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Nucleus-International.net
The Nucleus Counsellor
Tasks
Profile
Performance
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The Nucleus Counsellor : Tasks
Group
Counselling
Moderation
of meetings
Execution of
activities
Individual
Counselling
of members
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Tasks of the chamber counsellor
• To assist / support / counsel the CEO and the
board of directors
• To marketing / sell the services and activities of
the chamber
• To represent the chamber (not legally)
• To know the member entrepreneurs
• To identify the needs and wishes of the members
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Tasks of the chamber counsellor
• To move around in order to know service
providers for different sectors
– Consultants, technicians and institutions
(training, suppliers, research, etc.)
• To be a link between
– Chamber and enterprise
– Enterprise and knowledge sources / service providers
• To contribute to improve the
– Development of the member enterprises
– Development of the local economy
MOTTO : "I do not have an answer to everything,
but ... I know how andNucleus-International.net
where to look for them! "
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Profile of the chamber counsellor
• General
– General knowledge about business administration
and technologies
– To be a specialist on one subject may be an advantage
– Trained in counselling
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Entrepreneurial thinking
With maturity and responsibility
With empathy
Important: Positive attitude and ethics
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What qualifications
does a Counsellor need ?
• Experience with SMEs
• Able to work with people
/ in groups
• Open minded and willing
to learn
• Communication &
networking skills
• Entrepreneurial thinking
• Leadership qualities
• Analytical skills
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• Good public relation
competencies
• Confidence to face
challenges
• Computer literacy
• “Social intelligence” :
to perceive what happens
– in the minds of the
participants
– among the participants
and to react adequately
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Nucleus Counsellor : Tasks
• Stimulation and organisation of the
communication process amongst members
= Moderation
• Focal point: the group dynamic
• Objectives :
– High quality of the discussions
– Strong orientation towards goals
No confusion, no "blah blah blah .."
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Nucleus Counsellor : Tasks
• Strategy:
– Stimulate the identification of common problems and
ideas
– Stimulate the exchange of know-how,
experience and solutions among members
– Implementation of activities as defined
by the Nucleus members
 courses, visits to suppliers, trade fairs, etc.
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Nucleus Counsellor : Tasks
• Strategy:
– Direct the discussion to problems
which members can solve on their own
 internal causes – decision maker : SME
= great chance of success
– Avoid problems that members cannot
solve by themselves
 external causes – decision maker : others,
who are to be influenced = lobby
= less chances of success
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Nucleus Counsellor : Tasks
• At the “right” moment, the counsellor
– Participates actively in the discussion
– Contributes with
- questions,
- ideas,
Nucleus
- experiences,
- comparisons,
- proposals
= Counselling
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Nucleus Counsellor : Tasks
Observations:
• Group dynamics come first
• Moderation without
counselling is ineffective
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Nucleus Counsellor
Recurrent questions :
Why should the entrepreneur accept and
respect me as a helpful counsellor ?
What can I do to be accepted and respected
by the entrepreneur as a helpful counsellor ?
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Relationship between counsellor and
entrepreneur
• What to do to be accepted?
– Knowing to listen
– Being oriented to the needs of the entrepreneurs
– Perceiving the world with the "eyes" of the
entrepreneur
– Expressing empathy
– Speaking the “language” of the entrepreneur
– Showing responsibility and good judgment
Important: To show clearly the will and the ability
to help and support
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Relationship between counsellor and
entrepreneur
• What to do to be accepted?
– The more similarities in thinking the entrepreneur
perceives between him-/herself and the counsellor
the higher is the chance to accepted
– But a counsellor thinking exactly like the
entrepreneur does not serve!
 The entrepreneur will not get something “new”
through and from the counsellor
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Relationship between counsellor and
entrepreneur
• What to do to be accepted?
– The “input” of the counsellor is to break
the common / the “tunnel” thinking of the
entrepreneur
– The highest praise a Nucleus counsellor
can get from the Nucleus members is
S/he has good ideas!
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Relationship between counsellor and
entrepreneur
• Attitude
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Discreet / ethical
Reliable
Maintaining distance and independence
Being a “partner” within professional boundaries
(avoid personal advantages / influences)
– Being absolutely neutral between the Nucleus
members, treating all in the same way
– Efficient auto-organisation
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Relationship between counsellor and
entrepreneur
• Strategies
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Definition of responsibilities
Expression of selfconfidence
Development of alternatives / suggestions
But: Do not assume the entire execution of the
decided activities !!!
– Encourage group participation
– Using the technique: “Do we want to work together"?
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Relationship between counsellor and
entrepreneur
• Limits in the relationship
– Never provide individual personal favours
– Control your emotion
– The counsellor presents alternatives, controls, advises
... The entrepreneur decides and executes, the
responsibility remains with him / her
– The counsellor is responsible for participation,
involvement and satisfaction …
The entrepreneur should feel that s/he found a
reliable and valuable partner
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Relationship between counsellor and
entrepreneur
• Avoid confrontations
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Arm yourself with information and arguments
Show humility and admit mistakes
Present relevant fact and data
Listen carefully
Advise and do not impose
Do not insist on being right
Reconsider positions
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Relationship between counsellor and
entrepreneur
• Counsellors’ most common mistakes
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Creation of dependency
Acting with superiority / arrogance
Appearing as “God of the truth“
Wandering around due to ignorance of the subject
Prejudicing the enterprise or the entrepreneur
Making promises / announcements
and not fulfill them (Example: deadlines)
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Relationship between counsellor and
entrepreneur
• Counsellors’ most common mistakes
– Making contacts in inadequate environments
(disorganization, interferences ...)
– Talking too much without objectives
(long winded, diffuse)
– Not maintaining secrecy or discretion
• Deadly Sins
– Talking about an entrepreneur’s problem to others
– Joking about an entrepreneur’s mistake
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Positive attitudes of the Nucleus
counsellor
• Assuming neutral position in the discussions
• Remaining attentive and interested
• Varying the communication means
– card, flip charts, video, panels, etc.
• Organizing the work in a democratic way
• Acting as counsellor and moderator
• Not providing turnkey solutions
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Negative attitudes of the Nucleus
counsellor
• Making long conferences about each topic
• Not informing the participants in advance about
the agenda of the meeting
• Improvising the discussion of a topic
• Starting long justification about the adopted
rules and techniques
• Imposing your own analysis
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Nucleus-International.net
• This file is part of our material to present and illustrate our activities
to professional and elected officials of business associations,
personnel from technical cooperation projects, and other people with
an interest in this field. We are involved in a constant process of
elaborating and improving this material, and targeting it to the
demands of specific groups.
• You may use, copy, and change this file as you like (we do not insist
on a copyright).
• We would, however, like to ask you for the following: please send us
a copy (as a file or printout) and additional information if you use
the file or parts of it.
• Thank you!
• The Nucleus-International.net team
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