1. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 METHODOLOGY OF TRANSLATING BUSINESS NEEDS INTO TRAINING OBJECTIVES Field research Literature review Synthetic diagnosis-Methodology Development  Through this stage a methodological framework was developed for designing training packages and programs which can meet business needs.

2. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 EXISTING CONDITION ANALYSIS PRIMARY RESEARCH SECONDARY RESEARCH TRAINING NEEDS OF ENTERPRISES TRAINING OBJECTIVES TRAINING PROGRAMS TRAINING NEEDS OF PROSPECTIVE BUSINESSMAN OR PROFESSIONALS

3. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 At first we registered and analyzed the following: 1.CONTEMPORARY BUSINESSMAN’S PROFILE 2.THE FEATURES OF THE CULTURAL AND SOCIAL ENVIRONMENT OF ENTREPRENEURSHIP IN GREECE 3.THE FEATURES OF THE REGION’S TARGET GROUPS 4.THE OBSTACLES WHICH THE TRAINEE MAY FACE DURING HIS ENTRANCE IN THE LABOUR MARKET 5.THE TRENDS OF REGIONAL ECONOMY AND BUSINESS ACTIVITY 6.THE BUSINESS NEEDS Then, based on the above data we designed training programs

4. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007

5. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 Why vocational training constitutes a determinant factor in the South Aegean?  It is highly essential for practicing business activity  The training level in the sector of tourism in the region is below the average  Due to the geographical isolation of the area the provision of training becomes difficult.

6. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 PROCESS OF TRANSLATING BUSINESS NEEDS INTO TRAINING OBJECTIVES AND INDIVIDUALIZED INTERVENTION PLANS HOW? Through the stage of business needs analysis all the necessary information is acquired in order to translate a business need into a training objective; and respectively leads to either the design of a training program or the provision of consultative support in order to meet that certain business need.

7. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 PROCESS OF TRANSLATING BUSINESS NEEDS INTO TRAINING OBJECTIVES AND INDIVIDUALIZED INTERVENTION PLANS HOW? The model of business and training needs analysis combines simultaneously top-down and bottom-up approaches in order to define the gap between supply and demand

8. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 STEPS Development of a training strategic plan of the enterprise based on its vision, its strategy and the priorities set by the management group Demands collection on behalf of the enterprise concerning training, stating the real needs. Analysis of the required knowledge, skills and attitudes for job placements,

9. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 STEPS Analysis of the trainees’ qualification: In fact the trainee’s KSA is being evaluated in order to discover any possible insufficiencies and train on them if necessary. Comparison between “supply and demand” of qualification; gap analysis and definition of training objectives.

10. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007

11. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 The collection of the above data can be achieved as follows: Knowledge, Skills and Attitudes analysis: Based on entrepreneurs who have a good and proven knowledge of their subject, a list about Professional Characteristics and Demands is drawn up.

12. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 Posed Questions: –Which are the characteristics of a good and a bad employee in all work tasks? –Think of an employee who can achieve your business objectives better than the others. Which are the points that make him standing out? –…………………

13. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 Posed Questions: ………………… –Try to remember specific examples showing an employee’s efficiency or inefficiency in your business. Then mention the reasons for each case. –What is it that you would like your trainee to learn during the training program which would make him efficient?

14. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 Evaluating qualification: Essential: this knowledge or ability is absolutely required for the efficiency of the project and without having it, nobody can accomplish this task. Reinforcing: this knowledge or ability reinforces efficiency; this certain task could be accomplished even without this knowledge or ability but it would be more difficult and time-consuming. Irrelevant: This knowledge or skill is not necessary for the accomplishment of this task and its appearance does not improve performance in the project.

15. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 Business Profile (e.g. Salesman) Knowledge / skill / ability (e.g. ability of providing technical information while communicating with the customer) Profile’s demands (e.g. provision of instructions to customer about return of products, etc.) Examples of “good”attitudes (e.g. to be patient and to answer in detail all customer’s answers) Examples of “bad” attitudes (e.g. not understanding what the customer asks him about and being short- tempered)

16. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 INNOVATION Focus group between businessmen and trainees for shaping the content of the training course and develop a mutual confidence

17. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007

18. Matching Supply & Demands: Network for Sectoral Approach to Qualifications in Tourism at European LevelGlasgow, 15 – 16 November 2007 Thank you!