easy for youth to get B WHY YOUTH ENTREPRENEURSHIP But it is still not easy for youth to get employee opportunities and the youth unemployment rate is extremely higher than average § There are 81 million young unemployed people in the world Youth Unemployment Rate Analysis § Youth Unemployment in Turkey Twice as High as World Average, 24. 8% Unemployment rate means one out of four youths is unemployed § Turkish Youth Unemployment Ranked from 123 in 2008 down to 145 in 2010 of 180 participators § Youth are more weak to economic shocks and will feel the economic recovery later than the adults Source: Turkish Statistics Institution http: //www. turkstat. gov. tr/ 2011; IMF: International Monetary Fund , 2010 World Economic Outlook http: //www. umut. org. tr/en/sayilarla. aspx? id=213762 IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

B WHY YOUTH ENTREPRENEURSHIP But it is still not easy for youth to get B WHY YOUTH ENTREPRENEURSHIP But it is still not easy for youth to get employee opportunities and the youth unemployment rate is extremely higher than average (2/2) Source: http: //bianet. org/english/youth/124124 -youth-unemployment-in-turkey-twice-as-high-as-world-average IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

B WHY YOUTH ENTREPRENEURSHIP Now, New and Small companies are Dominating the World Turkey B WHY YOUTH ENTREPRENEURSHIP Now, New and Small companies are Dominating the World Turkey / Kayseri Company Size Analysis § § § In the World, More than 95% of businesses in most countries are small (<49 employees) Most of these business created in 3 years More than 76% GDP created by small business In Turkey, the average company size smaller In Kayseri, More than 96% company are tiny In Kayseri, Only less than 1% company are medium and big company and most of them are in traditional industry like furniture and food industries Source: Turkish Statistics Institution http: //www. turkstat. gov. tr/ 2002 IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

B WHY YOUTH ENTREPRENEURSHIP More Job Opportunities are being created by New and Small B WHY YOUTH ENTREPRENEURSHIP More Job Opportunities are being created by New and Small companies, Especially in Turkey and Kayseri § § In most developed countries, most of employee work for medium and bigger companies Small companies (<49 employee) have more importance to Turkey, More than 68% employee work for small companies in Turkey / Kayseri Employee Structure Analysis § In Kayseri, small business created less Job Opportunities compare with other cities in Turkey due to traditional industry structure or lack of enough supporting to young and small business Source: Turkish Statistics Institution http: //www. turkstat. gov. tr/ 2002 IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

Agenda A Introduction B Why Youth Entrepreneurship C Who Are Youth Entrepreneurs D What Agenda A Introduction B Why Youth Entrepreneurship C Who Are Youth Entrepreneurs D What Enable Youth Entrepreneurship E What Is Youth Entrepreneurship Eco-System F Overall High-Level Recommendation G Appendix IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

C WHO ARE YOUTH ENTREPRENEURS Delivery Structure Overview Youth Entrepreneurship Landscape Youth Entrepreneurship Categories C WHO ARE YOUTH ENTREPRENEURS Delivery Structure Overview Youth Entrepreneurship Landscape Youth Entrepreneurship Categories Youth Entrepreneurship Enablers Early-Stage Entrepreneurs Finance Established Business Owners Government Policy Youth Entrepreneurship Eco-System Government Institutions R&D Private Organizations IBM Corporate Service Corps : Turkey Team 6 Opportunity & Necessity Entrepreneurs Commercial, Legal & Physical Infrastructure Universities & Institutions Entry Regulation Capability Development Communities & Councils © 2011 IBM Corporation

C WHO ARE YOUTH ENTREPRENEURS Overview of Entrepreneur Groups in Turkey (I) Early-Stage Entrepreneurial C WHO ARE YOUTH ENTREPRENEURS Overview of Entrepreneur Groups in Turkey (I) Early-Stage Entrepreneurial Acitivity (TEA) (A) Nascent Entrepreneurial Activity (NEA) • Owners of business that have taken some action towards creating a new business in the past year and have not paid wages for more than 3 months (B) New Business Owners (NBO) • Owners of the firms that have paid salaries between three months and 3. 5 years (III) Opportunity Entrepreneurs (OE) (II) Established Business Owners (EBO) • Businesses currently in operation. • Owners of existing businesses have overcome many hurdles in the pre-planning and start up stage. • Existing business owners continue working to lay the foundation for future growth and adapt to changes in marketplace • One possible reason is that Turkish government attention and support have been always more favorable to large firms than small firms. • People who are taking advantage of a business opportunity • People who have graduate experience levels of education tend to be opportunity-driven • At the lower income level, 4. 9% of early stage entrepreneurs tend to be in this group • At the higher income level, 32. 8% of early stage entrepreneurs tend to be in this group (IV) Necessity Entrepreneurs (NE) • People who have no better options for work. • Turkey is at 12 th position among developing countries • At the lower income level, 30. 6% of early stage entrepreneurs tend to be in this group • At the higher income level, 13. 9% of early stage entrepreneurs tend to be in this group • Established business entrepreneurs are owners of 3. 5 years old or older firms Source: Global Entrepreneurship Monitor (GEM) Research in Turkey, 2009 IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

C WHO ARE YOUTH ENTREPRENEURS Comparing Entrepreneurial Activity in Turkey & Developing Countries Total C WHO ARE YOUTH ENTREPRENEURS Comparing Entrepreneurial Activity in Turkey & Developing Countries Total Entrepreneurial Activity by Indices Turkey Developing Countries (I) Early-Stage Entrepreneurial Activity (TEA) 6. 07 14. 64 (A) Nascent Entrepreneurial Activity (NEA) 2. 2 7. 70 (B) New Business Owners (NBO) 4. 01 7. 68 (II) Established Business Owners (EBO) 11. 5 9. 93 (III) Opportunity Entrepreneurs (OE) 3. 68 9. 97 (IV) Necessity Entrepreneurs (NE) 1. 79 4. 39 Early-Stage entrepreneurial activities’ in Turkey is much lower than those that take place in other developing countries. The number of ‘Established business entrepreneurs’ are relatively higher Source: Global Entrepreneurship Monitor (GEM) Research in Turkey, 2009 IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

C WHO ARE YOUTH ENTREPRENEURS DELETE Youth Entrepreneurship in Turkey - Media Findings Source: C WHO ARE YOUTH ENTREPRENEURS DELETE Youth Entrepreneurship in Turkey - Media Findings Source: Ministry of Foreign Affairs of the Republic of Turkey, May 2010 “Supply of young, trained, well educated, motivated and cost effective labor force (61% of the population is under the age of 34 (about 45 million people). Median age is around 28. 5 with its over 24 million young workers; the 4 th biggest labor force comparing to EU 27, about 500 thousand graduates from 143 different universities per year. ” Source: http: //www. hurriyetdailynews. com/n. php? n=young-entrepreneur-represents-turkey-at-summit-2010 -05 -30 IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

C WHO ARE YOUTH ENTREPRENEURS SWOT Analysis Result for Youth Entrepreneurship in Kayseri Strengths C WHO ARE YOUTH ENTREPRENEURS SWOT Analysis Result for Youth Entrepreneurship in Kayseri Strengths § Huge potential for growth in consideration with increasing young population relative to Western countries. § Income Tax exemption for companies engaged in R&D activities in Technology Development Zones (Tekno. Park, etc) § Good infrastructure at universities and Tekno. Park § KOSGEB provides interest subsidy to entrepreneurs in Kayseri. Weaknesses § High taxation for start-up companies. § Venture capitalism is not a common practice. § Lack of clear structure of youth entrepreneurs supporting system. § Few people can speak English in spite of much needs of English communication as entrepreneurs. § Entrepreneurs have a good network of customers with business trust and good traditional business culture Opportunities § Government institutions conduct yearly economic review for sharing knowledge of innovation, etc. § Entrepreneurs join other social group in foreign countries to establish relationships with venture capitalist worldwide. § European Union grant student exchange program to learn new language. § Under-developed collaboration culture of R&D and innovation § Global business recession and competition § Excessive and time consuming red tape and bureaucracy § Poor enforcement of copyright and patent regulations § Most universities offer seminars including success stories and case studies of entrepreneurs. § Young Entrepreneurs Association provides the connection between people trying to start up new business and successful entrepreneurs locally, as well as globally. § Higher contribution to grow local GDP IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

Agenda A Introduction B Why Youth Entrepreneurship C Who Is Youth Entrepreneurship D What Agenda A Introduction B Why Youth Entrepreneurship C Who Is Youth Entrepreneurship D What Enable Youth Entrepreneurship E What Is Youth Entrepreneurship Eco-System F Overall High-Level Recommendation G Appendix IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP Delivery Structure Overview Youth Entrepreneurship Landscape Youth Entrepreneurship Categories D WHAT ENABLE YOUTH ENTREPRENEURSHIP Delivery Structure Overview Youth Entrepreneurship Landscape Youth Entrepreneurship Categories Youth Entrepreneurship Enablers Early-Stage Entrepreneurs Finance Government Policy Youth Entrepreneurship Eco-System Government Institutions 31 Established Business Owners R&D Private Organizations IBM Corporate Service Corps : Turkey Team 6 Opportunity & Necessity Entrepreneurs Commercial, Legal & Physical Infrastructure Universities & Institutions Entry Regulation Capability Development Communities & Councils © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP Entrepreneurship Enablement Framework Eliminate barriers to entrepreneurship Reduce inception D WHAT ENABLE YOUTH ENTREPRENEURSHIP Entrepreneurship Enablement Framework Eliminate barriers to entrepreneurship Reduce inception period for new enterprises Stimulate entrepreneurial motivations & competencies Establish appropriate institutional structure Entrepreneurship Enablement Financial Institutions Government Policies & Programs Commercial, Legal and Physical Infrastructure IBM Corporate Service Corps : Turkey Team 6 Research & Development Transfer Capability Development © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP 1. Entrepreneurial Finance : Enhance access to financial resources D WHAT ENABLE YOUTH ENTREPRENEURSHIP 1. Entrepreneurial Finance : Enhance access to financial resources for entrepreneurs and small and medium enterprises (SMEs) Findings: • A few increasingly integrated financial groups dominating the market including banks, agencies and other formal sector financial institutions focusing on the lower to higher end of the market. E. g. KOSGEB, ORAN • A strong informal system of credit, majorly traditional way to raise money by asking friends and family and rotating savings and credit associations, existing in parallel to the formal banking system and serving the lower end of the market. Gap: Recommendations: • Early-stage entrepreneurial activity in Kayseri region is much lower than in developing countries • Particularly nascent entrepreneurs, are the most vulnerable and most in need of favorable conditions. • Lacks microfinance framework – regulator indirectly encouraging investors/initiatives to partner with banks • Enhance access to information • A venture capital fund with a strong emphasis on strategic and operational involvement in the business. • Greater scope of micro-finance via bank or NGO : IBM Corporate Service Corps : Turkey Team 6 • Full-range of microfinance services • Savings-based Approaches • Microleasing © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP Recommendations Enhance Access To Information Venture Capital Micro Finance D WHAT ENABLE YOUTH ENTREPRENEURSHIP Recommendations Enhance Access To Information Venture Capital Micro Finance Generate awareness about: • Type of financial products are available to entrepreneurs and small business owners • Type of financial help/ product most suitable for specific entrepreneur/ business owner • Updates on new financial products and schemes Business Advisory Events & Services: Fundraising , Financial management, Corporate Governance, Leadership, Team building, Sales Process, Networking and Resources. Audit: Improved Controls and reporting procedures. Tax: Compliance and cost saving strategies. Human Resources : Compliance, HR best practices and Recruiter network. Provide Full-range of microfinance services: Credit, Insurance and Savings products for different needs in the life and business cycles Savings-based Approaches: Individual Development Accounts (IDAs): Special savings accounts designed to assist low income people on path toward asset ownership via matched savings and financial education. Microleasing: Allows one party to use an asset owned by the other in exchange for specific periodic payments. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP 2. Government Entrepreneurship Programs/Policy: Establish policies and regulations that D WHAT ENABLE YOUTH ENTREPRENEURSHIP 2. Government Entrepreneurship Programs/Policy: Establish policies and regulations that either size-neutral or encourage entrepreneurs and SMEs. Findings: • Autonomous Bodies regulate and monitor different types of markets in accordance with the requirements of a functioning market economy (Competition Authority, Energy Market Regulatory Authority, Banking Regulation and Supervision Agency, Capital Markets Board of Turkey) • Organized industry zone ( KOSB) – One-stop-shop concept. • Exemption from taxes and duties ( VAT, Customs etc) • Liberal and secure investment environment. Gap: Recommendations: • Government can enhance it’s position as a catalyst for promoting entrepreneurship • Implement policy changes to facilitate entry into business • Inadequate tax incentives, specific to youth entrepreneurship • Establish a lobbying group to help influence policy making geared towards youth entrepreneurship • Low in local market dynamics openness (relatively slow change, year to year, resistance to adopt new technology, existing business owners) • Invest in entrepreneurial education • Encourage interntaional trade IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP Recommendations Implement Policy Changes • Reduce red tape and D WHAT ENABLE YOUTH ENTREPRENEURSHIP Recommendations Implement Policy Changes • Reduce red tape and compliance cost involved in start-up. • Help entrepreneurs overcome the initial problems of business startup. • Modify existing incentives of SME’s to meet the specific needs of new business ( eg extended tax breaks) • Help reduce risk ( through insurance programs) Influence Policy • Establish a lobbying group ( or add to mandate for KOSGEB eg), to help influence policy making geared towards youth entrepreneurship • Facilitate entry: Reduce entry and exit barriers, • Reduce regulatory & labour burden • Ensure small businesses have a say on policy issues Invest in Education Encourage International Trade • Invest in general education to create an intelligent, creative and professional workforce • Invest in entrepreneurial education to better prepare entrepreneurs for business • Create avenues for technical and vocational education to help non-technical strata. • Help entrepreneurs develop a global perspective. • Recognize scope and markets outside Kayseri and Turkey IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP 3. R&D Transfer : Provide access to research and D WHAT ENABLE YOUTH ENTREPRENEURSHIP 3. R&D Transfer : Provide access to research and development leading to new commercial opportunities Findings: • 100 percent deduction of R&D expenditure from tax base. • Income withholding tax exemption for employees • 50 percent of social security premium exemption for employers for a period of 5 years • Techno-initiative capital for new scientists up to TRY 100, 000 • Deduction from the tax base of certain funds granted by public bodies and international organizations • Support from Technology Development Zones (Technopark). • Support from TUBITAK (Scientific and Technological Research Council of Turkey) and TTGV (Turkish Technology Development ) Gap: Recommendations: • Transition from Efficiency-Driven to Innovation-Driven • Continue to build on existing work, and branch into knowledge –based, and service oriented work • Off-the-Shelf Solutions • Enhance Corporate Linkages • Regular Benchmarking and Evaluation IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP Recommendations Continue to build on Technology Communities Off-the-Shelf Solutions D WHAT ENABLE YOUTH ENTREPRENEURSHIP Recommendations Continue to build on Technology Communities Off-the-Shelf Solutions • Leverage university-based and other research organizations to spin off technology start-ups • Develop innovation centers, improve incubators and research parks • Form entrepreneurship programs and networks. • Web based solution helps firms identify critical service providers, potential partners, investors and customers. • Designed to serve SME and technology communities. Enhance Corporate Linkages • Corporate linkages to university and government laboratories to identify earlystage research, and effectively tap and transfer the research for business ideas. • Facilitate awareness of international trends and innovations Regular Benchmarking and Evaluation • Formal evaluation methodology that involves: - validating economic and market positioning - assessing "return-on-investment" for all stakeholders IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP 4. Commercial, Legal and Physical Infrastructure : Access to D WHAT ENABLE YOUTH ENTREPRENEURSHIP 4. Commercial, Legal and Physical Infrastructure : Access to property rights and commercial, accounting, and other legal services and communication, utilities, transportation, land or space Findings: • • Autonomous Bodies to regulate and monitor different types of markets in accordance with the requirements of a functioning market economy [Competition Authority, Energy Market Regulatory Authority, Banking Regulation and Supervision Agency, Capital Markets Board of Turkey. Organized industry zone ( KOSB) – One-stop-shop concept. Gap: Recommendations: • Oriented towards medium to higher industrial sector versus smaller. • Limited social safety net for potential entrepreneurs. • Insufficient intellectual property rights. • Excessive bureaucracy tax laws, red tape and regulations are costly obstacles to start ups. • Implement Regulatory Reform • Streamline business license, trademark and registration requirements process. • Establish safety net to re-start business • cultural change • legal support • mentorship & guidance • Lack of legal infrastructure for new micro credit initiatives. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP Recommendations Implement Regulatory Reform Streamline process and access to D WHAT ENABLE YOUTH ENTREPRENEURSHIP Recommendations Implement Regulatory Reform Streamline process and access to information Establish Safety Net for any initial lack of success • Political leaders and government heads should make public commitments to regulatory reforms. • Establish a body responsible for overseeing implementation of reforms, and remove legal restrictions on equity ownership by the state, public universities, and other government entities. • Improve public sector efficiency, responsiveness and effectiveness through public management reforms. • Provide access to information regarding regulatory and licensing processes on-line • Use one-stop business and licensing models. • Create institutional mechanisms to allow business and citizen participation in guidance, management and evaluation of information. Facilitate ongoing accountability by allowing public access to information. • Provide policy/legal support to reduce excessive discretion of regulators, and policy enforcers • Socialize cultural change to help entrepreneurs overcome de-motivation on account of early failures, and re-enter the business • Provide mentorship & guidance on dealing with business adversity IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP 5. Capability Development: Enhance entrepreneurship and business management capabilities. D WHAT ENABLE YOUTH ENTREPRENEURSHIP 5. Capability Development: Enhance entrepreneurship and business management capabilities. Findings: • • • Multiple Councils and Agencies exist to promote entrepreneurship Multiple sources of Information on how to start a company Culture of Entrepreneurship is not adequately established, despite a history of “trading genes” Entrepreneurship clubs at universities linked with business to conduct seminars, panel sessions, lectures Lack of dedicated entrepreneurship education at High School or University level Instructors not adequately prepared to impart education in the field of entrepreneurship Recommendations: Gap: • Lack of institutional framework and strategy • Lack of single source of information to establish new businesses • Enhance Access to Information • Enhance, encourage and develop entrepreneurship education in universities • Inconsistent quality of infrastructure and facilities at learning institutions - Instructor training • Inadequate understanding of career options - Curriculum Development • Prejudices against entrepreneurship and failure in initial ventures - Professional development • Mentoring- Coaching Programs • Incubator Programs IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP Enhance Access to Information Strategy, Mission, Vision Business Registration D WHAT ENABLE YOUTH ENTREPRENEURSHIP Enhance Access to Information Strategy, Mission, Vision Business Registration Process Financial Incentives Stakeholder Interaction News, Announcements, Events • Establish a Web Portal • Newsletter/Journals • Networking and Informational Events • Entrepreneurship Fair Success Stories Community Forum Policy and Other Legal Updates IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP Enhance, encourage and develop entrepreneurship education in universities • D WHAT ENABLE YOUTH ENTREPRENEURSHIP Enhance, encourage and develop entrepreneurship education in universities • Integrate Entrepreneurship Education in University Curriculums • Develop and Enhance Instructor Capability • Offer Professional, Technical and Vocational Development Key Entrepreneurship Success Factors Characteristics Life/Business Skills • Need for achievement • Client Interfacing skills • Ability to convince • Interpersonal /Relationship building skills • Determination Professional/Technical Skills • Market Development & Management • Financial Management • Taking initiative • Team work • Leadership • Time management • Calculated risk taking • Networking skills • Confidence • Assertiveness • Human Resource Management • Good decision making • Problem Solving • Industry Knowledge • Creativity and Innovativeness • Conflict management skills • Commitment • Communication skills IBM Corporate Service Corps : Turkey Team 6 • Operations • Research & Development © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP Enhance, encourage and develop entrepreneurship education in universities l D WHAT ENABLE YOUTH ENTREPRENEURSHIP Enhance, encourage and develop entrepreneurship education in universities l Life Skills Integrate Entrepreneurship Education in University Curriculums l l Business Skills Professional Skills Technical Skills Language Training Encourage interaction with Industry Incentive for Industry Stints Workshops/ Training on International Trends Develop and Enhance Instructor Capability l Offer Professional, Technical and Vocational Development l Apprenticeship/ Mentoring programs l l Technical and Vocational Workshops Language Training IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP Establish Mentoring / Coaching Programs • Subject Matter Expertise D WHAT ENABLE YOUTH ENTREPRENEURSHIP Establish Mentoring / Coaching Programs • Subject Matter Expertise • Career Guidance Individual Mentoring (one-on-one): Group Mentoring • Socialization • Community Building l Targeted relationship between a single mentor and mentee • “Many-on-one” approach • Several mentees meet in a group with one mentor • Numbers in the group should be relatively small in order to achieve group synergy and effectiveness. Peer Mentoring: Short –term relationship between two persons who are at the same level within the organization. l Helps to transfer a critical skill or to socialize a new into the organization. Reverse Mentoring: l l Involves a more senior person learning from a junior person. l Helps to bridge generational gaps and differences. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

D WHAT ENABLE YOUTH ENTREPRENEURSHIP Incubator Programs (Like Tekno. Park) • Foster start up, D WHAT ENABLE YOUTH ENTREPRENEURSHIP Incubator Programs (Like Tekno. Park) • Foster start up, evolution, growth and sustainability of new or early startup businesses • To expand, co-ordinate and monitor the provision of training, advice, counseling, and any other non-financial services Can Be Organized By: Can Take The Form Of: Can Take the Form Of: • Industrial Specialty • Feasibility Studies • Local Resource • Community Revolving Fund • Local Tradition • Capacity Building • Entrepreneurs with innovative ideas • Market Development • Community • Private Sector Participation IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

Agenda A Introduction B Why Youth Entrepreneurship C Who Is Youth Entrepreneurs D What Agenda A Introduction B Why Youth Entrepreneurship C Who Is Youth Entrepreneurs D What Enable Youth Entrepreneurship E What Is Youth Entrepreneurship Eco-System F Overall High-Level Recommendation G Appendix IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Delivery Structure Overview Youth Entrepreneurship Landscape Youth Entrepreneurship E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Delivery Structure Overview Youth Entrepreneurship Landscape Youth Entrepreneurship Categories Youth Entrepreneurship Enablers Early-Stage Entrepreneurs Finance Government Policy Youth Entrepreneurship Eco-System Government Institutions 48 Established Business Owners R&D Private Organizations IBM Corporate Service Corps : Turkey Team 6 Opportunity & Necessity Entrepreneurs Commercial, Legal & Physical Infrastructure Universities & Institutions Entry Regulation Capability Development Communities & Councils © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Each positioning in Eco-system #1: ORAN/ Chamber of E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Each positioning in Eco-system #1: ORAN/ Chamber of Commerce / KOSGEB Eco-system should be here. #4: Youth Entrepreneur Communities #2: Tekno. Park #3: Erciyes University, Meliksah University ORAN, Chamber of Commerce should be working in collaboration with all institutions including Tekno. Park and Universities which seek to promote entrepreneurship and innovation. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM International Standard for Start Up Companies New Idea E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM International Standard for Start Up Companies New Idea Finance Business Plan § To create a positive climate for innovation and change. § Invite in outsiders. (Lead User Innovation / Method) § Innovative idea often comes from the change of environment. § Fosters Credibility, Customer/partner introductions, faster growth, Cash, etc. § Deploy network of venture capitalist. § Single large investor advantage. Commitment of CFO. § Know your customer § Plan how to build your company without any outside investment firstly. § Business plan judges focus on Customer needs, Value proposition, etc. Marketing Experience § Get close to the customer. § Initial focus on a small but significant market segment. § Be market focused as well as sales focused. § Speed to market. § Training and real world experience, both are critical for talented people. § Early contact with successful entrepreneurs. § Continued education and upgrading of skills, gain practical and real world experience. Quoted from the materials of MIT Sloan school IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #1: Current Issues Analysis (1/2) Government Institution E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #1: Current Issues Analysis (1/2) Government Institution Target: ORAN Development Agency Category As-Is Issue New Idea §They understand how to make innovative ideas basically. §They do yearly review. In every review, have session for sharing knowledge, then there be climate for change and innovation. §In ORAN Development Agency, they hold some seminars to raise awareness. Because entrepreneurs are always busy, ORAN can sponsor the seminars or partner with industrial leaders. §Companies in Kayseri don’t involve lead users when planning and designing new product. §Need to be conscious that outside pressure such as De-regulation, Corporate governnance helps innovative idea. Finance §To gain first customer entrepreneurs in Kayseri have a good network with customers. §Support of start up company is usually from state and KOSGEB, TOBB. §They normally get commitment with CFO. §Entrepreneurs in Kayseri don’t deploy network of venture capitalist. §There is only a few venture capitalist in Turkey. §Tax in Turkey is very high when starting up company. Business Plan §A good entrepreneur make money with other people’s money. This is common in Turkey. §Bank don’t go through business plans but planning to initiate next year. §ORAN have not started the grant, but planning to initiate next year. In judging business plan, ORAN plans to investigate all areas for evaluation including investment customer needs, environment, competitor’s area, production plan, etc. §KOSGEB may not set target in starting up company clearly. §There are problems if they don’t know competitors environment. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #1: Current Issues Analysis (2/2) Government Institution E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #1: Current Issues Analysis (2/2) Government Institution Target: ORAN Development Agency Category As-Is Issue Marketing §Entrepreneurs in Kayseri sometimes go to shopping center to grasp characteristics and requirements of the customers. §They think that entrepreneurs should know strength, financial situation, competitors and find out new opportunity, market and need to innovate and sell it to neighboring countries of Turkey. §More Turkish entrepreneurs now go to Africa to expand like in the biscuit industries. §They think that entrepreneurs should focus on both marketing and sales. §The policy of market segment in starting up company which they should encourage may not be sufficient. Experience §European Union grant student exchange program in the summer to learn new language. §KOSGEB give people subsidy when attending exhibition abroad to entrepreneurs. §Most universities offer the seminars including successful stories and case studies of entrepreneurs. §People can choose to go abroad for internship program to gain practical experiences. §It is big problem that few people can speak English in Kayseri in Turkey in terms of gaining training or real world experience in foreign countries. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

Eco System #1: Government Institutions Recommendations New Idea §-- Encourage entrepreneurs in technology based Eco System #1: Government Institutions Recommendations New Idea §-- Encourage entrepreneurs in technology based company in Kayseri to invite lead users when planning and designing new products. Lead users support innovation at the leading edge of markets where demand is both small and uncertain. (Lead user innovation / method) Finance and Funding §- Support that entrepreneurs can deploy & join in network of venture capitalists in foreign countries. §- Should promote tax reduction policy for starting a company as the tax in Turkey is very high in starting up a company. Business Plan §- They should advise that KOSGEB set ten customers as target in starting up company clearly when estimating and judging business plans. §- As planned, ORAN should start the grant for entrepreneurs with business plans next year. Marketing §- Encourage entrepreneurs in Kayseri to initially focus on a small but significant market segment. This provides entry into the market and success stories to impress potential customers who prefer to follow rather than to lead. Skills and Experience §-- Encourage people in Kayseri to study English and try to gain training or real world experience in foreign countries. Short Term (1 -2 yrs) IBM Corporate Service Corps : Turkey Team 6 Mid Term (2 -5 yrs) Long Term (>5 yrs) © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #2: Current Issues Analysis (1/2) Private Organizations E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #2: Current Issues Analysis (1/2) Private Organizations Target: Tekno. Park Category As-Is Issue New Idea §They create a positive climate for innovation and change in universities. §They understand that it should be a free environment with no barriers to exploit on ideas. §They collect marketing information when planning new product. §They consider using past experience to develop in other industry. §Can’t create a positive climate for innovation and change in companies in general. §Don’t consider creating the culture of openness about past mistakes and focusing on advance. §Companies in Kayseri don’t involve lead users when planning and designing new product. §Lack of consciousness that innovative idea often comes from some change of environment. Finance §They sell products with cheaper price to gain first customers for promotion. §Support of start up company is usually from state and KOSGEB, TOBB. §Regarding bigger project, they divide large risk into smaller ones to bring in other investors. §They normally get commitment with CFO. §Don’t deploy network of venture capitalist. §Don’t get money from venture capitalist. §Entrepreneurs in Kayseri have relationship with many investors in foreign countries. Bussiness Plan §Entrepreneurs dream a lot and don’t set realistic targets. §Usually entrepreneurs tend to follow a proven business model like the furniture industry. §KOSGEB judges business plans with focusing on the main business idea the number of worker, timeline, innovative idea to the market section. §Don’t set target in starting up company clearly. §There are problems in hi-tech industry and IT industry because they don’t know competitors environment. §KOSGEB’s business plan judges don’t focus on Customer needs, Value proposition, etc. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #2: Current Issues Analysis (2/2) Private Organizations E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #2: Current Issues Analysis (2/2) Private Organizations Target: Tekno. Park Category As-Is Issue Marketing §They sometimes go to shopping center to grasp characteristics and requirements of the customers. §There are 2 types of entrepreneurs: Marketing and Technical. They think that it is ideal to have these 2 types of people in the team. §Entrepreneurs in Kayseri aim at niche market and develop a cheaper product to compete. §Market activities always are performed before sales in Kayseri. §The technical people tend not to understand the marketing need. §The marketing people tend not to have technical skill. Experience §Family support and try to encourage real world experiences to know markets and entrepreneurship in Kayseri. §At start up, most companies think and focus on how to sell the produsts first. §Young entrepreneurs Association provides the connection between people trying to start up new business and successful entrepreneurs, and the seminars including stories of entrepreneurs. §Young Entrepreneurs Association offers trips to Africa and US, etc to share case studies of successful entrepreneurs. §In company, talented people tend not to have training before selling the products. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

Eco System #2: Private Organizations Recommendations New Idea §-- Encourage entrepreneurs in technology based Eco System #2: Private Organizations Recommendations New Idea §-- Encourage entrepreneurs in technology based company in Kayseri to invite lead users when planning and designing new products. Lead users support innovation at the leading edge of markets where demand is both small and uncertain. (Lead user innovation / method) §-- Recognize that innovative idea often comes from the change of environment – bankrupcies, end of lifelong employment and that outside pressure helps innovative idea (For instance, De-regulation, Corporate governnance) §-- They should advise that entrepreneurs can create a positive climate for innovation and change in technology based companies. To do this requires sustained top level commitment. Finance and Funding §- Support that entrepreneurs can deploy & join in network of venture capitalists in foreign countries. §- They should advise that entrepreneurs in Kayseri should have relationship with single large investor, who has Patient, Money, Deep Pockets, Market knowledge, Market presence, Distribution. Business Plan Marketing §- They should advise that KOSGEB set ten customers as target in starting up company clearly when estimating and judging business plans. Encourage entrepreneurs to know competitor’s environment. §- They should advise that KOSGEB’s business plan judges should focus on Customer needs & Value Proposition, Sustainability, Team. §- Encourage that technical people learn marketing and business management and that marketing people get technical skill too. Skills and Experience §-- Encourage that talented people can have training to know markets and people in those markets while selling products. Short Term (1 -2 yrs) IBM Corporate Service Corps : Turkey Team 6 Mid Term (2 -5 yrs) Long Term (>5 yrs) © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #3: Universities and Institutions Universities Meliksah University, E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #3: Universities and Institutions Universities Meliksah University, Erciyes University Youth Club Stakeholder Success Enablers Media Campaign Role Model l Entrepreneurship Education l Networks l Motivation & Entrepreneurship skills l Business Management Training Market development l Access to counseling l Technical Assistance l Access to finance l Business skills & support l Faculty Training Enhance faculty support l Industry-Academia Partnerships l Access to Market l Information Provisioning l Enabling Environment IBM Corporate Service Corps : Turkey Team 6 l © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #3: Universities and Institutions Current Issues Analysis E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #3: Universities and Institutions Current Issues Analysis Category As-Is Issue Motivation and Entrepreneurship skills § Risk Averse Mindset of students § Indirect involvement of University, Teknopark and KOSGEB in E-Club § E-Club Activities include Industry Seminars, lectures by Entrepreneurs and creating activity report or newsletters § More emphasis on theory than practical training § Student awareness and exposure is low § Limited life and work experiences § Limited financial resources § Limited networks and contacts § Limited exposure to relevant role models § A lack of credibility often due to age discrimination (Age: 26 – 30) Business skills and support § No formal Entrepreneurship course offered by Erciyes University. § A single Entrepreneurship credit course offered by Meliksah, University. § Lack of management qualifications § Lack of formal work experience § Lack of managerial experience Enabling Environment § Erciyes Youth Entrepreneurship club started in 2004 in business administration faculty. Currently extended to all departments and has 400 members § E-Club collaborates with 18 universities § Students have social awareness and do activities like blood donation, fund raising for earthquake § E-Club organized e-commerce training by York Trade consultant § Existing enterprises at early development stage § Most entrepreneurship Clubs are low on experience (< 5 yrs old) Less financial, social, human capital programmes § Multiple disparate University youth clubs working in silos § E-Clubs lack long term strategy/vision IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #3: Universities and Institutions Recommendations Promotion of E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #3: Universities and Institutions Recommendations Promotion of Entrepreneurship § Create One Stop Shop – Online Entrepreneurship Web portal § Raise awareness by use of Social networking sites, Media campaigns, internet § Stimulate Entrepreneurial motivations and competencies and change the youth mindset Entrepreneurship Education § Develop a dedicated University curriculum for Entrepreneurship education § Increase University faculty engagement in student entrepreneurship skills development program § Incorporate entrepreneurship education at all levels of education Small Business Support Association § Encourage Joint Ventures and Business expansion programmes § Encourage Private sector involvement and business linkages § State universities and Private Universities should focus on improving infrastructure for entrepreneurship Mentoring and Coaching § Collaboration among University, youth council, TUSIAD, GESIAD, MUSIAD, YEC, TOBB and Tubi. Tak § Collaborate with KOSGEB to provide funding awareness and opportunities to students § Interlink to other local and global universities and youth councils Professional Development for Business Advisors § Conduct Business Incubators, Basic Microenterprise Trainings and Workshops § Boost private sector business development services § Orientation for all Professional Actors by increasing awareness about industry and technology trends Networks and Associations § Establish Direct link to KOSGEB and entrepreneurship cells § Create Union of all Kayseri/ Turkey University youth entrepreneurship clubs § Develop cross university networks and entrepreneurial teams Short Term (1 -2 yrs) Mid Term (2 -5 yrs) IBM Corporate Service Corps : Turkey Team 6 Long Term (>5 yrs) © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #3: Universities and Institutions Global Examples Netherlands E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #3: Universities and Institutions Global Examples Netherlands Five-phase entrepreneurship education model supported by Dutch Government : § Phase 1 – Primary Schools: First experience with entrepreneurship Students are introduced to the notion of entrepreneurship as an option. At this stage, students learn in a playful way to develop their talents and general skills like working in groups and orientation to production. § Phase 2 – Secondary Schools: Consciousness of Skills Autonomous forms of learning are used to enhance consciousness and insight about what they know and what they do not know. § Phase 3 – Creative Applications and Enrichment of Experiences: Students are introduced to product orientation, learning by experience, and elements of competition. This may include minienterprises. § Phase 4 – Preparation and Real Start-Up: Interest in entrepreneurship should be raised in this phase through real start-up with the support of education institutions. § Phase 5 – Growth and Innovation: Expanded support in the form of finance, personnel, knowledge, and networks is important in this phase. 60 South Africa Youth-specific Business Development Services programme in South Africa § The Business Establishment and Sustainability Programme (BESP) Started in 1993 by the Centre for Opportunity Development (COD). The primary goal is to provide unemployed youth and assist them to establish and run sustainable enterprises. This is achieved through theoretical and practical business training, business plan development assistance, facilitating access to credit, business startup assistance, business mentoring and counseling and business after-care and support. § The Business Now Programme Run by the Education with Enterprise Trust based in the Free State province. Its objective is to support young people to seek opportunities in self-employment. § The School Leavers Opportunity Training (SLOT) Programme Founded in 1980 and seeks to empower out-of-school and out-ofwork youth between the ages of 18 and 29. The rationale underlying the SLOT programme is the assumption that school leavers from disadvantaged communities, requires a series of integrated and holistic interventions in the transition from school to work. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #4: Communities and Councils Yeouth entrepreneurship Council E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #4: Communities and Councils Yeouth entrepreneurship Council (YEC), GESIAD Stakeholder Success Enablers Industry Academia Partnerships Incubators l Clusters and Networks l Collaboration & Partnerships Training Informative advice & counseling Market Access IBM Corporate Service Corps : Turkey Team 6 l Technology Upgrading Intellectual Property Rights Training l Faculty Enablement Boot camps l l Mentoring Networking l Campaigns, Awards and Events l l Raising Awareness Outreach to market constituencies l Reduce entry and exit barriers l l © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #4: Communities and Councils Current Issues Analysis E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #4: Communities and Councils Current Issues Analysis Category As-Is Issue Collaboration and Partnerships § Youth Entrepreneurship Council started in March 2010 in collaboration with TOBB § Council has 7 working groups : - Development of Entrepreneurship - Training - Legislation Follow up - Internship - Social - Foreign Relations and Trade - Information Technology § Numerous youth entrepreneurship councils working in silos § Lack of long term strategy for youth councils § Some of the councils are very young (YEC) § Lack of business management experience and skills § Lack of strategic alliance between microenterprise, trade associations, marketing bodies and universities § Lack of ability to source relevant and appropriate business related information § Lack of general management, financial management and accounting skills, market research and marketing skills. Informative advice and counseling § Council provides Business plan consulting § Council provides Practical training by apprenticeship § Traditional values influence the relationship between older and younger people. § No strong links to University councils to provide business support § Lack of support , networking and mentoring § Lack of Exposure to entrepreneurship Training § Council Conducts Seminar on Entrepreneurship § Conducts Coaching program on basic entrepreneurship skills § Lack of Financial Literacy Programs and start up capital knowledge § Lack of basic Microenterprise training § Lack of vocational training Market Access § Raises Awareness about Government resources available § No professional system in place to inform about venture capitalists and funding options § Lack of awareness about business opportunities IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #4: Communities and Councils Recommendations Establishing an E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #4: Communities and Councils Recommendations Establishing an appropriate institutional structure § Need long term strategy/vision/mission in place § Should encourage networking with alumni / successful entrepreneurs § Need strategic alignment with University E-Cells, Government Agencies and Corporate Mentoring § Provide Early Exposure to role models and case studies § Build strong links to youth clubs in Erciyes, Meliksah and other Turkey Universities § Develop networks and entrepreneurial teams Coaching § Deliver Lectures/Training/Counseling and business plan development § Support Internship/Apprenticeship to provide real world, practical training § Should work with Universities for curriculum development and consulting Collaboration & Partnership §Collaborate with Tekno. Park, TUSIAD, GESIAD, MUSIAD and TOBB § Collaborate with KOSGEB, Tubitak to provide funding to students § Build relationship with other local and global universities and councils Social & Professional development § Should work with Techno. Park and promote research ideas §Support IT enablement and create Technology awareness § Support Education system and provide optimistic inputs Market Access §Help in identifying business opportunities and potential new markets §Reducing the inception period for new enterprises §Eliminating barriers to entrepreneurship by creating awareness Short Term (1 -2 yrs) IBM Corporate Service Corps : Turkey Team 6 Mid Term (2 -5 yrs) Long Term (>5 yrs) © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #4: Communities and Councils Communities & Councils E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #4: Communities and Councils Communities & Councils Global Examples Australia Finland Promoting Young Entrepreneurs Programme Entrepreneurship education in Finland Aims to encourage a new generation of entrepreneurs and to publicly recognize those individuals and organizations that have contributed to Australia’s entrepreneurial foundation. It is defined in two ways: It has four elements : § § 64 A Winners Dinner to celebrate individual achievement Case Studies of successful young entrepreneurs Business Plan Competition in schools A working alliance with the Young Entrepreneurs’ Organization (YEO). § Internal entrepreneurship – related to improving creativity, flexibility, courage, cooperation skills, achievement, motivation and generally thinking and acting as an enterprising person. § External entrepreneurship – related to the production of goods and services, that is, setting up and running one’s business. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #4: Communities and Councils Communities & Councils E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-System #4: Communities and Councils Communities & Councils Global Example for Institutionalization National Entrepreneurship Network Organization Structure Foundation Corporates VCs Angels NEN Trust Vision / Mission / Core Values / Strategy Faculty Members Mentors SMEs Strong alignment University E - Cells Vision / Mission / Core Values / Strategy Government Institutions Vision / Mission / Core Values / Strategy NEN represents India’s largest and most dynamic community of new and future high-growth entrepreneurs, with over 70, 000 members in 30 cities All the stakeholders look at young entrepreneurs through NEN’s overall capability and brand. Vision/Mission/Core Values/Strategy of E-Clells, Governement Institutions strongly aligns with that of NEN IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Overall Eco-System: Global Example Communities & Councils Taiwan E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Overall Eco-System: Global Example Communities & Councils Taiwan § 78% of labor force employed in SME sector and the self-employment rate is equally high (21. 5%). § The entrepreneurship culture is more firmly rooted from families and small business than from the education system. SMEs are regarded as incubators for employees to gain support, knowledge and skills to start their own business usually with the support of their bosses. Eventually, the former employee-turned entrepreneur becomes a customer or a supplier. Taiwan has nationally established commissions on youth entrepreneurship development to complement private initiatives. § The National Youth Commission This organization was established in 1966 and has complemented many programmes involving youth guidance. In 1972 it established the Youth Industrial Parks to provide the youth the environment to open factories. It still runs the Youth Enterprise Loan Scheme startups for recipients between 20 and 45 years, as well as the Young Entrepreneurs Award Programme. § Chinese Youth Career Development Association (CYCDA) Established in 1964, the goal of this body is to exchange career development experiences, and promote youth cooperation, networking and social activities. Current membership is 7000 and over 10 000 entrepreneurs have participated in its programmes including: (i) Start up loan of up to NT 12 million to young people (23 -45) to start a business. There is a grace period of up to one year during which the young client pays only interest, and repayment can extend up to 10 years. (ii) Two industrial parks for young entrepreneurs (iii) Courses and instructions for young people, offering over 1000 training programmes a year (iv) Commercial information, management publications and opportunity information § (SMBCGF) start-up Loan Guarantees for Young Entrepreneurs The Small and Medium Business Credit Guarantee Fund (SMBCGF) offers guarantees for start up loans to young entrepreneurs applying up to NT$ 4 million for a manufacturing business, NT$1. 4 million being secured as collateral. It is given as a personal loan with a two-year grace period. Evaluation results suggest that this programme is cost effective. IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-system Overview ORAN, Chamber of Commerce should be E WHAT IS YOUTH ENTREPRENEURSHIP ECO-SYSTEM Eco-system Overview ORAN, Chamber of Commerce should be working in collaboration with all institutions including Tekno. Park, YEC and Universities which seek to promote entrepreneurship and innovation. #1: ORAN / Chamber of Commerce / KOSGEB #2: Tekno. Park IBM Corporate Service Corps : Turkey Team 6 #4: Youth Entrepreneurship Council (YEC) #3: Erciyes University, Meliksah University © 2011 IBM Corporation

Agenda A Introduction B Why Youth Entrepreneurship C Who Is Youth Entrepreneurs D What Agenda A Introduction B Why Youth Entrepreneurship C Who Is Youth Entrepreneurs D What Enable Youth Entrepreneurship E What Is Youth Entrepreneurship Eco-System F Overall High-Level Recommendation G Appendix IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

F OVERALL HIGH-LEVEL RECOMMENDATION Execution Plan According to Priority Short Term (1 -2 Years) F OVERALL HIGH-LEVEL RECOMMENDATION Execution Plan According to Priority Short Term (1 -2 Years) Mid Term (2 -5 Years) Long Term (> 5 Years) Enhance Access To Information - Establish a Web Portal - Raise awareness using Social Networking sites - Create Newsletter / Journals - Promote Tekno. Park through information / advertisement campaigns, personal visits, seminars & conferences Support Institutionalization of Youth Entrepreneur Councils / Associations - Follow examples from other developing nations (example: National Entrepreneurship Network from India, The Indus Entrepreneurs by Indians around the world) Change Mindset - Stimulate entrepreneurial motivations and competencies among youth - Increase exposure to more success stories and role models from real life youth entrepreneurs Build Entrepreneurship skills and Training - Provide Business Plan Development Support - Incorporate entrepreneurship education at all levels of education - Encourage English lessons for Business to reach International market Provide Regulatory Reforms and Streamlining - Put regulatory and licensing processes on-line - Use one stop shop for business and licensing models Go Global - Interlink with other local / global universities and youth councils - Follow International Best Practices for Eco-System Encourage Industry Academia Partnerships - Mentorship and Business Incubators - Incorporate industrial internship programs into university curriculum - Develop networks and entrepreneur teams Build Vision / Mission / Values / Strategy / Action Plans for all Stakeholders - Strategic Alignment with University Entrepreneur Clubs with government agencies and corporate Provide Awareness of Industry Trends and Innovation - Help in identifying business opportunities and new markets - Increase awareness about technology trends and research from established international companies IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

F OVERALL HIGH-LEVEL RECOMMENDATION Next Step § The recommendations laid out in the preceding F OVERALL HIGH-LEVEL RECOMMENDATION Next Step § The recommendations laid out in the preceding slides are just the first steps in helping ORAN in achieving its goals for youth entrepreneurship in Kayseri. § To be successful in its endeavours, the management has to draw up an action plan to execute the recommendations. It is essential that an action group of key stakeholders decide on how the recommendations will be carried out and the order in which the problems will be approached. § This group also needs to determine the criteria of success for each option on the achievement of which the objective will be said to have been met. Continuous engagement will be required from this core group to set goals and then see that efforts are being made to meet them. § In case a strategy falters or is not showing good results, continuous follow up is required to reformat it. Specifically, the following needs to be done as way forward: § Implement strategic choices – Review strategic options and identify how success will be measured – Determine priority of execution – Establish a clear time frame for completion of each activity – Assign responsibility for execution to key stakeholders – Establish meeting cadence for status reviews and follow up § Evaluate success – Evaluating effectiveness of strategy on an ongoing basis Ø To determine if new direction needs to be provided Ø To review measures of success IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

Agenda A Introduction B Why Youth Entrepreneurship C Who Is Youth Entrepreneurs D What Agenda A Introduction B Why Youth Entrepreneurship C Who Is Youth Entrepreneurs D What Enable Youth Entrepreneurship E What Is Youth Entrepreneurship Eco-System F Overall High-Level Recommendation G Appendix IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

G APPENDIX Appendix A - Free Web Resources SME tools powered by IBM (for G APPENDIX Appendix A - Free Web Resources SME tools powered by IBM (for U. S. and India) § http: //www. smetoolkit. org/ § http: //india. smetoolkit. org/ Generic knowledge about business plans § http: //www. nenonline. org/recommended-videos/list § http: //www. nenonline. org/gurukul/writing-business-plan-part-1 § http: //www. nenonline. org/recommended-videos/list Sales § Finding prospects: http: //www. powerhomebiz. com/vol 52/prospects. htm § Make the sale: http: //www. ehow. com/how_2060235_make-sale. html § Negotiating: http: //en. wikipedia. org/wiki/Negotiation § Presentations: http: //india. smetoolkit. org/india/en/content/en/427/Hone-Your-Sales-Presentation-Skills § Sales Techniques: http: //www. siliconindia. com/videos/Sales_techniques_for_success-vid-1657. html § Closing the sale: http: //www. link-mail. com/31560. html IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

G APPENDIX Appendix B - Literature § The Portable MBA in Entrepreneurship, Fourth Edition G APPENDIX Appendix B - Literature § The Portable MBA in Entrepreneurship, Fourth Edition by William D. Bygrave and Andrew Zacharakis (eds) John Wiley & Sons © 2010 § Marketing IT Products and Services by Jessica Keyes Auerbach Publications © 2010 Has CD Content § The Business Plan Workbook: The Definitive Guide to Researching, Writing Up and Presenting a Winning Plan, 6 th Edition by Colin Barrow, Paul Barrow and Robert Brown Kogan Page © 2008 § Enterprise Planning and Development: Small Business Start-up, Survival and Development by David Butler Butterworth-Heinemann © 2006 § Business for Beginners: From Research and Business Plans to Money, Marketing and the Law by Frances Mc. Guckin Sourcebooks © 2005 § The Upstart Guide to Owning and Managing a Bar or Tavern, Second Edition by Roy S. Alonzo Kaplan Professional © 2006 IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation

IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation IBM Corporate Service Corps : Turkey Team 6 © 2011 IBM Corporation