DR. HUSNIYAH BT. ABD. RAHIMBILIK A2-14

Jabatan Pengurusan Sumber & Pengajian Pengguna

Fakulti Ekologi Manusia

At the end of the session, students should

be able to:

Identify the key competencies and

characteristics of successful entrepreneurs

Identify entrepreneurial competency

based on self-rating questionnaire

The term entrepreneurial competencies refers to the

key characteristics that should be possessed by

successful entrepreneurs in order to perform

entrepreneurial functions effectively

•A scientific research conducted by a

research team (McBer & Co.)

•Headed by Chief Psychologists David C.

McLelland from Harvard University

•Respondents were successful entrepreneurs

•The outcome was a set of competencies

which are common to all successful

entrepreneurs

Entrepreneurial Competencies1. Initiative2. Sees and acts on

opportunities3. Persistence4. Information seeking5. Concern for high quality

of work6. Commitment to work

contract

7. Efficiency orientation8. Systematic planning9. Problem-solving10. Self-confidence11. Assertiveness12. Persuasion13. Use of influence

strategies

•The entrepreneur shall be able to take actions that go beyond his job requirements & to act faster.

• he is always ahead of others & able to lead the business or industry.

•Eg. Does things before being asked or compelled by the situation

•Acts to extend the business into new areas, products or services

•An entrepreneur always search for and takes action on

opportunities

•Eg. Sees and acts on new business opportunities

•Seizes unusual opportunities to obtain financing,

equipment, land, workspace or assistance

•An entrepreneur is able to make repeated effort or to

take different action to overcome an obstacle that gets

in the way of reaching his or her goals

•Eg. Takes repeated or different course of action to

overcome a problem or obstacle

•Never give up easily

•An entrepreneur is able to take action on how to get information in order to help the business to achieve its objectives or to solve business problems

•Eg. Conduct personal research on a product or service

•Consult experts or relevant authorities to get relevant information

•Personally undertakes market research, analysis or investigation

•Uses contacts or information to obtain useful information

•An entrepreneur acts to do things that meets a certain standard of excellence which gives him greater satisfaction

•Eg. Takes a desire to produce or sell a talk or better quality product or service

•Compares own work or own company’s work favourably to that of competitors

•High quality would ensure repeated purchase from existing customers and opportunity to get new customers

•An entrepreneur places the highest priority to job

completed according to the dead line

•Eg. makes personal sacrifices or expend extraordinary

effort to complete a job

•Accept full responsibility for problems in completing a

job for customers

•Expresses a concern for satisfying the customers

•A successful entrepreneur always finds ways to do things faster, using fewer resources, and keep cost low

•Eg. Looks for or finds ways to do things faster or at lesser cost

•Uses information or business management tools to improve efficiency

•Expresses concern about costs versus benefits derives from any improvement, change or course of action

•Personally undertakes market research, analysis or investigation

•An entrepreneur develops and used logical, step by step

plan to reach his or her business goals

•Eg. Plans by breaking a large task down into smaller tasks

•Develops alternative plans which anticipate obstacles

•Evaluate among available alternatives

•Takes a logical and systematic approach in the planning

activities

•A successful entrepreneur identifies new and

potentially unique solution to solve business problems

which could affect the business objectives

•Eg. Switches to an alternative strategy to overcome

problems

•Always generates new ideas or innovate solutions

•A successful entrepreneur has a strong belief in one-

self and own abilities

•Eg. Expresses confidence in own ability to complete a

task or meet a challenge

•Sticks with own judgment in the face of opposition or

lack of success

•An entrepreneur confronts problems and issues with

others directly

•Eg. Confront problems with others directly

•Tell subordinates what is expected of them

•Reprimands or discipline those who fails to perform as

expected

•An entrepreneur should be able to persuade or influence other mobilising resources, obtaining inputs, organising productions and selling of his products or services

•Eg. Convince someone to buy a product

•Convince someone to provide financing

•Assert own competence reliability or other personal or company qualities (testimony)

• Assert strong confidence in own company’s products or services

•An entrepreneur is able to make use of influential

people to reach his business goals

•Eg. Acts to develop business contacts

•Uses influential people as agents to accomplish own

objectives (getting contracts)

•Selectively limits the information given to others

•Uses permissible strategy to influence or persuade

others