Danish Technological Institute SME sector networking model: implementing broker competencies

In the late 1980s, the Danish Technological Institute received funding to examine whether networking might provide a mechanism through which to promote survival and growth among SME (small to medium-sized enterprises) sector firms. To overcome the absence of a large-firm hub in the SME sector, the institute evolved a five-phase model in which an independent individual external to the potential network became responsible for brokering the interfirm co-operation process. Plymouth Business School, in collaboration with the institute's UK subsidiary, UK Business Net, undertook a study to gain further understanding of this problem. Describes the nature of identified provision gaps and provides the basis for evolving a detailed specification of the competences required of a network broker. This knowledge permitted the redesign of the broker competency development programme. Early results from implementation of the new system indicate a significant improvement in the capability of brokers to fulfil their assigned role in utilizing networking as a potential mechanism for enhancing SME-sector growth.