World Bank Project P157230 “iLLI Central Asia - Youth Empowerment & Entrepreneurship Component 2 (Youth Entrepreneurship)

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The Entrepreneurship Skills Training for Youth in

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Midterm Report November 2016

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Training Centre of Business & Finance Excellence for World Bank, Equitable Growth, Finance and Institution Leadership, Learning and Innovation (GGELI) and Trade and Competitiveness (T&C)

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Table of content

1 Introduction ...... 2 2. Implementing consulting company ...... 4 3. Training Concept & Content – Phase 1 ...... 4 4. Program Results – Phase 1 ...... 5 5. Lessons Learned...... 15 6. Planned Activities: Phases 2 & 3 ...... 16

1 Introduction

1.1. Background:

In context of the economic challenges and the current situation with returnee migrants faced by Tajikistan, the World Bank works to help the Government of Tajikistan devise alternative strategies to stimulate entrepreneurship among youth, improve the implementation of pro-youth and pro-private sector policies, and promote collaborative policy making on investment climate policies, framework and institutions. The World Bank Capacity Development and Youth Empowerment project (project number P15239) has two components:

i) Help foster implementation of pro-youth and pro-private sector policies; and ii) Promote youth entrepreneurship.

This report concerns the training activities under the second component of the project. The project is implemented by the World Bank under the auspices of the State Committee on Investment and State Property Management of Tajikistan (SCISPM).

1.2. Objectives and Approach:

The focus of the entrepreneurship skills training for youth in Tajikistan is to provide youth, especially, from rural areas, with business acumen sensitization, and to promote their active involvement in the economic development of their regions. As part of the program, a series of workshops for 20-30 participants per seminar are delivered in various districts and villages of Tajikistan, in parallel with a supporting communication program on entrepreneurship. The main goal of the workshops is to:

i) increase youth’s awareness of entrepreneurship skills, ii) empower youth as individuals, harnessing their creativity and strengthening their self- confidence and sense of agency, iii) build group cohesion and camaraderie, as well as iv) provide a space for youth to evolve their ideas into a concrete business activity.

The program targets young people that are 15–25 years old, and aims to reach a total of 3750 beneficiaries. The selection process is carried out by a local implementing partner with active support of youth NGOs and centers. Local Mass Media is deployed in order to extend the reach of the program. Trainers are trained, deployed in several regions, and evaluated throughout the training period.

The overall training program is implemented by a competitively selected local partner (the “Training Center for Business and Finance Excellence”), in close collaboration with the SCISPM and the World Bank Group’s country office. A series of partnerships were also forged with local academic institutions to ensure content relevance and sustainability of the program. Similarly, private sector associations were involved to ensure linkages amongst youth groups, successful entrepreneurs, and potential job opportunities.

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1.3. Methodology:

The training workshops are designed with youth psychology and behavior in mind, and structured in modules covering the main dimensions of entrepreneurship. An integral part of each phase is youth empowerment, team building, and peer-to-peer network. The training implementation is designed per the following phases:

 Phase 1: A series of 150 events were organized across the country, with a participation of 25-30 youth per workshop, bringing the total number of trainees to 3,838. At this stage, the training are a one-day workshop aiming at providing a basic overview and concepts of entrepreneurship to increase awareness among young people about potential opportunities to become actor of change, and to promote a positive youth leadership narrative. Upon completion of this phase, all interested teams were encouraged to submit an application to be considered for the boot camp in phase 2, and were provided with a support call-in number.

 Phase 2: Around 400 young participants (80 teams) were selected and invited to participate in a four-day boot camp on entrepreneurship and business development. This training is much more hands-on and technical than the previous one, as it covers in depth all the concepts, tools and principles that are necessary to become a successful entrepreneur, such as drafting a sound business plan, conducting a market analysis, presenting a product and securing funding. This phase will launch in January 2017.

 Phase 3: The best 10 teams will be selected by a jury for a business plan competition during a Youth Entrepreneurship Forum. These teams will be provided with financial support and / or technical assistance to help them improve their business plan and apply for external funding (loans and grants), or other resources they might need (office space, connectivity, etc.), notably by collaborating with public institutions (e.g. the Youth Committee, the SCISPM), Development Partners (e.g. Open Society, EBRD), and the private sector (e.g. commercial banks, potential investors).

This report will cover primarily the first phase of the training program. A summary of the planned activities and schedule for phase 2 and 3 will be shared in the final section of this report.

1.4. Scope of Work:

Primarily, this youth entrepreneurship program is centered on the following deliverables:

 Training program design and curriculum development, including the agenda, timing and places (i.e. towns, villages) of the training sessions. The training material includes a wide range of topics and is designed in a way that allows maximum adaptation, and ease of repurposing and redeployment during and after the program duration.  Trainee workbook development. These workbooks are a major resource for the selected youth during their participation in the program and beyond. The workbooks are translated to English, Russian, Tajik and local languages.  Selection of young trainees from four target geographic areas (Sugd, Khatlon, RRS, and Dushambe) in collaboration with the local authorities.  Selection, recruitment and training of high quality trainers, who demonstrate extensive experience in training delivery, particularly as it pertains to the youth segment, as well as good knowledge of entrepreneurship concepts.  Design, planning and management of the Youth Entrepreneurship Forum, including Jury selection, prize sourcing, event planning, communication and overall coordination.

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 Local consultation and engagement in the selection process, as the project team visited each target village or district to introduce the program to local authorities and obtain their approval, and to identify an adequate cohort of trainees.  Logistics management, including venues selection and rental, providing trainers with appropriate training materials, catering, accommodation, printing and preparation of hand-out materials for training sessions.

2. Implementing consulting company

The “Training Center for Business and Finance Excellence” (TC BFE) is an educational center which covers all aspects of business, management, banking and finance. Originally affiliated with a financial institution before being spun off into an independent business, the TC BFE offers a range of services and trainings for the micro- finance sector, business trainings for small and medium enterprises, financial education for entrepreneurs and individuals, business consultations, business Incubation services, B2B activities and mentoring programs. One of the important target audience of the TC BFE and its trainers is youth. Its clients are both private, non- governmental, and institutional.

3. Training Concept & Content – Phase 1

A one-day training workshop was offered to all the participants. Each workshop involved cohorts of 25-30 participants (total of 150 workshops). The training consists of four sessions covering business-related themes. Interactive methods of teaching, such as group discussions, case studies, brainstorming, work in small groups, were prioritized to facilitate both the active participation of the participants as well the internalization of learned materials. Each participant was provided with a workbook that consists of a basic step by step guide on business idea generation and development of a business plan. They were also given a handbook called “Young Entrepreneurs Guide” that includes detailed information on marketing research, business management, financial analyses, action and strategic planning, etc. The workshop was structured as follows:

 Introduction: Who are you? - Brief background to set the stage - Collection of the participants’ expectations - Development of group rules

 Session 1: “Supply and demand” business role play The key purpose of the given business role play is to introduce the young people with aspects of the business environment and to train them to develop their own business and survive in a competitive environment. In the process of the role play participants learn how to start a business as well as solve typical challenges and obstacles. They learned the following terminology: demand, supply, competition/competitors, pricing strategy, profit & loss, calculating methods of income and expenses. During this game the participants discovered the world of business and became familiar with what makes a business operational, sustainable, and ultimately successful.

 Session 2: Brainstorming: How to become an entrepreneur? This session highlights advantages and drawbacks, pros and cons of entrepreneurship. By brainstorming training participants collect ideas and views on the set question. Discussions allow young people to formulate their ideal perception of entrepreneurship. Having learned the session, participants fill in an individual worksheet with self- grading guide - to explore their behavioral disposition to start up their own businesses.

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 Session 3: Your business idea! During this session, participants are divided into small teams. They learn six main steps of generating a business idea. Each participant is required to come up with a business idea and to discuss it with the team members. At the end of this process, each team selects the best business idea that has, in their view, the highest probability of success, and develops a brief business plan. In this session, the participants were trained to present their business idea in a succinct and compelling manner – the «elevator pitch», which should enable them to attract convince funders to invest or support their business idea. The participants also developed and presented a drawing of their business idea (Your Business Image), a task that requires a lot of creativity, critical thinking and innovative mindset. Critical to this phase is the creation of a small team, as each business idea is eventually curated by a team of 5 youth.

Transition to phase 2: Get ready to apply!

The trained young people have an opportunity to submit an application in order to be considered for the second phase of the training program. This happens after the training day, and without supervision from the trainers. In this respect, the teams that were formed during the first phase have to keep working together if they want to draft and submit a motivation letter. This letter should describe the business idea as well as the contribution of each team member. Clear synergies and complementarity amongst team members is one of the main selection criteria. All motivation letters are analyzed; the most appropriate groups are to be invited to continue taking part in the project Phase 2. Motivation letters are submitted by the following e-mail: [email protected].

4. Program Results – Phase 1

4.1. Youth Entrepreneurship Curriculum Development To ensure the effectiveness of the training workshops, interactive methods and materials were developed and used. These include “The young entrepreneur’s workbook”, and “Handbook for young entrepreneur”.  The workbook consists of instructions and exercises to generate ideas and to plan for a successful business. It serves as a guide to carry out independent and group work.  The Handbook includes detailed information on development of entrepreneurial skills, leadership skills, communication skills, and starting up a business, contributes to realization of business ideas of youth. To harmonize the quality and content of training workshops, all trainers were offered a 3-day training and a trainers’ guidebook.

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The Young Entrepreneur’s Workbook is developed and translated into English, Russian, and Tajik languages. Participants of the program can use the workbook as a source of information during the engagement and after the program ends. The workbook helps them in the further development of their skills and to train others.

The Young Entrepreneur’s Handbook was designed and translated into English, Tajik and Russian languages. The handbook will help youth to understand the basics of entrepreneurship and empower them to build their future in Tajikistan. It contains all essential information of the Young Entrepreneur’s Workbook training. Moreover, it provides youth with detailed guidelines on how to develop and apply entrepreneurial skills including business relationship development, marketing and accounting, etc.

The Trainer’s Guidebook was designed and translated into English and Tajik languages. Since all the Training Center trainers are native speakers there was no need to translate the guidebook into . Trainer’s guidebook was developed to help trainers to provide trainings in a single unified concept and training format.

Below are some screenshots of some of the above content. 4000 copies of the Workbook and Handbook were printed.

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4.2. Institutional Coordination & Buy-in from Local Authorities

To mobilize young people for the training workshops, cooperation among the Project team and local government of the target zones was established. Organizational issues and dates of activities were discussed with local authorities. In order to support the project, SCISPM sent an official letter with the training plan to the local authorities and Ministry of Education and Knowledge of the Republic of Tajikistan.

To ensure a high-quality mobilization, face-to-face meetings were organized with local authorities in more than 61 locations of target zones. During these meetings, the place and dates of training workshops were agreed upon, and responsible leads were appointed by local authorities (1-2 representatives of municipal authorities participated in each training).

4.3. Major Youth Outreach & Mobilization

Thanks to the close collaboration with the local authorities, the project team was able to mobilize and “recruit” more than 3800 young participants to the first phase of the training program. 150 trainings were organized in different regions according to the following break-down (Detailed tables in annex 1 & 3, with actual versus planned data).

Name of Regions Number of Trainings (Actual) Number of Participants (Actual) 62 1559 10 207 Sugd Region 48 1253 RRS 30 819 Total 150 3838

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In order to attract more young people, 10 000 flyers, with the help of volunteers, were distributed in target regions. Flyers include information about sponsors, project goals and objectives of the project, eligibility criteria, application process, and a link to the online database of project. A phone number was indicated in the flyer. The Project team also leveraged media channels to attract participants. In partnership with an independent mass-media agency of Tajikistan – Asia+ (information, newspaper, and television and radio agency), a pop up banner was placed on the agency’s website: www.asiaplus.tj. Close to 90 young candidates applied through this announcement to participate in the trainings.

The Project team also resorted to traditional media, through the Television and Radio Company Asia+. The audio form of infomercial about project was broadcasted through radio waves 107.0 FM in Dushanbe and Kurgantyube and 104.4 FM in .

Click on the icon below to hear the radio advertisement.

Ролик_ тренинг_для радио.mp3

An article about the training program was also posted in the newspapers “Sadoi Gonchi” and “Javononi Tojikiston”, and in the website of the Committee of Youth, Sport and Tourism of the government of the Republic of Tajikistan: www.youth.tj.

4.4. Trainers Selection & Certification

The aim of ToT – Training of Trainers – was to provide trainers with a single unified concept and training format. Two ToT workshops – in Dushanbe and Khujand - were delivered for the Training Center’s specialists and the hired trainers by a Master Trainer. In total, 23 trainers attended the ToT, out of which 15 were selected to lead the training workshops; the remaining 8 were offered the opportunity to assist the lead trainers. The trainers were selected based on the following criteria:

i) experience in working with youth, ii) experience in training provision, iii) experience in conducting entrepreneurship trainings, and iv) level of understanding and absorption of the new material.

See annex for a detailed table with the trainers.

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4.5. Creation of a Virtual Space for Young Participants

In order to create a common space for training participants, the project team created a page in Facebook. Regular posts were shared on this and other facebook pages such as, “Javononi Sugdzamin”, “Man Khujandro dust medoram”. This space was also leveraged to complement youth outreach and mobilization tactics as youth participants posts attracted interest and following, and in some cases led to more recruits.

4.6. Geographical Coverage

During the first phase of the training program, Sugd Region, Khatlon Region, RRS (Regions of Republican Subordination), and Dushanbe were selected as target geographic areas. As a result, the training workshops were held in 61 districts and towns of Tajikistan. The break-down of training workshops by region is as follows (breakdown by city is in annex 2):

Region Number of Number of Number of Number of trainings trainings participants participants (planned) (actual) (planned) (actual) Khatlon 60 62 1500 1559 RRS 30 30 750 819 Dushanbe 15 10 375 207 Sogd 45 48 1125 1253 Total 150 150 3750 3838

Photos from those events are accessible in the link: https://drive.google.com/open?id=0B29DsHsOVOu8R21SOFctaHlZcnc

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4.7. Generation of Business Ideas

The Business ideas that were generated during the training reflect the wide range of the participants’ interests, creativity, potential and needs as well as the community’s needs and market demand, which depends among other factors from geographical and infrastructure opportunities. A sample of these ideas consists of the following:

. Greenhouse . Stylist . Consulting agency . Gardening . Photograph at park/sights . House repair services . Animal husbandry . Fitness club . Car mechanic . Cleaning company . Designer . Confectionary . Laundry service . Tailor . Curtain sewer . Carpet cleaning service . Wedding salon . Wind power plant . Window cleaning . Event making agency . Shoulder pads production . Baby sitter . Tour guide . Production of accessories . Catering company . Carwash service and equipment for the disabled . Decorator . Internet cafe . Open air radio . Hairdresser . Canning . Recycling

Two months after the completion of phase 1, more than 80 motivation letters were received from the participating teams.

4.8. Attention retention after training completion

The young people who participated in the first phase of the training have manifested a continued interest in the development and growth of their business ideas after the end of the first phase of the training.

A call center was set up to help the youth on their entrepreneurship journey. They phone number of the call center was included on the Handbook which was given to the youth at the completion of the training day. Many of the teams sought help to apply for the second phase of the training program, as demonstrated by 1,655 phone calls to the entrepreneurship support team for five months since the start of the workshops. The spike in November is due to the launch of an SMS campaign by the project team to remind the youth about their commitment to follow up on their business ideas. Number of calls from youth trainees Start of SMS campaign 250 Start of traning 231 212 200 170 150 155

100 92 80 70 71 61 55 57 57 50 45 45 51 53 52 32 37 37 14 17 18 0 3

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4.9. Positive Feedback from Participants and Local Authorities

The training participants were prompted to fill out an evaluation form, where they could provide their feedback on the quality, value and relevance of the training workshop, amongst other parameters. 200 random evaluation forms were selected out of the total pool of 3838 respondents, and used to provide the following analysis:

Reasons for participation: More than 50% of the participants joined the training to build or strengthen their capacity in advancing existing or planned business ideas.

Reasons for Participation in the Training

To enhance 14.6% performance in planned activities For professional interest & growth 29.1% 56.3% To network & share information

The following questions are scored from 1 to 5, with 5 being very satisfactory.

Questions Average score (max 5) Did the training fulfill your learning needs? 4,89 Did the training achieve its announced objectives? 4,78 How would you rate the content/topics of the training? 4,68 How would you rate the materials used during the training? 4,83 Were you satisfied with the logistics of the training? 4,73 How would you rate the overall quality of the training? 4,81 How would you rate the relevance of this training to your country 4,64 needs/priorities? My knowledge/skills increased as a result of this training. 4,72 The knowledge/skills gained through this training are directly 4,43 applicable to my job. There was enough: Attention to theoretical content 4,85 Attention to practical content 4,93 Time for instructors’ presentations 4,92 Time for your participation 4,77

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What knowledge/skills gained in the training you will apply? . Development of business plan . Finance management . Business planning . Supply and demand . Marketing . 6 steps of creating a business idea . Networking . Elevator pitch . Business legal status . Business organization structure . Business collage . Case study . Group task . Homework . Handbooks

What type of support would you need to apply the newly acquired knowledge/skills?

. Financial support . Training support . Technical support . Equipment and tools . Place for business activity . Office . Mentoring

What did you like best in the training? . Business role play . Processing of creating business idea . Approach . Mini Business Plan . Content of workbook . Logical interconnection . Trainers . Logistic

Your recommendations to improve training in future: . Deliver more of such trainings, because they can give more opportunities to increase our knowledge . Include more materials on financial management . Provide more training on youth potential growth

Quotes from the trainees:

“In fact, the training was interesting and exciting. After this training, I want to become an entrepreneur and I will be an entrepreneur!” – by T K “The trainers could truly inspire all participants. Most importantly, I understood that the basis for success in business is an idea.” – by LT “After participating in the training, I realized that success in business depends on my aspirations and desires, success does not depend on relatives and connections in government.” – by VB. Page 14 of 34

Comments from the municipal authorities:

The municipality representatives underscored the importance of organizing such trainings on an ongoing basis as they contribute to the development of entrepreneurial skills among young people and expand their economic opportunities through business activities in the local regions. They further emphasized the instrumental role that the overall project is playing in the development of the economy and solving some of the challenges that are related to the returnee migrants. Many of the Djahomats asked for similar trainings to be organized for their staff.

4.10. Budget & Efficiencies

The budget of the World Bank contract disbursed to the TC BFE was used to develop the following elements for the program: - Development of the training material for Phase 1 and 2 - Printing of the material for Phase 1 - Design and printing promotional flyers - Creation and distribution of radio spots + media campaign - Development of online database to handle registration of youth - Creation of the online platform - Mobilization activity in 61 locations - Training of 23 trainers - Master Trainer and Trainers salary - Trainer and participants’ transportation - Renting a place for training, if required - Lunch for trainer and participants

All Phase 2 and 3 activities are now being conducted. These will be the subject of the final Activity Report.

Many of the significant cost items such as curriculum design and development will be used at scale down the road. The cost to create the curriculum and methodology is an investment in creating a training system that can rolled out very swiftly inside and outside the World Bank, without incurring high costs.

5. Lessons Learned

Significantly divergent level among youth of urban and rural areas in terms of their perceptions and ability to grasp certain concepts; it is therefore necessary to consider alternative approaches to close this gap, including organizing more adjusted training in rural areas.

There were a lot of bright ideas during the trainings, but there was also a lot of risk aversion and fear; The majority of the trainees prefers to look for a stable government or private sector job. Future trainings should potentially include south-south exchange for peer learning, and use real cases of young entrepreneurs that have succeeded in similar contexts, even in the one-day training.

Most of the participants are mistakenly sure that starting up a business demands huge amount of financial resources and personal relations in the government. A sensitization session could help correct this perception

The workbook contained an illustrative list of business ideas. Unfortunately, many of the participants were blocked within this list and were unable to come up with their own business idea.

The program results suggest that a good training program can go a long way to empower and inspire young people. Together with the right incentives and personal approach, even the skeptical crowd became curious and attracted by this new opportunity.

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In terms of project management, the project’s timeline and deadlines and overlap with Ramadan and summer vacations, handicapped the smooth implementation of the program activities, particularly the consultation and recruitment parts. It is therefore essential to consider these issues in future training programs.

Coherent branding was an issue, which suggests that the visual identity should be planned early on in the process and standardized in all project material, for both training content and communication/ marketing.

6. Planned Activities: Phases 2 & 3

6.1. Phase 2 Training Delivery

To conduct five-day “business plan” boot camp in Khatlon, Sugd and Dushanbe. Ten percent of the 3,750 trainees in step 1 (i.e. 375 youth) will be invited to participate in a five-day training on entrepreneurship and business-plan development. With comparing to step 1, this training will be more technical, and will provide deep knowledge on all essential elements to become a successful entrepreneur, such as drafting a business- plan, conducting a market analysis, presenting a product and securing funding, etc.

# Date Region Place 1. 04-07. 01.17 Sogd region Qayroqum, Camp “Shohin” (Bahoriston) 2. 11-14.01.17 RRS & Dushanbe , Camp of Tax Committee 3. 18-21.01.17 Khatlon Kurgonteppa,

6.2. Phase 2 Training Content

A new curriculum was developed for the 1-week training. Full document is ready for print.

6.3. Entrepreneurship Forum

The best 10 teams will be selected by a jury for a business plan competition during a Youth Entrepreneurship Forum. These teams will be provided with financial support and / or technical assistance to help them improve their business plan and apply for external funding (loans and grants), or other resources they might need (office space, connectivity, etc.), notably by collaborating with public institutions (e.g. the Youth Committee,

Page 16 of 34 the SCISPM), Development Partners (e.g. Open Society, EBRD), and the private sector (e.g. commercial banks, potential investors).

6.3. Online Platform

A platform “Grow our Business Together” will be developed in order to create networking among the diversity of young entrepreneurs, start uppers, mentors for establishment of links and relations with other people from the same field and enhancing their professional skills and knowledge. It will promote greater access to both consultative and educational services on behalf of the mentors, successful entrepreneurs and the members of the platform. This platform will focus on developing peer-to-peer networking through creating a group circles who meet regularly to learn and grow together. The group circles are unique and share a common bond-the power of peer support. A group circles connect likeminded people in the sphere of business. This platform will provide with role models, assist in development of vision and leadership within the sphere of entrepreneurship.

The Platform managers will provide its users step-by-step meeting guides and activities, expert videos on important topics and skills, and a group email so it’s easy to stay in touch.

The benefits of the platform are manifold:

. Introducing youth to the world of business . Opportunity to develop new networks of contacts, meeting other start uppers . Increasing their awareness of issues at other spheres of business . Pitching the project for startups . Developing crowd funding for the successful projects . Making an evaluation of the project on the early stages . This platform will help scale the project content to reach many more youth than the 3838 reached by the project itself.

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ANNEXES

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Annex 1: Number of workshops per city and region

№ Name of cities/towns Place of training Number of trainings 1. Kurgantyube Kurgantyube 2. Bokhtar 3. Vakhsh 4. Sarband 8 5. Kulob 6. 7. 8. Shurobod 9 9. Yovon 3 10. Balkhi (Kolkhozobod) Balkhi 11. Chillikul 3 12. Jaihun (Kumsangir) Jayhun 13. 4 14. Kubodiyon Kubodiyon 3 15. Norak 4 16. A. A. Jomi 2 17. Khushrav 18. Shahrituz 4 19. Khuroson Khuroson 3 20. Dangara Dangara 7 21. Muminobod Muminobod 2 22. Temurmalik Temurmalik 3 23. Vose’ 24. Hamadoni 25. Farkhor 5 Khatlon Region - Total 14 60 26. Varzob Varzob 2 27. Vahdat 4 28. Hisor 3 29. Jirgatol Rasht 30. Nurobod 31. Rasht 32. 33. Tojikobod 6 34. Roghun 2 35. Rudaki Rudaki 4 36. Tursunzoda 4 37. Fayzobod 2 38. Shahrinav 3 RRS - Total 9 30

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39. Somoni Firdavsi 4 40. Shohmansur 4 41. Firdavsi 4 42. Sino 3 Dushanbe – Total 1 15 43. Khujand Khujand 44. Istiklol 45. Buston (Chkalov) 8 46. (city) Istaravshan 47. Istaravshan (town) 4 48. (city) Isfara 49. Isfara (town) 4 50. Kayrakum Kayrakum 2 51. (city) Konibodom 52. Konibodom (town) 4 53. Panjakent 54. Ayni 55. Mountainous 56. Panjakent 3 57. Asht Asht 2 58. B. Gafurov B. Gafurov 4 59. Devashtich (Gonchi) Devashtich (Gonchi) 3 60. J. Rasulov J. Rasulov 3 61. Zafarobod 2 62. Buston (Mastchoh) Mastchoh 2 63. Spitamen Spitamen 3 64. Shahriston 1 Sugd Region – Total 14 45

Annex 2: Training of Trainers

# Trainer’s name Region 1. Akhmedov B. Hisor 2. Akhmedov B. Shohmansur 3. Akhmedov B. Kurgantyube 4. Akhmedov B. Rasht+ 5. Akhmedov B. Rasht+ 6. Akhmedov B. 7. Akhmedov B. Rogun 8. Akhmedov B. Tursunzade 9. Akhmedov B. Tursunzade 10. Akhmedov B. Firdavsi 11. Akhmedov B. Shahrinav +

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12. Akhmedov B. Fayzabad 13. Akhmedov B. Sino 14. Akhmedov B. Rudaki 15. Akhmedov B. Rudaki 16. Akhmedov B. Rudaki 17. Akhmedov B. Sino 18. Akhmedov B. Jomi 19. Akhmedov B. Kurgantyube 20. Akhmedov B. Rudaki + 21. Akhmedov B. I.Somoni+ Total 21 22. Azamkhonzoda A. Rasht+ 23. Azamkhonzoda A. 24. Azamkhonzoda A. Nurobod 25. Azamkhonzoda A. Rogun 26. Azamkhonzoda A. Tursunzade 27. Azamkhonzoda A. Tursunzade 28. Azamkhonzoda A. Fayzabad + 29. Azamkhonzoda A. Hisor 30. Azamkhonzoda A. 31. Azamkhonzoda A. Jayhun 32. Azamkhonzoda A. Panj 33. Azamkhonzoda A. Firdavsi 34. Azamkhonzoda A. Sino 35. Azamkhonzoda A. Panj 36. Azamkhonzoda A. Zafarobod 37. Azamkhonzoda A. Khujand / 0,5 38. Azamkhonzoda A. Khujand / 0,5 Total 17 39. Abubakri Emom Shahrituz 40. Abubakri Emom Shahrituz 41. Abubakri Emom н.N.Khusrav 42. Abubakri Emom Balkhi 43. Abubakri Emom Bokhtar 44. Abubakri Emom Vakhsh 45. Abubakri Emom Sarband Total 7 46. Giyasova S. Shahrinav 47. Giyasova S. Rudaki 48. Giyasova S. Shahrinav 49. Giyasova S. Shahrinav Total 4 50. Ikromova N. Varzob 51. Ikromova N. Yovon 52. Ikromova N. Yovon

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53. Ikromova N. Yovon 54. Ikromova N. Vahdat 55. Ikromova N. Dangara 56. Ikromova N. Dangara 57. Ikromova N. Dangara 58. Ikromova N. Temurmalik 59. Ikromova N. Temurmalik+ 60. Ikromova N. Khuroson 61. Ikromova N. Varzob 62. Ikromova N. Vahdat 63. Ikromova N. Vahdat 64. Ikromova N. Vahdat 65. Ikromova N. Shohmansur 66. Ikromova N. Jomi 67. Ikromova N. Kurgantyube Total 18 68. Ismatulloeva M. Khujand / 0,5 69. Ismatulloeva M. Khujand / 0,5 70. Ismatulloeva M. Khujand / 0,5 71. Ismatulloeva M. Khujand / 0,5 Хамаги 4 72. Yakubov M. Devashtich 73. Yakubov M. Devashtich 74. Yakubov M. Asht Total 3 75. Rahimova M. н.Shahriston 76. Rahimova M. Spitamen 77. Rahimova M. Spitamen 78. Rahimova M. J.Rasulov 79. Rahimova M. J.Rasulov 80. Rahimova M. Dangara 81. Rahimova M. Dangara 82. Rahimova M. Dangara 83. Rahimova M. Dangara 84. Rahimova M. Temurmalik+ 85. Rahimova M. Khuroson 86. Rahimova M. Khuroson 87. Rahimova M. Rudaki 88. Rahimova M. Buston (Mastcho) 89. Rahimova M. Isfara 90. Rahimova M. Isfara 91. Rahimova M. Isfara 92. Rahimova M. Isfara Total 18 93. Rajabov N. Vose’

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94. Rajabov N. Farkhor 95. Rajabov N. Farkhor 96. Rajabov N. Hamadoni 97. Rajabov N. Hamadoni 98. Rajabov N. Vose’ 99. Rajabov N. Buston (Chkalov)) Total 7 100. Norov S. Panj 101. Norov S. Firdavsi 102. Norov S. Ayni 103. Norov S. Panj 104. Norov S. Zafarobod 105. Norov S. Gafurov 106. Norov S. Gafurov 107. Norov S. Khujand / 0,5 108. Norov S. Khujand / 0,5 Total 9 109. Solieva F. Asht Total 1 110. Usmonova N. Kurgantyube 111. Usmonova N. Norak 112. Usmonova N. Norak 113. Usmonova N. Norak 114. Usmonova N. Norak 115. Usmonova N. Firdavsi 116. Usmonova N. Devashtich 117. Usmonova N. Asht 118. Usmonova N. Qayroqum (Shohin) 119. Usmonova N. Khujand / 0,5 120. Usmonova N. Gafurov Total 11 121. Fozilova B. н.Shahriston 122. Fozilova B. Spitamen 123. Fozilova B. Spitamen 124. Fozilova B. J.Rasulov 125. Fozilova B. J.Rasulov 126. Fozilova B. Shahrituz 127. Fozilova B. Shahrituz 128. Fozilova B. н.N.Khusrav 129. Fozilova B. 130. Fozilova B. Balkhi 131. Fozilova B. Bokhtar 132. Fozilova B. Vakhsh 133. Fozilova B. Sarband 134. Fozilova B. Istaravshan

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135. Fozilova B. Istaravshan 136. Fozilova B. Istaravshan 137. Fozilova B. Istaravshan Total 17 138. Karimov Kh. Hisor 139. Karimov Kh. Konibodom 140. Karimov Kh. Konibodom 141. Karimov Kh. Konibodom 142. Karimov Kh. Konibodom 143. Karimov Kh. Gafurov 144. Karimov Kh. Total 7 145. Sharbatov D. Kulob 146. Sharbatov D. Muminobod 147. Sharbatov D. Baljuvon 148. Sharbatov D. Muminobod 149. Sharbatov D. Khovaling 150. Sharbatov D. Shurobod 151. Sharbatov D. Kulob 152. Sharbatov D. Kulob 153. Sharbatov D. Kulob 154. Sharbatov D. Kulob 155. Sharbatov D. Kulob Total 11

Annex 3: Geographical Coverage in Phase 1

Region Number of Number of Number of Number of trainings trainings participants participants (Planned) (Actual) (Planned) (Actual) Khatlon 60 62 1500 1559 Baljuvon 1 1 25 35 Balkhi 2 2 50 40 Bokhtar 2 2 50 58 Dangara 7 7 175 154 Dusti 1 1 25 23 Farkhor 2 2 50 62 Hamadoni 2 2 50 57 Jayhun 2 2 50 23 Jomi 2 2 50 50 Khovaling 1 1 25 30 Kulob 6 6 150 159 Muminobod 2 2 50 60 N.Khusrav 2 2 50 56

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Norak 4 4 100 114 Panj 2 0 50 0 Qubodiyon 3 2 75 23 Kurgantyube 2 4 50 118 Sarband 2 2 50 53 Shahrituz 2 4 50 74 Shurobod 1 1 25 30 Temurmalik 3 3 75 91 Vakhsh 2 2 50 42 Vose’ 1 2 25 52 Yovon 3 3 75 75 Khuroson 3 3 75 80 RRS 30 30 750 819 Fayzabad 2 2 50 57 Hisor 3 3 75 94 Jirgatol 1 1 25 29 Nurobod 1 1 25 28 Rasht 2 2 50 62 Tojikobod 1 1 25 28 Rogun 2 2 50 60 Rudaki 4 4 100 98 Shahrinav 3 4 75 85 Tavildara 1 1 25 28 Tursunzade 4 4 100 122 Vahdat 4 4 100 100 Varzob 2 1 50 28 Dushanbe 15 10 375 207 Firdavsi 4 4 100 62 I.Somoni 4 2 100 32 Shohmansur 4 2 100 55 Sino 3 2 75 58 Sogd 45 48 1125 1253 Asht 2 3 25 69 Ayni 1 1 25 28 Gafurov 4 5 100 122 Devashtich 3 3 75 94 Buston (Mastcho) 2 2 50 35 Isfara 4 4 100 108 Istaravshan 4 4 100 102 Istiqlol 1 1 25 30 Buston (Chkalov) 1 1 25 22 J.Rasulov 3 4 75 112 Khujand 6 6 150 178

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Konibodom 4 3 100 68 Panjakent 1 2 25 51 Mastchohi Kuhi 1 0 25 0 Qayroqum 2 1 50 26 Shahriston 1 2 25 56 Spitamen 3 4 100 112 Zafarobod 2 2 50 40 Total 150 150 3750 3838

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Annex 4: Draft schedule of event for Phase 2 one-week training “Business Plan Boot Camp”

Session Time Topic Description Day 1

 Organization and project 8:30- Workshop overview  Objectives and agenda of workshop 8:40  Trainers for this workshop

8:40- Ice breaker Group game: Superlatives 8:50

Group work: Why do you write a business plan? 8:50- Setting goals Group presentation: 5 best reasons for writing a 9:20 business plan Welcome and Introductions 9:20- Success story of Nike Company -  Watching the video by groups 9:50 video  Group discussion: Are you inspired by?

Trainer presentation: 9:50- The ABC of a business plan  What are the steps in the planning business? 10:30  Different types of business plans  Content and structure of a business plan

10:30- Coffee – break 10:45 10:45- Marketing plan in Business plan Trainer presentation: The contents of Marketing plan 11:00

 Group work: What my clients want? 11:00- Markets and products/services  Trainer presentation: Market characteristic 12:00  Group game: Please, buy my product

12:00- Lunch 13:00

13:00-  Group work: Description of the products/services Markets and products/services 13:30  Group presentation

 Trainer presentation: Comparison of our products 13:30- Competitors with the products of competitors 14:00  Group work: How to evaluate my competitors? Session 1 14:00- Marketing plan Energizer Animal roundup 14:10

 Group discussion: Where and who will be your market? Market segment, 14:10-  Trainer presentation: Example, determine quality Quantity demanded 15:10 demanded Market share  Group work: Determination of the potential market share

15:10- Coffee-break 15:25 15:25- Work on the business plan: Part I - Group/Individual work 16:20 Marketing plan

16:25-  Group discussion Conclusion of the first day 16:30  Questions and requests

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Day 2 8:30- Presentation of the 3 pairs (in unusual way): What I remember Refreshment 8:45 from the previous day? Trainer presentation: how to set price for your products/services by using methods: 8:45- Price setting methods 9:15  Comparison  Cost and plus  Can the market afford this price

 Group work: What will be the volume of sales? 9:30-  Trainer presentation: The basic methods of market research Marketing strategy 10:30  Group work: preparing questionnaire for market research; to conduct marketing survey by phone calls; Session 1 Marketing 10:30- Coffee-break plan 10:45

 Group work: Analyze of questionnaires 10:45- Marketing strategy  Group presentation: Result of market research 11:30  Group discussion: Marketing tools and marketing budget

11:30- Open resource in Internet on  Trainer presentation: Canva – graphic and design of marketing 11:40 Marketing topic material

11:40- Work on the business plan: Part I Group/ Individual work 12:00 - Marketing plan 12:00- Lunch 13:00 Trainer presentation: 13:00- Production plan in Business plan 13:30  The contents of Production plan  Drawing production process

13:30- Production process Group game: Designing Bakery 14:30

14:30- Trainer example: table of fixed assets and how to calculate Fixed assets and depreciation 14:00 deprecation

Session 2 14:00- Energizer Scavenger Hunt Production 14:10 plan 14:10- Trainer presentation: Raw materials, labor and overhead costs Product unit cost 15:10 Group work: Calculation of the unit cost of bread

15:10- Coffee-break 15:25 15:25- Work on the business plan: Part Group/Individual work 16:20 2 - Production plan

16:20-  Group discussion Conclusion of the second day 16:30  Questions and requests

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Day 3

8:30- Presentation of the 3 pairs (in unusual way): What I Refreshment 8:45 remember from the previous day? Session 2 Trainer presentation: Production plan 8:45- Equipment and maintenance 9:00  Where and how to buy equipment?  Maintenance and repairs

Trainer presentation:

9:00- Organization plan and  The contents of Organization plan and 9:40 management in Business plan management  The legal forms of business in Tajikistan  The organizational structure of the business

Group game: The creation of a highest tower 9:40- Team building 10:30 Group discussion: The positive aspects of your team work 10:30- Coffee-break 10:45 Session 3 Organization & Presentation of case: good and bad employee, what Management 10:45- Motivation in management to do with them? 11:15 structure Group discussion and presentation: how to motivate your employees?

11:15- Partner choice Group game: How to choose a partner in Business? 12:00

12:00- Lunch 13:00

13:00- Work on the business plan: Part Group/Individual work 13:50 3 - Organization plan 13:50- Energizer String a story 14:00

Trainer presentation: 14:00- Financial plan in Business plan 14:30  The contents of Financial plan  Capital demand

Group work (the terms in financial plan):

14:30-  fixed assets Terms in financial plan 15:00  working capital  preoperative expenses Session 4  revenue Financial plan Trainer presentation: 15:00- Financial sources in Tajikistan  What financial sources exist in Tajikistan? 15:30  Loan and commitment  Loan repayment schedule 15:30- Coffee-break 15:45 Group/Individual work: 15:45- Work on the business plan: Part capital demand 16:20 4 - Financial plan

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16:20-  Group discussion Conclusion of the third day 16:30  Questions and requests

Day 4 8:30- Presentation of the 3 pairs (in unusual way): What I Refreshment 8:45 remember from the previous day?

8:45-  Trainer example: Profit and loss statement Profit and loss statement 9:30  Group work: Profit and loss of the “Bakery” project

 Trainer presentation: Why we need cash-flow? 9:30- Cash-flow  Case study: Cash-flow 10:30  Group work: Cash-flow for the “Bakery” project 10:30- Coffee-break 10:45 10:45- How to create dashboard for Trainer presentation: example of dashboard for 11:10 financial reports easy calculation

Group/Individual work: 11:10- Work on the business plan: Part Profit and loss 12:00 4 - Financial plan Cash-flow Session 4 12:00- Lunch Financial plan 13:00

 Trainer presentation: Contents of balance sheet 13:00- Balance sheet  Group work: Balance sheet for the “Bakery” 14:00 project

14:00- Trainer presentation: How to calculate breakeven Breakeven point 14:30 point 14:30- Act and react Energizer 14:40 Group/Individual work: 14:40- Work on the business plan: Part Balance sheet 15:30 4 - Financial plan The breakeven point

15:30- Coffee-break 15:45 Trainer presentation: Contents of resume of business 15:45- Resume of business plan plan 16:20 Group work: Creating resume for “Bakery project”

16:20-  Group discussion Conclusion of the third day 16:30  Questions and requests

Day 5 Presentation of the 3 pairs (in unusual way): What I 8:30- Refreshment remember from the previous day? 8:45

8:45- Work on the business plan: Group/Individual work with Session 5 10:30 Resume and finalization trainers’ consultation Resume and finalization 10:30- Coffee-break of Business plan 10:45 10:45- Work on the business plan: Group/Individual work with 12:00 Resume and finalization trainers’ consultation

12:00- Lunch 13:00

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 Trainer presentation: Contents of pitch presentation 13:00- How to make pitch  Trainer example: Effective pitch presentation 14:00 presentation?  Group work: Preparation 5mins pitch for “Bakery” project

 Video record of pitch presentations by groups 14:00- (5mins pitch and answers to the question) Pitch presentation 15:00  Group discussion: Feedback on recorded pitch Session 6 presentations Pitch presentation 15:00- Coffee-break 15:15 15:15- Work on pitch presentation for Group/Individual work 16:00 Business Plan

 Group discussion 16:00-  Questions and requests Conclusion of the fifth day 16:30  Appointment of each participant’s pitch time  Criteria’s for pitch

 5mins for each pitch Pitch event  5mins for questions

Awarding the certificate  Awarding the certificates Conclusion of the training and Feedback  Feedback of training

Annex 5: Pictures from a few of the 150 trainings

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