Copyright © International Labour Organization 2004First published June 2004

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Susanne Bauer, Gerry Finnegan and Nelien Haspels

Gender and Entrepreneurship Together: GET Ahead for Women in Enterprise: Training Package and Resource Kit,Bangkok, Berlin and Geneva, International Labour Office, 2004

English version: Print: ISBN 92-2-115807-1, Web version, pdf: ISBN 92-2-115808-X

Will also be made available in:

Chinese version: Print: ISBN 92-2-515807-6, Web version, pdf: ISBN 92-2-515808-4

Khmer (Cambodian) version:Print: ISBN 92-2-815807-7, Web version, pdf: ISBN 92-2-815808-5

Laotian version: Print: ISBN 92-2-815863-8, Web version, pdf: ISBN 92-2-815864-6

Vietnamese version: Print: ISBN 92-2-815809-3, Web version, pdf: ISBN 92-2-815810-7

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For information on how to obtain this publication, write to the Regional Office for East Asia and the Pacific, 11th floor,United Nations Building, Rajdamnern Nok Avenue, Bangkok, 10200 Thailand; fax: +66 2 288 3062;e-mail: libroap@ilo.org. For the web version, visit our web site: www.ilo.org/asia/library/pub4.htm. Catalogues and listsof forthcoming ILO publications are available free of charge from the same address. __________________________________________________________________________________________

Cover design and illustrations: Arita CharoensukLay-out design: Supinda Mongkhonsuksawat and Louis Boonsinsukh Printed in Thailand

GET Ahead for Women in Enterprise i

FOREWORD 1ACKNOWLEDGEMENTS 3PART 1 TRAINING INTRODUCTION 5Chapter 1 Aims and Strategies: Why, What, Who and How 7Chapter 2 Training Content and Structure 9Chapter 3 Tips for Trainers 11Chapter 4 Hints for Organizing 15

PART 2 TRAINING MODULES AND EXERCISES 23Module 1 Basics on Gender and Entrepreneurship 25Module 1.1 Introduction of Training Programme and Participants 27Exercise 1 Introduction: What, How and Who 29Exercise 2 Matching Expectations and Contributions 39

Module 1.2 Gender Equality Promotion: The Life Cycle of 41People and Enterprises

Exercise 3 Gender Equality Promotion: Sexy Relay Race 43Exercise 4 The Life Cycle of People and Enterprises 49

Module 2 The Business Woman and Her Environment 67Module 2.1 The Business Woman: She Can Do It 69Exercise 5 Discovering the Top 10 Traits for Business Success 71Exercise 6 SMART Self-Assessment 83Exercise 7 The Top 10 Traits of Pham (optional) 91

Module 2.2 The Business Environment: She is Not Alone 97Exercise 8 Business-Building in Her Environment 99Exercise 9 Her Business in Her Community: 109

Business Mapping Exercise 10 The String Ball Network 113Exercise 11 The Web of Relations (optional) 117

Module 3 The Business Project 125Module 3.1 Business Ideas, Opportunities and Challenges 127Exercise 12 Business Idea Brainstorming 129Exercise 13 Micro-Screening of Business Ideas 139Exercise 14 Many in One (optional) 145

Module 3.2 Marketing 149Exercise 15 Introduction to Marketing: The Case of Ms. Tem 151Exercise 16 Marketing Mix Board Game 157Exercise 17 How to Sell with Success 187Exercise 18 Mini Market Study 193

Module 3.3 Production, Services and Technology 201Exercise 19 All It Needs to Create a Product or Service 203Exercise 20 More and Better Products: The SCAMPER Model 217

Module 3.4 Finance 223Exercise 21 Managing Your Money 225Exercise 22 Costing and Pricing 235Exercise 23 Book-Keeping Tools 245

Contents

GET Ahead for Women in Enterprise ii

Contents

Module 4 People, Organization and Management 265Module 4.1 Management of Self and Others 267Exercise 24 Management of Self and Team Work 269Exercise 25 Management in an Individual, 277

Family or Group BusinessExercise 26 The Family Business: Sharing Work, 281

Decision Making and IncomeExercise 27 The Trust Walk (optional) 289

Module 4.2 Business Support and Networking 291Exercise 28 Business Networking 293Exercise 29 Institutions and Services for Women Entrepreneurs 301Exercise 30 Group Formation (optional) 305

Module 4.3 Action Planning for Your Business 311Exercise 31 Business Planning for Women in Enterprise 313Exercise 32 Evaluation and Follow-up to GET Ahead for Women 323

in Enterprise

PART 3 SOURCES FOR FURTHER READING 327Chapter 1 Background Paper: Gender and Entrepreneurship 329

Together: GET Ahead for Women in EnterpriseChapter 2 Quick Reference Guide: Business and Financial Terms 341Chapter 3 Publications and Web Links 347

GET Ahead for Women in Enterprise iii

Contents

LIST OF TRAINING AIDS

PART 1 TRAINING INTRODUCTION

Chapter 4 Hints for Organizing1. Model for a GET Ahead Training of Trainers’ 19

(TOT) Workshop of 5 days2. Model for a GET Ahead Workshop for 20

Entrepreneurs of 5 days3. Example Nomination Form: Participant Profile 21

for TOT Workshop4. Example Nomination Form: Participant Profile 22

for Workshop with Entrepreneurs

PART 2 TRAINING MODULES AND EXERCISES

Module 1.1 Introduction of Training Programme and Participants Exercise 1. 5. Information Note on GET Ahead 33Introduction: 6. The Business House 34What, How 7. Name game 35and Who 8. The Experiential Learning Cycle 37

Module 1.2 Gender Equality Promotion: The Life Cycle of People and Enterprises

Exercise 3. 9. Gender Equality Promotion: Definitions 1 46Gender Equality 10. Sex, Gender and Gender Equality: Definitions 47Promotion: Sexy Relay Race

Exercise 4. 11. Stages in the Life Cycle of People 57The Life Cycle 12. Gender Equality Promotion: Definitions 2 58of People and 13. The 5 Stages of Business 60Enterprises 14. The Life Cycle in Farming 61

15. The Flow of a River 6216. Questions for Group Work with Trainers (Option A) 6317. Questions for Group Work with Women 64

in Enterprise (Option B)18. The Life Cycle of People and Enterprises 65

Module 2.1 The Business Woman: She Can Do ItExercise 5. 19. The Top 10 Traits 78Discovering the 20. Instruction Chart 1 79Top 10 Traits for 21. Performance Chart 2 80Business Success 22. Performance Chart 3 (optional) 81

Exercise 6. 23. S-M-A-R-T Chart 88SMART 24. Inventory of Life and Business Objectives 89Self-Assessment

Exercise 7. 25. The Case of Pham 93The Top 10 Traits 26. The Top 10 Traits Revisited 96of Pham

Training Aids

GET Ahead for Women in Enterprise iv

Contents

Module 2.2 The Business Environment: She is Not AloneExercise 8. 27. Briefing Notes for Role-plays 104Business-Building in Her Environment

Exercise 9. 28. Example of a Village Map 112Her Business in her Community: Business Mapping

Exercise 10. 29. Proverb from Mali (West Africa) on ‘Working Together’ 116The String Ball Network

Exercise 11. 30. Example Map of the Business Environment 122The Web of 31. Spider 123Relations

Module 3.1 Business Ideas, Opportunities and ChallengesExercise 12. 32. Brainteasers 133Business Idea 33. Brainstorming: How to Do It 136Brainstorming 34. Selection Criteria for Business Ideas 137

Exercise 13. 35. Micro-Screening Chart 144Micro-Screening of Business Ideas

Exercise 14. 36. Many in One: Examples 147Many in One

Module 3.2 MarketingExercise 15. 37. The ‘Market’ picture 155Introduction to Marketing: The Case of Ms Them

Exercise 16. 38. Marketing Mix Board Game 160Marketing Mix 39. The 5Ps of Marketing: Summary Chart and Posters 161Board Game 40. Tips on the 5 Ps of Marketing 167

41. Game Cards (5 sets, one for each P) 169

Exercise 17. 42. Sales Dialogues 1 and 2: Handouts for Role-players 190How to Sell with Success

Exercise 18. 43. Key Questions in Market Research 197Mini Market Study 44. Questionnaire for the Mini Market Study 198

45. Example Marketing Questionnaire of Ms Sameth 199

Training Aids

GET Ahead for Women in Enterprise v

Contents

Module 3.3 Production, Services and TechnologyExercise 19. 46. Production Chart 207All It Needs to 47. Costs of Raw Materials List 208Create a Product 48. Labour Time List 209or Service 49. Costs of Tools and Equipment List 210

50. Fixed and Variable Costs 21151. Fixed and Variable Costs: Examples 21252. The Production Cycle: Production Business 21353. The Production Cycle: Service Business 21454. Process of Production List (optional) 215

Exercise 20. 55. The SCAMPER Model 221More and Better 56. The SCAMPER Chart 222Products: The SCAMPER Model

Module 3.4 FinanceExercise 21. 57. The ‘Private and Family’ Purse and the ‘Business Purse’ 231Managing Your 58. Managing Your Money 232Money

Exercise 22. 59. Chart for Cost and Price per Unit: Example of the 242Costing and Pricing ‘Healthy Orange Juice for All’, Business of Family Sawan

60. Chart for Cost and Price per Unit: Blank 24361. Cost Components (optional) 244

Exercise 23. 62. What is Record-Keeping 253Book-Keeping 63. Easy Book-Keeping Example: Blank 254Tools 64. Record Book, Example of Double-Entry 255

Record-Keeping: Blank65. Customer Account Record: Example of the Stationery Shop 256

of Oi and Somchai66. Profit & Loss Statement of the ‘Women Weaving 257

for Wealth’ Village Group Business67. How the Record-Keeping System Works 25868. The Cash Flow Chart 25969. Cash Flow Plan No 1 of Kokoi’s Trade Shop 26070. Cash Flow Plan No 2 of Kokoi’s Trade Shop 26171. Cash Flow Plan: Blank 26272. Key Learning Points on Financial Management 263

Module 4.1 Management of Self and OthersExercise 24. 73. Management Styles 274Management of 74. Review Form for Tower Building Management 275Self and Team Work

Exercise 25. 75. Help & Hinder Action Planning Matrix 280Management in an Individual, Family or Group Business

Exercise 26. 76. Case Study: The Business of Family Arai 283The Family Business: 77. Answer Chart for Case Study: The Business 285Sharing Work, of Family AraiDecision Making 78. Management of Family or Group Business: Inventory 286and Income

Training Aids

GET Ahead for Women in Enterprise vi

Contents

Module 4.2 Business Support and NetworkingExercise 28. 79. Group Businesses and Business Networking 296Business 80. Examples of Business Networks 297Networking 81. Your Experience and Planning for Future Networking: 299

Questions for Group Work82. Successes and Risks in Working Together 300

Exercise 30. 83. Model Constitution Format 309Group Formation

Module 4.3 Action Planning for Your BusinessExercise 31. 84. Risk Review Chart 317Business Planning 85. The Business Plan 318for Women in 86. Back Home Action Plan (BHAP) 319Enterprise 87. Business Action Plan 320

Exercise 32. 88. Example Evaluation Form for GET Ahead for 324Evaluation and Women in EnterpriseFollow-up to GET Ahead for Women in Enterprise

Training Aids

Financial assistance for the production of the Training Package and Resource Kit:GET Ahead for Women in Enterprise

Cooperating Agencies:

Development Cooperation Ireland Partnership Programme with the ILO

Government of Japan through support to the ILO/Japan Asian Regional Programme for Expansion of Employment Opportunities for Women.

Government of the United Kingdom through support to the International Programme on the Elimination of Child Labour

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or

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