Deficits in intercultural skilling

SMEs still lag behind in terms of international marketing / Fitness training for the global market by means of a checklist International professional activity calls for international qualifications, and German SMEs? are to a certain extent lagging behind in this respect. In the context of its research project 'Qualificational development of internationally operational professionals in SMEs?', the Federal Institute for Vocational Training (BIBB) has conducted a survey and subsequently drawn up guidelines to help SMEs? assess their starting position and select effective instruments to increase their international business success.

The survey conducted among 30 international players showed that successful companies have a workforce with good language skills whose self-initiative in foreign language learning is supported by individual instruments, e.g. language courses/tours, or individual training programmes. However very few SMEs? offer their employees continuing training programmes. Although these firms regard intercultural skills as necessary, not only at management level but also among their staff in general, they do not do enough in terms of training their workforce at this level. Deficits are above all handled by exchanging staff and paying more attention to experience abroad when recruiting new employees.

German SMEs? enjoy a considerable international reputation in terms of product competence and specialised knowledge. However their greatest weakness is international marketing and a lacking knowledge of international client behaviour. 'Net skills' - purchasing and sales, marketing and communication on the Internet - are becoming increasingly important. Correct use of different mobility instruments such as a personal conversation, the telephone, fax, e-mail or videoconferencing has to be learned as do Net-based learning and confidence-building in the worldwide communication via the Net with people from different cultures.

The analysis of the results of the survey combined with a checklist helps SMEs? as yet inexperienced in the international business world to clarify basic issues on the qualification and motivation of their firm with a view to entering the international business arena.

The publication on strategies to qualify SMEs? for the international business world entitled 'Internationalisierung des Mittelstandes. Strategien zur internationalen Qualifizierung in kleinen und mittleren Unternehmen - Mit einer Checkliste zu Qualifikationen für die Internationalisierung' by Ekbert Hering, Waldemar Pförtsch and Peter Wordelmann is available (in German only) from: W. Bertelsmann Verlag GmbH? & Co. KG, Postfach 100633, D-33506 Bielefeld, Tel. (49-521) 911 01 11, Fax (49-521) 911 01 19, e-mail: bestellungen@wbv.de, price EUR 17.