Navigator begins training and organisational development of Lithuanian business incubators, clusters


On October 3-5, Navigator Consulting started detailed development work on a project designed to improve the management capacity and business performance of a group of Lithuanian business incubators, clusters and a technology transfer centre.


This project occurs within the framework of the Strengthening of Business Performance and Economic Management (SeBPEN) project, which is being co-financed by the EU’s Leonardo da Vinci programme.


Four partners from Lithuania are participating in the project:

  • e-Verslo Klasteris (eklasteris), a cluster of innovative companies pioneering in the field of m-commerce, RFID systems, access systems, pre-paid cards and related solutions. Cluster members include Ambernetas, BaltPay, BMG Consulting, Kaunas University of Technology, PA, Selteka, SKS, and VienaSaskaita.

  • Technopolis, a business services cluster established by the Municipality of Kaunas, the Chamber of Commerce and Industry and company representatives to host innovative start-ups and new companies. Technopolis members include Aedilis (electric power infrastructure and industrial automation), Agmis (information systems, e-commerce, m-commerce), Axon (custom equipment design and robotics), Cormack Consultancy (trade development), Frineta (IT broadband, wireless and ebusiness, solutions), Zoom Creative (ecommerce and social networks), LITfas (pharmaceutical products and delivery systems), Madiks (IT and mechatronics), PSB (building sensoring and certification), Santavilte (automation and electronics), Simbiotechna (traffic control and monitoring systems), and Teltonika (wireless and mobile communications).

  • The Innovation and Business Centre of Kaunas University of Technology (KTU). This Centre includes a Technology Transfer Unit, which develops contract research for the business community using KTU staff and infrastructure; an IP / licensing office; and a start-up / entrepreneurship space.

  • A newly-formed cluster for information technology and sensoring equipment, with specific applications for the agricultural sector as well as other sectors.

The objective of our involvement is to improve the management capacity and business performance of each cluster. Navigator will be delivering five action learning modules, each one lasting between 1-2 months, on the following subjects:

  • Strategy: methods of analysing the business environment and market, organising operations, planning annual activities, defining milestones and indicators, taking and monitoring decisions, and measuring results. The resulting strategic plan will define future goals over a 2-year timeframe, and implement a gap analysis with the present status. This will outline and training and organisational development needs required over the next 18-24 months.

  • Finance: this module include a methodology for planning the financial activities and operations of each cluster. The application of the methodology will result in a break-even analysis, financial targets, and costing analyses for different services offered by each cluster. Once the analysis is complete, each cluster will work to define revenue targets needed to cover planned fixed and variable costs needed based on strategic targets and operating needs.

  • Marketing and Communications: this module focuses on how each cluster can effectively market and communicate its activities in Lithuania and abroad. The work will focus on different active marketing and sales tools, identification of target groups, definition of sales planning activities such as the sales funnel or strategic integration, sales budgeting and ROI monitoring, and online marketing. Given that none of the clusters identified so far has an integrated emarketing campaign, and that many lack English language websites (or even national-language websites), a key focus will be on emarketing.

  • Internationalisation: this module focusses on working effectively with international counterparts, both for the cluster management groups as well as for the clusters working on behalf of their portfolio companies. This includes development of website content, mailing campaigns, proper presentation skills and documentation, as well as delivery methods, e.g. preparing for trade fair participation, targeting marketing, negotiations, contracting and bidding.

  • Member Services: this module reviews means of working more effectively with members, shareholders and stakeholders. It includes decision-making, reporting, consensus-building, development of new services (free and income-generating), joint promotional activities, target-setting, and work planning.

Specialised training events on issues such as working with angel investors and venture capital firms, risk analysis and financial forecasting will also be held.


A key element of the project is to support networking between Lithuanian and Polish business clusters and incubators. For this reason, two joint training / networking events will be held: in Posnan, Poland in December 2012, and in Kaunas, Lithuania in June 2013.


Work on this project intensifies Navigator’s exposure to supporting high-technology, entrepreneurial companies, and is fully in line with our Entrepreneurship Charter and the operations of our own business incubator.


This project is being implemented in partnership with the Partnership for Local Development of Poznan, the Wielkopolska Chamber of Commerce and Industry, the Kaunas Chamber of Commerce and Industry and the Human Capital Research and Development Institute of Lithuania.


Further information can be requested from Philip Ammerman on email pga@navigator-consulting.com.