MODULE A LIFESTYLE ENTREPRENEURSHIP A LIFESTYLE...The interpersonal relationship, on the other hand,...

MODULE

ENTREPRENEURSHIPA LIFESTYLE

MODULE


FACILITATOR´S MODULE FORTHE HUMAN DEVELOPMENT AND

CAREER GUIDANCE COURSE



This Module is one of a set of five Modules developed for the

Human Training and Career Guidance Course, funded by UKaid and implemented

in Mozambique by the NGO’s UPA in Maputo and ESSOR in Beira.

For more information visit the MUVA program website

www.muvamoz.co.mz

DATASHEETHuman BehaviourIndicators

CommunicationTeam WorkConcentrationMotivation to workEmotional intelligenceSelf-awareness

HUMAN BEHAVIOURINDICATORS

Comunicação

Trab

alho

em E

quip

a

ConcentraçãoAutoconhecimento

Cap

acid

ade

Emoc

iona

l

Motivação

no Trabalho

To address the themes presented in this Module a series of activities were created with the aim of developing and strengthening two types of power in young people: inter- and intra-personal power.

Intrapersonal development is basically the act of knowing oneself, one's emotions and abilities, being able to identify one's strengths and what needs to be improved. It is how you see yourself in the world, how you perceive yourself, and how you react to the most diverse situations. It is the constant search for self-knowledge, emotional self-control and self-esteem.

The interpersonal relationship, on the other hand, relates to the relationship with the people in your social environment, family members, colleagues and friends. This relationship influences the way you deal with your colleagues, bosses, superiors, customers and all those involved in the work environment.

The better your self-knowledge and the management of your emotions, the better your relationships with other people will be.

Thus, three inter-personal and three intra-personal powers were selected as the focus of the Manual's activities. Throughout the Human Development Course, the young person will have the opportunity to discover and strengthen each of these powers.

INTRAPERSONAL POWERS Emotional Ability - the ability to recognize and evaluate your own and others' emotions, as well as the ability to deal with them. Self-knowledge - the ability to know yourself better, to identify your talents, to be able to make better choices. Motivation at Work - the ability of the individual to identify what inspires him/her, and to remain motivated to perform the tasks he/she has chosen.

INTERPERSONAL POWERS Concentration - the ability to keep attention on an activity you are doing, or on an objective, leaving distractions aside. Communication - the ability to clearly receive and transmit information, experiences, feelings and ideas. Teamwork - the ability to collaborate and communicate effectively with others to accomplish planned tasks and find solutions.

EDITOR

MUVA PROGRAM www.muvamoz.co.mzMaputoMozambique

Funded by:

Responsible for the publication: Rebelo, Anne Cecile Manicom

Editorial Coordination: Taìmo, Nelia

Preparation:Consultant of Private Sector Development - Bandarrinha, SusanaConsultant specialized in Entrepreneurship - Moreira, Suzana

Team of friends, who pre-tested, read and reviewed this work:

Bande, Felisberto Jr - UPAComissar; Lelio - ESSOREllouz, Pires Agnes - ESSORFeruca Jr, Luís Joanete - ESSORGafurini, Elena - DEVMOZAMBIQUEGungulo, Manuel Lelio Alberto - UPAMachado, Gabriel - MUVAMassango, Rafael Armindo - UPAMucavele, Gimo Tomás - UPANhavoto, Cristesia Horácio - UPAPene, Belinda - UPAVali, Daúdo - DEVMOZAMBIQUEVilanculos, Julia Samuel - ESSORVilanculo, Leia Armando - UPA

Graphic Design: 2five8 - Pereira, David

Editing and Linguistic Revision: Brandberg, Paula

Number of copies printed: 250 exemplares

The MUVA Program is responsible for the contents of this publication.Maputo, Novembro 2018

DATASHEETHuman BehaviourIndicators

CommunicationTeam WorkConcentrationMotivation to workEmotional intelligenceSelf-awareness

HUMAN BEHAVIOURINDICATORS

Comunicação

Trab

alho

em E

quip

a

ConcentraçãoAutoconhecimento

Cap

acid

ade

Emoc

iona

l

Motivação

no Trabalho

To address the themes presented in this Module a series of activities were created with the aim of developing and strengthening two types of power in young people: inter- and intra-personal power.

Intrapersonal development is basically the act of knowing oneself, one's emotions and abilities, being able to identify one's strengths and what needs to be improved. It is how you see yourself in the world, how you perceive yourself, and how you react to the most diverse situations. It is the constant search for self-knowledge, emotional self-control and self-esteem.

The interpersonal relationship, on the other hand, relates to the relationship with the people in your social environment, family members, colleagues and friends. This relationship influences the way you deal with your colleagues, bosses, superiors, customers and all those involved in the work environment.

The better your self-knowledge and the management of your emotions, the better your relationships with other people will be.

Thus, three inter-personal and three intra-personal powers were selected as the focus of the Manual's activities. Throughout the Human Development Course, the young person will have the opportunity to discover and strengthen each of these powers.

INTRAPERSONAL POWERS Emotional Ability - the ability to recognize and evaluate your own and others' emotions, as well as the ability to deal with them. Self-knowledge - the ability to know yourself better, to identify your talents, to be able to make better choices. Motivation at Work - the ability of the individual to identify what inspires him/her, and to remain motivated to perform the tasks he/she has chosen.

INTERPERSONAL POWERS Concentration - the ability to keep attention on an activity you are doing, or on an objective, leaving distractions aside. Communication - the ability to clearly receive and transmit information, experiences, feelings and ideas. Teamwork - the ability to collaborate and communicate effectively with others to accomplish planned tasks and find solutions.

EDITOR

MUVA PROGRAM www.muvamoz.co.mzMaputoMozambique

Funded by:

Responsible for the publication: Rebelo, Anne Cecile Manicom

Editorial Coordination: Taìmo, Nelia

Preparation:Consultant of Private Sector Development - Bandarrinha, SusanaConsultant specialized in Entrepreneurship - Moreira, Suzana

Team of friends, who pre-tested, read and reviewed this work:

Bande, Felisberto Jr - UPAComissar; Lelio - ESSOREllouz, Pires Agnes - ESSORFeruca Jr, Luís Joanete - ESSORGafurini, Elena - DEVMOZAMBIQUEGungulo, Manuel Lelio Alberto - UPAMachado, Gabriel - MUVAMassango, Rafael Armindo - UPAMucavele, Gimo Tomás - UPANhavoto, Cristesia Horácio - UPAPene, Belinda - UPAVali, Daúdo - DEVMOZAMBIQUEVilanculos, Julia Samuel - ESSORVilanculo, Leia Armando - UPA

Graphic Design: 2five8 - Pereira, David

Editing and Linguistic Revision: Brandberg, Paula

Number of copies printed: 250 exemplares

The MUVA Program is responsible for the contents of this publication.Maputo, Novembro 2018

1 www.jrmcoaching.com.br/blog/relacionamento-interpssoal-e-intrapessoal-trabalho-saiba-como-desenvolver-essas-habilidades

Table of Contents

DURATION TITLE PAGE

INTRODUCTION 3

SESSION 1 – I, an entrepreneur 4

15 min Warm-up activity – Change Places 5

2h 10 min Activity 1 – What is entrepreneurship? 6

SESSION 2 – Looking for a business idea in my community

30 min Warm-up activity – What do you see? 13

50 min Activity 2 – Types of business in my community 15

1h50 min Activity 3 – My entrepreneurial talents 17

SESSION 3 – How to analyse a business idea 1 26

15 min Warm-up activity – Emboladão 27

1h40 min Activity 4 – Businesses in my community 28

50 min Activity 5 – The SWOT analysis 30

SESSION 4 – How to analyse a business idea 2 33

15 min Warm-up activity – Singing together! 34

1h30 min Activity 6 – “A five star idea” 35

40 min Activity 7 – Market segmentation 38

SESSION 5 – Business plan 40

10 min Warm-up activity – Matchsticks 47

45 min Activity 8 – Business plan 48

1h15 min Activity 9 – Let's learn how to make a "pitch"? 50

45 min Activity 10 – Journalists for a day 54

Entrepreneurship - A lifestyle | 3

Introduction This Module is part of a set of four more modules2 forming a manual designed to be used in

a Human Training and Professional Guidance course. A series of activities were created for all

Modules with the purpose of developing and strengthening two types of powers in young

people: inter-power and intra-personal power.

The Module “Entrepreneurship, a Lifestyle!”

This Module consists of 5 sessions with various activities where we will address the concept

of entrepreneurship, discover how to have business ideas, learn the basics of a business plan,

and how to present an idea to financers.

We will also learn to how to work better as a team, to better face the inevitable challenges of

a business, and to strategically analyse the business we want to pursue.

Main objectives of this module

• To know the characteristics of an entrepreneur in the context of their social and economic reality

• To stimulate entrepreneurship in young people

• To be able to assess an entrepreneurial profile

• To identify business opportunities, and steps to turn an idea into a Business Plan

• To learn how to communicate and sell your Business Plan

2 The other four modules are: Socialization and Social Standards; Vocational Guidance; Employability Skills; Health Awareness.

4 | Entrepreneurship - A lifestyle

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SESSION 1

I, AN ENTREPRENEUR

Session objectives:

• To know the concept of Entrepreneurship and its Magic Formula

• To share experiences and analyze characteristics of national entrepreneurs

An entrepreneur is a person who imagines, develops and realizes visions.3

3 Fillion, 1999, page 19 in www.sebrae.com.br


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Warm-up activity

Change Places Duration Required materials

Steps

• Ask the participants to sit in a circle; stand in the middle of the circle

• Place the cards in the middle of the circle;

• Explain that when the whistle is blown, everyone should move:

• All should quickly sit in a chair, one of the participants will not be sitting;

• This one participant who has remained standing should take a card in the middle, read the question aloud, and answer;

• The participant who answered goes out, removes a chair and the game continues: blow the whistle again so that everyone will change places again; take out a chair every time a question is answered so that there are always more participants than chairs;

• The game ends when the cards are finished, and the group is well motivated

* KEY POINTS *The Concept of Entrepreneurship

• Being able to think and create something that does not exist;

• Being able to create value through available resources;

• Identifying opportunities that can be transformed into successful businesses;

• Observing the economy, the market, and implementing activities that will generate financial or social rewards.

25 chairs 8 cards1 whistle

15

Before the session, the facilitator should prepare 8 cards with the questions below:o Please, explain in your own words: What is Entrepreneurship?o What does it mean to be an entrepreneur?o Who are the entrepreneurs in your community?o Can you give an example of a business owned and operated by a relative or a

friend?o Would you like to have your own business? If so, what kind of business?o Why does an entrepreneur have to be persistent?o What qualities should an entrepreneur have?o What are challenges that entrepreneurs face?


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Activity 1

What is Entrepreneurship?

Duration Materials

Objectives

• To know the Concept and Formula of Entrepreneurship

• To inspire young people through examples of young national entrepreneurs

Steps

STEP 1

• Ask the participants to explain the meaning of “Entrepreneurship” from their point of view. Write down the answers on the flipchart paper.

• (5 min) Explain the Concept of Entrepreneurship and the Magic Formula of Entrepreneurship:

“Entrepreneurship is improving what already exists or creating something new. It involves

activities in order to create ideas, develop and manage projects and businesses. Being an

entrepreneur is not only about being able to create a business but having competencies

and attitudes that make us entrepreneurs and creat”

The Magic Formula: Entrepreneurship = Problem + Solution + Action

Slide projector and computer

Flipchart papers Pens

8 cardboards with examples of entrepreneurs

Movie “He/she started selling food on the street: an entrepreneur becomes a successful entrepreneur”

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STEP 2

• Ask the participants to form 8 groups of 3 each and give 10 minutes to think about successful entrepreneurs in their neighbourhood, and answer:

What kind of business they have?

Why do you consider them successful entrepreneurs?

Give examples of entrepreneurs from other neighbourhoods, cities, or countries.

• (40 min) Ask to each group to present their answers in 5 minutes.

STEP 3

• While in the same groups, give each participant a card with an example of a national entrepreneur and ask them to answer the following questions:

What problem did he/she identify?

What solution did he/she find?

What did he/she do, how did he/she implement the solution found?

STEP 4

• In group discussion, ask the groups to present their answers;

• Then ask:

What they learnt from the example analysed?

If the type of business presented be done by both men and women?

What are the characteristics of an entrepreneur? Write down the answers on the flipchart paper so that at the end you have a list of the main characteristics of the entrepreneurs: innovative, adventurous, creative, humble.

• Finally show the movie “He/she started selling food on the street: an entrepreneur becomes a successful entrepreneur”.

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Examples of Entrepreneurs

Example of an Entrepreneur: Card 1

Sazia Sousa

Born in the city of Beira, Sazia is the founder and General

Manager of Technoplus1, a company providing services and

computer solutions. She studied computer science and, in

2010, she participated as a volunteer in a project financed

by the German cooperation for installing a computer

network in a public school in Beira. This experience offered

her the opportunity for a trip to Germany where she could

deal with various areas, from technology to the environment. When she

returned home, she had no job, so she decided to work independently. She

contacted her former colleagues and progressively gained more work, from

private clients to companies. When she was 23-year-old, she registered

her company, to which she devoted herself wholeheartedly. Today she has

two offices in Maputo and Beira, an online store, represents more than 6

international brands, employs 14 people and provides services throughout

the country. Sázia believes that access to technology is important for access

to employment and therefore gives computer classes on a voluntary basis

at a Community School in Massaca, Boane District.


Dita Mpfumo

As a child, Dita dreamed of being a business woman and working on

her own. She says that she always liked challenges and never stopped

when difficulties appeared because she likes to overcome them herself.

At the school where she studied, she began to follow her dream, selling

women's accessories to her colleagues. In 2007 she decided to take a

risk and together with a friend began to prepare Christmas baskets with

Mozambican products such as matoritori (a candy made with coconut) and

a sweet made with cassava. In the first two months they sold about 1.300

baskets. With the amount collected, she created the company "Kussema

Limitada", dedicated to the management of canteens, supply of uniforms

and protective material, office cleaning services and event management

and production4. Today, she runs a small business called “taXo Express”

that makes and distributes meals for workers at affordable prices.

4 Moçambique Media Online - MMO


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Paulino Uiaene

Born in Inhambane, having no father and raised by his

grandmother, he started attending school when he was

11-year-old. When he moved to Maputo to study, he

lived in the Maxaquene neighborhood and did a little of

everything. After the floods of 2000 the neighborhood

was full of garbage. He had the initiative to clean the

backyards and latrines of the houses, since the trucks of

the Municipalitycould not enter the neighborhood. He wanted to see

the neighborhood clean and at the same time give jobs to people and

earn some money. In 2004 he had the first contract for refuse collection

with the municipality. Today, after 16 years, the business has 30 "txovas",

31 employees and a van that removes garbage for businesses and hotels

in the center of the city.


Ana Bela dos Reis Borges5

Mozambique's 'queen of chickens' started with two

strategically placed stands and grew her investment brick

by brick. Today she has a company with 20 thousand

poultry (chickens). Ana Bela has plans to produce 200

thousand chickens every 45 days, which may allow people

to buy local chickens at reasonable prices.

As we can see, Ana Bela has a double mission: on one hand,

of course, to be successful in her business and make profits to support

her family; on the other, she wants to ensure that people have access to

local products with more reasonable prices.

5 She Inspires Her: http://sheinspiresher.com/ana-bela-de-reis-borges-the-accidental-queen-of-chickens/


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Claudio Ferrão

Cláudio Ferrão, has a degree in Administration and

Management. He created a social enterprise called “Orèra

Moçambique”, with the main purpose of recycling waste

discarded in the environment (tires, drums and pallets),

transforming it into furniture, helping to fight against

environmental pollution.

He is an agent of change who has always created innovative

projects, and is interested in influencing young people.


UX was created in 2011-2012 focused on the development of

online technologies.

For several years its founders have accumulated technical skills in the

field of computer technology, created a network of contacts and thus

managed to build a business that today is profitable. The focus of the

company is the creation of websites and management of social networks,

and so they have developed innovative programs with profit and social

purposes, such as the "Emprego" project and the "Biscate" project:

• Emprego Project - Largest formal job search website in Mozambique;

• BISCATE Project – Website for the recruitment of professionals in the

informal sector, for example: electricians, painters, locksmiths.


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Matateu Ubisse

He studied computer science and started developing

applications, portals, websites and vehicle trackers.

He started working on the implementation of

technologies in specific organizations in a local context, falling in love

with Marketing. Today Matateu has his own Marketing and Social Media

agency, "Signus".


Claude Champier

Claude always had the dream of becoming an entrepreneur.

When he was 12 years old, he began to learn the programming

language. When he was 16 years old, he developed the

"FIKADIKA" project, the first Mozambican virtual tour guide

and earned his first professional internship. At 18 years old

he founded “Champier, Limitada”, a company operating in

the Information and Communication Technologies area,

offering several innovative products for the Mozambican market.

Claude created an application for a large freight and shipping company

in Africa, replacing various forms and resulting in the elimination of 100%

paper usage within the company.

* KEY POINTS *All these examples of entrepreneurs show that success does not happen

overnight. On the contrary, success is the result of a long process, of hard

work, the ability to deal with risk and failure, and acting in order to not lose

the trust of the people who encouraged and financed the project.


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SESSION 2

LOOKING FOR A BUSINESS IDEA IN THE COMMUNITY

Session objectives:

• To understand that an entrepreneur sees business opportunities where others do not see them

• To learn to identify business opportunities

• To promote reflection on self-characteristics and self-evaluate an entrepreneurial profile


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Warm-up activity

What do you see?

Duration Materiais

Steps

• Ask participants to form 6 groups of 4 people;

• Provide each group with a set of pictures. Ask them to look and focus on the image from a distance then answer:

What they see in each image?

Did they all see the same thing?

What did this exercise show?

Notes to the facilitator(s)Some participants will be quicker to see the additional images; others may

not see all images. So, we can see the same picture and the same situation

in different ways: some people see a business opportunity where others

do not.

Answers to pictures:

Image 1: There are 3 tigers in this picture, one on the ground, one between

the branches of the trees and another on the tree trunk.

Image 2: In this image, some people may see a skull, others a lamp, and

others see both.

Image 3: In this image, some people may see a dog, others a cloth and

others see both.

Fopies of the images, a set of three images for each group30


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IMAGE 1 IMAGE 2

IMAGE 3


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Activity 2

Types of business in my communityand preparation for an external activity

Duration Materials

Objectives

• To identify the types of business in the neighbourhoods where they live and surrounding

• To analyse the types of business in the neighbourhoods where they live and surrounding

Steps

STEP 1

• Explain to participants that they will prepare a survey activity that will be done in the community. Ask them to divide into groups of three, preferably people from the same neighbourhood and who live nearby to facilitate the work;

• Say that they will make a survey of the types of businesses that exist in the neighbourhood, so they should:

Make a list of what to observe in your neighbourhood

Prepare questions to ask to entrepreneurs about the work they do.

STEP 2

• Ask volunteers to share the questions they made and the list of what they should observe;;

• Ask the other groups if they have anything different to add.

STEP 3

• Distribute the Model for the Observation of Businesses in the Community and ask them to add the questions they have asked that are not yet in the Model;

• Explain that, after observation in the community, each group should prepare a presentation on a flipchart paper, 5 minutes long.

A copy of the Model for the Observation of Businesses in the Community for each participant

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Model for the Observation of Businesses in the Community

What types of businesses are run by women?

What products do they sell?

Is the business itinerant or fixed? Stall or store?

Does the business have too many or too few customers?

Why? Is the business place attractive? How

Is the business place good or bad? Why?

Most customers are:

Young?

Men?

Women?

Old?

Children?

What types of businesses are run by men?

What products do they sell?

Is the business itinerant or fixed? Stall or store?

Does the business have too many or too few customers? Why?

Is the business place attractive? How?

O local do negócio é bom ou mau? Porquê?

Most customers are:

Young?

Men?

Women?

Old?

Children?

Have you noticed any new business opportunities? If yes, which

Questions to ask to the entrepreneurs after observing their business:

1 ...............................

2 ...............................

3 ...............................


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Activity 3

My entrepreneurial talents

Duration Materials

Objective

• To identify their own characteristics as an entrepreneur

Steps

STEP 1

• Ask the participants to brainstorm their own entrepreneurial talents. Tell them they will be asked questions to reflect on, and that they should only write keywords of what comes to their mind. Say:

Go back in time, think of your childhood and remember how adults or friends described you. For example, talkative, funny, you liked to be alone, happy;

Go back in time, think of your adolescence, and remember how adults or friends described you;

Think of the activities that you like and that you can easily do;

Think about the compliments you receive for the activities you do.

Notepad

Pens

Cardboards with thought bubbles for each participant

6 sets of 25 cards with entrepreneur characteristics

Computer and slide projector

Movie " We Are What We Believe"

A copy of the text "You can also be an Entrepreneur" for each participant

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STEP 2

Ask them to form groups of 5 and share the answers given in the Step 1.

3ª ETAPA

• Distribute a set of 25 cards with the entrepreneurial characteristics, and a paper with a thought bubble for each participant; explain that, with the help of the group and based on the answers given in the Step 1, each member of the group should:

choose the three cards that best describe him/her, and explain why;

write his/her three main characteristics in the thought bubble; he/she can take a picture of him/herself with the thought bubble paper, with his/her characteristics;

• Then ask the group to discuss why those characteristics identified are important to an entrepreneur.

STEP 4

• Ask:

How did you feel while doing this activity?

What did you discover about yourselves?

What surprised you?

• Distribute the text 'You can also be an Entrepreneur', in Key Points, and close showing the film: 'WE ARE WHAT WE BELIEVE' (5 min)

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Characteristics of an Entrepreneur


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* KEY POINTS *YOU CAN ALSO BE AN ENTREPRENEUR

Being an Entrepreneur is not just about creating a business. It also

means having a set of attitudes and characteristics that makes you and

entrepreneur in all fields of life: at home, at school, in the neighborhood, in

a business or company or organization in which you work.

You can also be an entrepreneur if you observe the following aspects:

You have a plan for the future:

You have the vision for your future, personal and business goals and, most

important, you fight to implement your dreams.

You know how to make decisions:

You feel safe, you know how to make the right decisions at the right

time, especially in times of difficulty. In addition to making decisions, you

implement actions quickly.

You know how to take advantage of opportunities to the fullest:

Most people think that entrepreneurs have good ideas because they are

lucky. For you, good ideas are created from things that everyone can see, but

few can transform in opportunities. You are an identifier of opportunities,

curious, creative and attentive to what is around you, because you know

that your success increases if you get more information and knowledge.

You make the difference:

You transform an idea into a product or service that works, you think of an

innovation that does not exist in the market and attract customers.

You are determined and dynamic:

You implement your projects with commitment, you overcome obstacles

with a huge desire to "do things" and "make things happen".


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You are dedicated:

You dedicate yourself to business 24 hours a day, 7 days a week. You are a

hard worker and you find the energy to continue, despite the challenges.

You are optimistic and passionate about what you do:

You love your work, which gives you energy and keeps you motivated and

determined. You are the best seller of your business.

You are a leader and manager of teams:

For you, leading is normal and you feel comfortable in that position. You

are respected by your colleagues, because you know how to value them

and reward them, creating a strong team around you.

You are well-connected:

You have the ability to build a network of contacts between customers,

suppliers and partners that will help you in your business.

You Plan, you Plan, you Plan:

You know the importance of planning, to use the resources you have, and

to improve your business.

You have knowledge:

You are curious and are always learning. You know that the more

knowledge you have, the more your success.

You take risks:

It is a well-known characteristic of entrepreneurs. Some of the things

you do have risks, but they were planned by you. You know that this risk

can create new opportunities.

You help the society:

When the entrepreneur's business helps the community, for example:

it creates jobs, solves a problem and improves people's lives, we can say

that this is a Social Enterprise.


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SESSION 3

HOW TO ANALYSE A BUSINESS IDEA 1

Session objectives::

• To learn how to identify business opportunities

• To learn how to evaluate a business idea using the "SWOT" analysis"

Popular Proverbs

“By persevering the egg walks on legs”.

Patience leads to success.

He/she, who doesn’t tire, achieves.


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6 https://www.ibccoaching.com.br

Warm-up activity

Emboladão6

Duration

Steps

• Ask participants to stand in a circle and hold hands; if the group is large, you can divide it in two and say that the group that completes the task first wins;

• Holding hands, tell everyone to memorize who is on their left and right side;

• Tell the group to let go of each other’s hands and walk around the room;

• Ask everyone to meet back in the centre of the circle. Remaining standing in your place, reach out and hold the hand of the person that you memorized from your left and your right side,

• Now tell the group to open the circle without letting go the hands, and that it is ok to jump arms, to pass underneath or any other creative manoeuvre;

• Explain that it is necessary to understand that everyone’s collaboration is important in order to achieve a common goal.

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Activity 4

Businesses in my community

Duration Materials

Objectives

• To analyse the types of businesses in the community

• To identify business opportunities

Steps

STEP 1

• After completing the Model for Observation, ask the participants to divide into groups of 5 and analyse the following points:

What are the most common

What are some Innovative businesses?

What are the main differences between businesses developed by women and men?

What are some Business ideas with potential to be implemented in your neighbourhood

STEP 2

• Ask each group to present their answers in 10 minutes;

• In the flipchart paper, write the main points and the potential business ideas.

Model for the Observation of Businesses in the Community completed during external activity

Flipchart paper

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Movie "One by one"

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• Ask:

Why do you think the business presented can be considered innovative?

How did you feel about doing this activity?

What surprised you?

• Show the movie 'One by One' (6 min);

• Ask to identify a message in this movie that can be helpful to an entrepreneur and justify it.

* KEY POINTS *A business idea is the response of a person or organization to solve an

identified problem, or to respond to perceived needs in the local economy.

Amongst 30 ideas, there may be only one good business opportunity.

The first step in transforming the entrepreneur's desire and creativity into

a business opportunity is to understand the ideas that already exist and

create a good new idea.

The most common businesses observed in markets and neighborhoods in

the informal zones of Mozambique are:

• Cake-making

• Graphic design

• Creation of websites

• Sewing Services

• Catering Services

• Decoration Services

• Event organization

• Sale of Miscellaneous Products

• Aesthetic and Beauty Service

• Mobile Phones Repair

• Sale of credit for mobile phone


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Activity 5

The SWOT analysis

Duration Materials

Objective

• To learn how to do a "SWOT" analysis

Steps

STEP 1

• Inform that they will learn a method called SWOT to analyse a business idea;

• Write on the flipchart paper:

Strengths and Weaknesses: related to the internal environment, they can be controlled;

Opportunities and Threats: related to the external environment, they are beyond people's control.

• Place four chairs, one in each corner of the room, each one with a paper corresponding to a word from "SWOT";

• Ask the participants to form 4 groups; hold the four small papers with the words of the SWOT and ask the groups to take one paper each;

• Each group will stand next to the chair with the respective word.

Flipchart paper

Marker

4 chairs

4 papers with the words: STRENGTHS, WEAKNESSES, OPPORTUNITIES and THREATS (SWOT) one in each paper, to be placed on the chairs

16 cards with CONTENTS

A box or basket to put the cards

4 small papers with the words: STRENGTHS, WEAKNESSES, OPPORTUNITIES and THREATS, to draw between groups

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STEP 2

• Pass the basket with the 16 cards faced down and ask each group to choose 4 of them without turning the cards;

• Now ask participants to look at the cards, read them, decide on which chair to put them facing down again;

• Once all the cards have been placed, ask the STRENGTHS group to:

Turn one card at a time; read aloud and tell if he/she agrees that the card belongs to that chair, and why;

If it does not belong there, the group must say to which chair it belongs, and offer it to the group of the respective chair;

• Repeat the same process for WEAKNESSES, OPPORTUNITIES and THREATS groups;

• Explain in the giant block what a "SWOT" analysis is and what it does, using the Key Points;

• Finally tell them that this is the first step in analysing your business idea or, if you already have a business, to make it more successful.

Contents of the 16 cards

STRENGTHS

• Negotiation skills

• Creativity

• Honesty

• Persistence

WEAKNESSES

• Indecision

• Desire of immediate profit

• Lack of clarity in communicating

• Disorganization

OPPORTUNITIES

• A new supplier establishes himself in your city and offers products that you sell with the same quality and at lower prices

• A business closes and moves to another neighborhood

• A new group of houses are built near your business

• Opening of a large school near your business

THREATS

• Prices increase

• A large warehouse sells directly to the market the same products you have

• Corruption in trade inspection services

• High import taxes

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* KEY POINTS *The "SWOT" analysis is a tool that helps to make a diagnosis of a company

or a business: it indicates the positive points, the points to be improved, the

chances of growth and the possible threats.

Strengths and Weaknesses are about the internal environment and what

can be controlled by people; Opportunities and Threats concern the external

environment, which is totally out of our control, but we must know to be

able to minimize the effects of the Threats and take better advantage of

Opportunities.

"SWOT" Model


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SESSION 4

HOW TO ANALYSE A BUSINESS IDEA 2

Session objectives:

• To learn how to evaluate the potential of a business idea using the tool "A Five Star Idea"

• To learn the concept of market segmentation

• To analyse market segments for your business idea

Sena proverbs about perseverance and work7

Kambalame kununa, nkhudzisozzera If the bird is fat,

it is because it looked for food (hunted) for itself

Tho, tho, tho si kubvumbuwa You don’t get wet with just few drops

7 Nzerumbawiri – Provérbios Sena, José Pampalk ‘ Editora Paulinas-2008


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Warm-up activity

Singing Together!

Duration Materials

Steps

• Ask each person to write on a piece of paper their name and the name of a song they like very much, in any language, with a positive message;

• Pass a box and ask them to put their small papers inside;

• Have participants to stand in circle and put the box in the middle of the circle.

• Ask a volunteer to take one of the small papers, read the name of the song and the person who chose it;

• Next, ask the person who chose the song drawn to explain why he/she like the song, the positive message portrayed and then sing a part of the song;

• Tell them that everyone together will sing the song;

• After singing a short part, ask another volunteer to take another small paper from the box and repeat the procedure 5 or 6 times until you feel the group is excited and motivated.

Paper

Pen

One box or small bag

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Activity 6

“A Five Star Idea”

Duration Materials

Objective

• To learn how to evaluate a business idea using the "Five Star Idea" tool

Poster with the characteristics of “A 5 Star Idea”

Flipchart paper

Markers

Sticker stars

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Steps

STEP 1

• Explain the five characteristics of A Five Star Idea using the poster describing them; give an example: hairdresser with internet access, with special services for brides and possible service at home;

• Distribute two flipchart papers and two markers to each group and ask them to:

Make a list of the main daily problems;

Turn problems into two business opportunities.

STEP 2

• Invite each group to affix their papers with both business opportunities on the wall; Ask the other participants to approach the papers of Group 1;

• Participants have 5 minutes to observe, ask questions about the two business ideas presented and receive answers. Then they go to Group 2, repeat the exercise and so on until they have gone through all the groups.

STEP 3

• Ask if they think the ideas are Five Stars:

How many stars does each idea have?

Are the ideas innovative and solve a problem that is not yet being solved by the competition?

Can the idea be restructured or improved to add value?

• Stick the stars to each idea presented;

• Tell each group to choose a business idea to be developed in a later activity;

• Choose a name and logo that represent the service you are going to offer.

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Notes to the facilitator(s)Remind the innovative entrepreneurs of what they saw in Activity 1 like

Matateu Ubisse, Claude Champier and Dita Pfumo, who created new markets

and new products. Entrepreneurs like them are always on the lookout for

new opportunities, whether to grow their business or start a new business.

So, we must be attentive to the environment in the community.

Entrepreneurs identify and take advantage of opportunities arising from:

New markets – Changes in consumer habits. Example: use of hair extensions,

use of bicycle to be faster during relocation.

New products and technologies – They make life easier for people and are

linked to new ways of delivering services. Example: Transfer money by phone,

Online/Facebook sales (clothing, accessories), home delivery of food.

* KEY POINTS *Innovation means novelty or renewal. Entrepreneurs who innovate are in

a position of advantage over others. Innovations are important because

they attract new customers, increase incomes, gain new partnerships and

promote new knowledge. Innovation is not a trend or a fashion, the proof

of this is that for millions of years the Human Being has made innovations.

A good business idea should

ü Be simple de explicar e de implementar;

ü Resolve daily needs, como comer, beber, ter acesso a água, transporte;

ü Interest many people, i.e., many people want to buy this product or service.


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Activity 7

Market Segmentation

Duration Materials

Steps

STEP 1

• Have participants form 6 groups and distribute a copy of the triangle to each group;

• Ask them to observe the picture carefully. Then ask:

How many triangles they can see?

Do they all have the same size?

Are all the triangles in the same place?

• Then ask them to paint the different triangles with different colours and finally count the triangles of the same colour and size;

STEP 2

• Ask two groups to get together, make a comparison of their triangles, and answer:

Have they identified the same number of triangles, of the same colour and size?

What type of comparison can be made between these triangles and the potential customer market?

Explain the fact that different groups of customers have different expectations of a product;

Show the movie "Market Segmentation for ESAGS-FFGV".

• Ask them to revisit the business ideas they had in Activity 6 and identify the different types of markets for those businesses;

6 copies of the triangle

4 colour pencils: blue, green, red and black

Computer and slides projector

Movie "Market Segmentation for ESAGS-FFGV"8

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Notes to the facilitator(s) In this exercise there is no correct number of triangles: the importance is to

realize that there are different types of markets.

The larger triangle represents the total market, while the smaller triangles

represent the different market types.

For example, telephones have a total market represented by the large

triangle. Within the telephones market there are different market segments:

the market for people who like Smartphones and have the capacity to

purchase this product; and the market of people who prefer simple mobile

phones.

Another example is the shoe market which is very wide and segmented

because all people need to walk with shoes. However, some of them like and

have the purchasing power to buy branded shoes, others prefer sneakers, and

others need shoes to go to school. There are also specific market segments

for high-heeled shoes, flat shoes, orthopedic shoes, children's shoes, shoes

for men, shoes for women and so on.

How many triangles are within the triangle?


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SESSION 5

BUSINESS PLAN

Session objectives

• To learn how to prepare a Business Plan

• To learn how to communicate and sell your business idea

• To learn how to make a PITCH


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What is a Business Plan?

A Business Plan is a written document that describes in detail the characteristics of

a business and how to achieve its objectives.

A Business Plan is generally used for new businesses or products.

A Business Plan should contain elements related to the commercial, financial and

operational areas of a business.

Purpose of a Business Plan

The purpose of a Business Plan is to demonstrate the feasibility of the business in

order to convince financers and partners to invest in it. For this purpose, the plan

must contain:

The idea of the entrepreneur = What will I do?

The business innovation = How is my idea different from what others do?

The feasibility of the business = How will my idea bring profitability/money?

Elements of a Business Plan

A Business Plan is comprised of eight main elements, namely:

1. Executive Summary

2. Business Description

3. Description of Products and Services

4. Marketing & Sales Plan

5. Operational Plan

6. Management Team

7. Business Development and Growth

8. Financial Statement


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1. Executive Summary - Summary of one or two pages regarding the entire Business

Plan. It is recommended to write the executive summary after completing all the

details within the plan itself.

2. Business Description - This section is the backbone of your Business Plan and will

establish the basis for the information to be included in the following parts of the

plan. This section includes:

The name and logo of the business, an image representing the product or service.

The description of the services to be provided and what human needs or problems will be solved.

3. Description of Products and Services - A product is something I sell, for example,

mango candy. A service is a job that I do, something that I create, for example,

garbage collection, cleaning of pits, hairdressing, carpentry.

The product or service must be explained in a clear way, so that everyone can

understand what the business is going to do and identify what makes that product

or service unique.

4. Marketing & Sales Plan - In this section you need to include information about:

Customers – These are the people or companies that will have access to the product or service and pay for it. Most businesses fail because entrepreneurs do not know who will buy their product or service, thinking to everyone, but it is not true! We need to group customers into smaller groups according to their characteristics. The characteristics can be where they live, where they eat, what they eat, what they wear, age range, level of income, etc

Competitors – What products and services other businesses offer that are the same or similar to mine. Competitors fight for the same customers. The competitors are not only those who sell solutions like ours (i.e. orange juice and grape soda). The competitors are all those who try to solve the same problem as us, because the customer can always choose the solution (example: I can my quench thirst with water or orange juice). Thus, all businesses have competitors, and all competitors have their strengths and weaknesses. We need to think about how we are going to beat our competitors, using our strengths and overcoming their weaknesses.


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Price – Amount in cash that the customer must pay to have a product or service. The price of the product must be determined based on the overhead costs. For example, in a hairdressing business, you must know the costs of space rent, salaries, purchase of products (shampoo and hair conditioner for example). Given the costs, what are the pricing options you should practice? Let's see an example in the table below:

Fixed monthly costs Items Value in Meticais

Rent of space, water and power 2.000,00

Salary of the hairdresser 6.000,00

Products 1.000,00

Unforeseen evets 1.000,00

Total 10.000

If the hairdresser's fixed costs are 10.000 Meticais it means that, in order to cover

fixed costs, this hairdresser must have incomes of at least for 10.000 per month.

If he/she works 5 days a week (20 days a month) and considers that will have two

customers per day for a total of forty customers per month, he/she will need to

charge at least 250,00 Meticais per customer (10.000,00 Meticais/40 clients).

Considering three customers a day, making a total of 60 customers per month, he/

she will have to charge at least 167,00 Meticais per customer.

Considering four customers per day, a total of 80 customer per month, he/she will

have to charge at least 127,00 Meticais per customer.

If incomes are greater than costs, there will be profit that can be invested in improving

business conditions to attract more customers.

Regarding the price, it is necessary to consider the competition and the value to

the customer. What are the pricing options practiced by other hairdressers in the

neighbourhood and what services do they offer?

How much does the customer value the product or the service? Is he/she available

to pay a lot? If you were your own customer, would you be ready to pay this price for

the same service?


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Points of Sale – Place where the business will occur. The entrepreneur must think about how he/she will deliver products/services to customers. Please, note not every business needs a physical space. Some examples and distribution strategies: The hairdresser may have a salon or may go and cut hair at the clients' homes; Distribution of bottled water can be through partners such as cafes, restaurants, hotels. Clothes can be sold online, by catalogue, door-to-door, etc.

Communication – How will you make your business (products or services) known to customers? You must create ways to give customers a "push", so that they try it for the first time, and then continue to buy your products and services. Some examples of "pushing" customers to experience for the first time:

– Give the customer a "reward": "50% discount during the opening month!

– Reduce the customer’s risk: "If you do not get satisfied, you will not pay!"

– Give the customer the chance to test: "Test a sample of our product for free"

If we help customers to remember us, they are likely to do more business with us. Some ideas to create "habits" in customers and make them faithful:

– Promotions that attract attention and lead to buy more: take 2 and pay only 1!

– Delivery of awards to those who buy: card that offers a product after 5 purchases

– Don’t lose contact with customers: send an SMS on their birthday and on Family Day for example.

Market Test – A good business has several people interested in paying for the product/service. There are some not expensive tests that should be done before starting a business, such as: observing the community, interviewing competitors and interviewing potential clients.


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5. Operational Plan - The purpose of this section is to help the entrepreneur to

describe the administrative side of their business, including:

Office location:

The necessary staff;

Equipment available and to be used;

Overheads and other costs;

Network of suppliers - where to buy the material and raw material needed to produce the product or provide the service;

Credit policies - payment modalities for customers: cash; instalments; with conditions.

Returning to the example of the hairdresser business:

• The shop will be in the neighbourhood X

• We need a receptionist to make appointments and cleaning

• We need scissors, hair conditioners, shampoos, mirrors, chairs, electricity

• We need to pay rent, electricity and suppliers of products and equipment

• We will buy the products in large quantities

• We need to pay the vendor at the time of purchase, or we can have an account and pay at the end of the month

• We need to receive money from customers immediately after service delivery, no vouchers will be accepted

6. Management Team - The entrepreneur must think about whether he/she is the

ideal person to implement the business. Do you have the right motivation? Do

you have the necessary knowledge? Do you have the necessary skills? If the

entrepreneur is not 100% sure to be the answer to these questions, he/she should

find a good team or good partners. A very important part of any business is the

team, to balance the entrepreneur's competencies. Going back to the example of

the hairdresser: I have a passion for taking care of people's hair and my sister has

the passion and the skill to paint nails. We can work together and open a salon.

However, none of us has management competence. In this case, there are two

alternatives: either you must learn, or you should employ a person with this ability.


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7. Business Development and Growth - At this stage you can dream a little, design

your business and think big. Development and growth are a necessary part of the

business to remain competitive. It is the vision of what the entrepreneur wants to

achieve in the next three to five years. Returning to the example of the hairdresser:

after three years, our salon will be able to cut hair for men and women, take care of

the nails and do massage. In five years, we will open two more branches in the city.

8. Financial Statement - To understand if a business is successful, it is necessary

to know and write all the foreseen outgoing expenses and incoming capital for

each month. On one side there are the cash incomes, on the other there are the

outgoing expenses, the difference will be the profit, according to the example of

the financial summary of the hairdresser:

Cash Incomes - Month 1

Funding 8,300 Meticais

Personal Funds 2,700 Meticais

Customer Payment 11,000 Meticais

Total entries 22,000 Meticias

Cash Outgoing - Month 1

Space Rental + Water + Energy 2,000 Meticais

Hairdresser's salary 6,000 Meticais

Products 1,000 Meticais

Extras 1,000 Meticais

Purchase of other materials 10,000 Meticias

Taxes 1,700 Meticais

Total entries 21,700 Meticais

Financial Result Month 1 300 Meticais


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Warm-up activity

Matchsticks

Duration Materials

Steps

• Ask the participants to divide into groups of three;

• Give each group a box of matchsticks and the first image; ask them to redo the calculation on their tables, as they see it in the image;

• Ask if the result is correct; they will easily conclude that it is not correct;

• Ask them to redo the calculation by adding two matchsticks, so that the result is correct;

• Check which groups have been able to resolve the calculation;

• Ask them to show the others the solution and finish off by underlining that even what is difficult always has one or more solutions.

First image

Solution

8 boxes of matchsticks

5 copies of the first image10


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Activity 8

Business Plan

Duration Materials

Objective• To know the steps to structure an idea in a Business Plan

Steps

STEP 1• Ask to form 4 groups and give each group a set of cards. Explain that the cards are

the steps to prepare a Business Plan;

• Ask them to put the steps in order in the sequence that they think is more logical.

STEP 2

• Ask each group:

To affix the cards on the wall in the sequence they think is logical. Groups should affix one next to each other to be able to compare;

Ask each group to explain why they chose that sequence.

• Present the concept of a "Business Plan" and explain each step by giving examples.

Sets of 8 cards for each group:

1. Executive Summary2. Business Description3. Description of Products and Services4. Marketing & Sales Plan5. Operational Plan6. Management Team7. Business Development and Growth8. Financial Statement

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Notes to the facilitator(s)

In this exercise it is important to evaluate some personal skills such as: the power of initiative, teamwork and argumentation.

It is not important that groups put the steps in the same order. The participants' reasoning ability and their arguments for choosing a particular sequence should be evaluated.

Use the definition of a Business Plan and the Elements of a Business Plan in the introduction to Section 5.


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Activity 9

Let’s learn how to make a “Pitch”? Duration Materials

Objectives

• To learn how to make a 'PITCH' to present a business idea

• To simulate a presentation of a 'PITCH' to financers

Steps

STEP 1

• (5 min) Display the definition of 'PITCH' and the elements that are part of it;

• (20 min) Ask participants to form 8 groups of 3 people and say that each one should write a two-minute PITCH and simulate; members of the group can support each other in designing;

• (5 min) Distribute the PITCH Observation Guide and explain how it should be used;

• (15 min) Tell them that now everyone will present the 'PITCH' to their group; during the presentation, the other participants should complete the Pitch Observation Guide and give feedback to the person who presented;

• Watch the movie “Pitch” of the young person of the Human Training course.

Autoconhecimento

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Speaker boxes and observation sheets

Movie “Pitch” of the young person from the Human Training Course

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STEP 2

• (5 min) Ask them to redo the “PITCH” based on the feedback received and the movie they watched;

• (5 min) Ask everyone to again present their “Pitch” to their group; during the presentation the other participants must complete the Observation Guide of the 'PITCH';

• (10 min) Ask to give feedbacks to the person who presented by comparing the two ‘’Pitches’’ and the elements that were improved.

STEP 3

• In group discussion ask:

How did you fell about introducing your “PITCH”?

What lessons did you learn about how to present a good make a good presentation of the “PITCH”?

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* KEY POINTS *What is a ‘PITCH’?

“PITCH” is an English word that has been used to define a presentation with a maximum duration of 3 to 5 minutes. The entrepreneur has to 'sell' his idea and arouse the interest of the financer during this time, so he/she should focus on:

The problem that the business intends to solve;

The solution to the problem, i.e., the product or service that the business will offer;

Who are the customers, the size of the market;

The innovation that distinguishes this business from other businesses already on the market;

The competencies of the entrepreneur or the team to implement the business;

The value of the business, the capital needed and where you will find that value.

Tips for making a good ‘PITCH’

Do not make a speech - treat the 'PITCH' as a conversation, spontaneously, making everyone feel they are having a good conversation with you.

Do not use difficult words - everyone in the room should understand what you are saying.

Use personal stories to touch the public - for example, the case of entrepreneur Paulino Uiaene who started cleaning latrines and collecting garbage because he lived in a neighborhood affected by floods, full of garbage that put his health and that of others at risk.

Show enthusiasm - your PITCH should let the financers feel excited to bet on your business idea.

Practice and repeat your 'PITCH' at home.


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Sess

ion

5 –

Bu

sin

ess

pla

n

Activity 10

Journalists for a day

Duration Materials

Objectives

• To summarize the main lessons and messages of this Module

• To encourage young entrepreneurs to persist in their dreams

Steps

STEPS 1

• Inform the participants that we are close to the end of this Module, and that we are going to imagine that journalists of radio and TV have come for the closing of the Module to tell the public what was dealt with during the five sessions.

STEPS 2

• Ask them to think in pairs as journalists about two questions that should be asked to the participants.

Stopwatch

A copy of the Letter to the Young

Entrepreneur for each young person Computer and slide projector

Movie "The boy and the tree”

45

5

10

Comm

unication

Team

Wor

k


Emot

iona

lIn

telli

genc

e

Motivation

at Work


Session

5 – B

usin

ess plan

STEP 3

• Invite a volunteer to start interviewing the public: standing up, picturing themselves as a journalist and addressing some of his/her colleagues by asking one of the questions he/she has prepared. Continue to invite another volunteer until the questions cover all the topics covered in the Module.

STEP 3

• (5min) Ask a volunteer to read the Letter to the Young Entrepreneur and close showing the video 'The Boy and the Tree';

• Thank the participants for their good cooperation and enthusiasm and ask for a round of applause for all.

20

10


Sess

ion

5 –

Bu

sin

ess

pla

n

Dear young entrepreneur,There are many people who dreamed of being entrepreneurs or even turning their ideas into a real business.

Very few have managed to achieve this important step.

Starting and building a successful business is a journey of commitment, focus and long hours of hard work.

There will be days when your customers, employees, suppliers, family members or even the government will not be around to give you support and courage when you need it most. When that time comes, you will have to seek courage and energy in yourself.

As an entrepreneur, your daily habits need to change, you’ll need to leave temporary pleasures for long-term gains.

To build a successful business, you need to maintain discipline in how you manage your time, your priorities, your relationships, how you handle money, how you take care of your health, how you serve your clients and how you take on leadership.

Being an entrepreneur is being able to make a difference. As an entrepreneur, you are not only expected to change the way you think, but also what you think.

Always remember that you are not the only one in the market. There are many others who compete for the same customers. In business language they are called competitors.

So, you should be constantly on the lookout for better ways to treat and persuade customers and attract them to your product. Learn from your competitors, ask questions, stay tuned to the "world" around you.

Be brave, angry and ready to face any fear that comes. When you are afraid, remember that all entrepreneurs experienced fear, but overcome it with courage and determination.

Keep focus and positive thinking. Be honest with yourself, and never in any moment lose sight of your business.

(Message extracted from the letter written by Chinonso Ogbogu, CEO of The SM Group)

MODULE


MODULE






This Module is one of a set of five Modules developed for the

Human Training and Career Guidance Course, funded by UKaid and implemented

in Mozambique by the NGO’s UPA in Maputo and ESSOR in Beira.

For more information visit the MUVA program website

www.muvamoz.co.mz

MODULE A LIFESTYLE ENTREPRENEURSHIP A LIFESTYLE...The interpersonal relationship, on the other hand,...

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