Key Account Manager

Key Account Manager

É un percorso di accompagnamento dedicato alle imprese regionali vincitrici dello SME Instrument.

ASTER, in qualità di partner della Enterprise Europe Newtork, supporta l'impresa nell'individuare il coach più adatto alle sue esigenze.


Infatti, le imprese vincitrici dello SME instrument possono usufruire di una serie di giornate di coaching gratuito: 3 giornate in FASE 1 e 12 in Fase 2, FET-Open e Fast track to Innovation.

E' possibile usufruire di 3 tipologie di coaching:

Business development: si focalizza sull'identificazione, analisi e valutazione delle potenzialità di business e lo sviluppo del marketing mix;
Organizzazione: si concentra sul mobilitareaimed at mobilizing the resources of the SME to ensure the efficiency and performance of the company’s organisation;
Cooperation: to support SMEs in planning and implementing innovation partnerships and project consortia.

Become a coach

Getting a coach

The Enterprise Europe Network acts as an intermediary in the coaching scheme. The role of Enterprise Europe Network is to help the SME to identify challenges and coaching needs, and to support the SME in selecting a coach. The Project Officers will facilitate contacts between the SMEs and Enterprise Europe Network while the grant agreement is being signed.

In each region there’s a person at Enterprise Europe Network – the Key Account Manager (KAM) – ready to help the beneficiaries identifying the challenges they face, their coaching needs and also selecting the most relevant coaches.

The Key Account Manager ensures that an SME Instrument beneficiary receives the most appropriate services and support to optimise the exploitation of its innovation project. The aim is also to leave the SME with a footprint for future sustainable growth.

The key activities of the KAMs are the following:

Conducting a needs analysis together with the SME to identify the potential barriers to future growth and to define the priorities for coaching;
Proposing coaches with profiles matching the SME needs and support the SME in the selection process;
Ensuring that all relevant additional support from the regional innovation eco-system is introduced to the SME.
Identifying the next steps to help the SME on their growth trajectory.

Depending on the challenges the SME is facing and on their priorities, the coach will deliver one of the three following services:

Business development: identification, analysis and evaluation of potential business opportunities, the definition of business segments and the development of an effective marketing mix including the monitoring of  its implementation;
Organisation: mobilize all the resources of the SME to ensure the efficiency and performance of the company;
Cooperation: support SMEs in planning and implementing innovation partnerships and project consortia

Building a community of coaches

For the coaching scheme to be successful, a learning community of coaches has been established with the view of continuously improving the coaching services provided to SMEs. Coaches are also fully part of the EIC Community Platform.

List of coaches that have worked for the SME Instrument beneficiaries (Last update: October 2016)