{"text_format":"1","workbook":"xlsx","n_sheets":19,"sheets":["Intro round","Formality benefits","Information P1","Information P2","Information P3","Client","Relationship manager","Observer","P&L PX","Cash Flow PX","Name the Business","Questions","ECPCGC","Lean Canvas","Negotiator 1","Negotiator 2","Negotiation Observer","Relationship building","Helper"],"not_rendered":{"charts":0,"images":7,"macros":1,"external_links":0,"defined_names":0,"comments":9,"pivot_tables":0},"unopened":[],"bounds":{"document_bytes":16777216,"sheet_cells":100000,"rows_first":2000,"rows_last":500,"rows_between":2000,"halvings":0,"cell_chars":16384,"cell_head_chars":4096},"cells_cut":0,"cells_raw":0,"read":"whole","date_system":"1900"}

{"sheet":"Intro round","index":0,"n_rows":20,"n_cols":13,"rows_kept":20,"cut":false,"hidden":false,"merged":[[11,12,12,16],[13,12,22,16],[2,0,3,10],[5,0,5,1],[6,0,6,1],[7,0,7,1],[8,0,8,1],[5,2,5,5],[6,2,6,5],[7,2,7,5],[8,2,8,5],[19,0,20,4],[19,6,20,10],[21,0,44,4],[21,6,44,10],[11,0,14,10]]}
[]
[]
["Same & Different Game"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
[]
["You have 5 minutes in a breakout-Room to get to know each other in a quick way. The goal for you is to find similarities and differences. They can be from whatever topic you discover (hobbies, interests, personal experiences, movies or tv shows you like,  e.g....). Try to skip things like gender or age.\nNote the things you find in this working excel to have a quick presentation in the group afterwards.",null,null,null,null,null,null,null,null,null,null,null,"Trainer Hints"]
[]
[null,null,null,null,null,null,null,null,null,null,null,null,"This task is done early in the training to break the ice between the participants and to give them a chance to get to know each other besides the introduction round.\nThey will work in a lot of group excercises so they should know each other better from the beginning.\nThis also helps them to get used to working in the shared Excel_Participants file."]
[]
[]
[]
[]
[]
["Similarities ",null,null,null,null,null,"Differences"]

{"sheet":"Formality benefits","index":1,"n_rows":22,"n_cols":1,"rows_kept":22,"cut":false,"hidden":false,"merged":[[7,0,7,1],[7,2,7,5],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5],[8,0,8,1],[8,2,8,5],[11,0,14,10],[19,0,20,10],[21,0,44,10]]}
[]
[]
["Formality advantages"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["You have 15 minutes in a breakout-Room to find reasons for MSME to get registered and formalize.\nAlso think about how you would convince an informal client to get registered and how to counter arguements.\n\nNote the things you find in this working excel to have a quick presentation in the group afterwards."]
[]
[]
[]
[]
[]
[]
[]
["Benefits of formality"]
[]
["This section is to prepare the people in direct customer contact to gain confidence to talk about the topic of formality.\nThe key things to note are:\n- Qualification for loans\n- Tax is only paid after a big threshhold (and excemptions are possible)\n- Subvention and funding from official institutions\n- Alternative Entity possibilities with their advantage become possible (Ltd. ; Partnerhsips ; Franchises)\n- Legal protection\n...\n\nThe participants should also gain a feeling to argue these topics to a client."]

{"sheet":"Information P1","index":2,"n_rows":20,"n_cols":1,"rows_kept":20,"cut":false,"hidden":false,"merged":[[7,0,7,1],[7,2,7,5],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5],[8,0,8,1],[8,2,8,5],[11,0,14,10],[19,0,20,10],[21,0,44,10]]}
[]
[]
["Client Information"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["You have 5 minutes to note down all the information you can imagine being useful about a client and his business. \nThe goal is to think of as much as possible, being it relevant or might seem irrelevant at first."]
[]
[]
[]
[]
[]
[]
[]
["Information about a client and his business"]

{"sheet":"Information P2","index":3,"n_rows":20,"n_cols":1,"rows_kept":20,"cut":false,"hidden":false,"merged":[[8,0,8,1],[8,2,8,5],[11,0,14,10],[19,0,20,10],[21,0,44,10],[7,0,7,1],[7,2,7,5],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5]]}
[]
[]
["Client Information"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["You have 5 minutes to note down all the information you can imagine being useful about a client and his business. \nThe goal is to think of as much as possible, being it relevant or might seem irrelevant at first."]
[]
[]
[]
[]
[]
[]
[]
["Information about a client and his business"]

{"sheet":"Information P3","index":4,"n_rows":20,"n_cols":1,"rows_kept":20,"cut":false,"hidden":false,"merged":[[8,0,8,1],[8,2,8,5],[11,0,14,10],[19,0,20,10],[21,0,44,10],[7,0,7,1],[7,2,7,5],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5]]}
[]
[]
["Client Information"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["You have 5 minutes to note down all the information you can imagine being useful about a client and his business. \nThe goal is to think of as much as possible, being it relevant or might seem irrelevant at first."]
[]
[]
[]
[]
[]
[]
[]
["Information about a client and his business"]

{"sheet":"Client","index":5,"n_rows":22,"n_cols":1,"rows_kept":22,"cut":false,"hidden":false,"merged":[[21,0,21,10],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5],[19,0,20,10],[7,0,7,1],[7,2,7,5],[16,0,18,10],[8,0,8,1],[8,2,8,5],[11,0,14,10]]}
[]
[]
["Client interview"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["You will be moved into a breakout room. One person will be asigned customer, one person relationship manager and 1-2 observers. The goal for the relationship manager is to gather as much information as possible and keep the conversation going. The oberservers will note the information provided and will provide feedback afterwards."]
[]
[]
[]
["Client:"]
["You are assigned client for this roleplay. Down below you find basic information about your role. Feel free to make up sensible information to keep the conversation going. Dont make it too hard for the relationship manager. You unlock the information with your password"]
[]
[]
["Client Profile"]
[]
["Name: \"your name\"\nAge: \"your age\"\nPersonal background: Married with kids. Owns his own house which is financed at another institution (estimated worth 150,000 XCD, loan of 50,000 XCD remaining. \nYou worked for the government for several years until you got the opportunity to start a restaurant with your brother.\n\nBusiness:\nYou started the business together but your brother left the country with his family to live and work in the United States 5 years ago. The restaurant is a typical tourist place close to the beach with several hotels around. Rented for 4.000 XCD per month. You offer mostly beverages, burgers and fish.\nNow you get the opportunity to rent a small place next to your restaurant and you have the idea to offer smoothies and healthy drinks in that place. You feel like you can utilize syngergies with your restaurant, since the small amount of health drinks on your existing menu run really well. Your sourcing is allready in place by your restaurant so you mainly need a loan of 50,000 XCD for furnishing the smoothie bar. \n\nKey figures for your restaurant:\n- Turnover 30,000 XCD per month, after all expenses you have about 7,000 XCD for your salary and profit\n- You started business in 2012\n- Sourcing mostly local, but your supplier for vegetables has been unreliable lately so you are looking for someone new\n- You do no Marketing\n\nFor training purposes feel free to make up sensible information as you need it !"]

{"sheet":"Relationship manager","index":6,"n_rows":22,"n_cols":1,"rows_kept":22,"cut":false,"hidden":false,"merged":[[8,0,8,1],[8,2,8,5],[11,0,14,10],[19,0,20,10],[21,0,44,10],[7,0,7,1],[7,2,7,5],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5]]}
[]
[]
["Client interview"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["You have 10 minutes to note down all the information you can imagine being useful about a client and his business. \nThe goal is to think of as much as possible, being it relevant or might seem irrelevant at first."]
[]
[]
[]
[]
[]
[]
[]
["Interview your client in a meeting"]
[]
["Try to start with Open questions\n\nIf you get information that you find hard to believe try to confirm it (maybe with a closed question) or ask for deeper explanation\n\nDont forget that behind every business there is a private person aswell\n\n"]

{"sheet":"Observer","index":7,"n_rows":20,"n_cols":1,"rows_kept":20,"cut":false,"hidden":false,"merged":[[8,0,8,1],[8,2,8,5],[11,0,14,10],[19,0,20,10],[21,0,44,10],[7,0,7,1],[7,2,7,5],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5]]}
[]
[]
["Client interview"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["Your 2 colleagues will perform an interview in the breakout room. Your task is to observe and note things you find important. Pay attention to the questions the relationship manager asks and how he phrases them (are they open? / Closed questions for confirmation?).  \nGIve feedback in your group after\n"]
[]
[]
[]
[]
[]
[]
[]
["Information about a client and his business"]

{"sheet":"P&L PX","index":8,"n_rows":42,"n_cols":8,"rows_kept":42,"cut":false,"hidden":false,"merged":[[38,1,38,2],[33,1,33,2],[7,0,7,1],[2,0,3,11],[5,0,5,1],[6,0,6,1],[8,0,8,1],[5,2,5,11],[6,2,6,11],[7,2,7,11],[8,2,8,11],[23,1,23,2],[24,1,24,2],[25,1,25,2],[26,1,26,2],[27,1,27,2],[22,1,22,2],[34,1,34,2],[35,1,35,2],[36,1,36,2],[37,1,37,2],[15,7,16,13],[11,0,14,11],[17,7,48,13],[39,1,39,2],[40,1,40,2],[41,1,41,2],[28,1,28,2],[29,1,29,2],[30,1,30,2],[31,1,31,2],[32,1,32,2],[17,1,17,2],[18,1,18,2],[19,1,19,2],[20,1,20,2],[21,1,21,2]]}
[]
[]
["Profit & Loss "]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["Jonathan ran his Taxi business for a year now. You as his Banker help him in doing his first Profit & Loss statement. After you spoke about it he noted you down the business incidents and (maybe) important things you two need to do the P&L. Please fill out the following P&L for Jonathan considering the 10 noted points you and Jonathan spoke about. \n"]
[]
[]
[]
[null,null,null,null,null,null,null,"Jonathans Taxi Business"]
[]
[null,"Position ",null,"Total for period ","Total for period ",null,null,"1. After the first months business kept growing. So from January to April Jonathan saw an steady income of XCD 600 per day (20 workdays per month). From May on he acquired some key customers which led to an increase in monthly revenue of XCD 15,000.\n\n2. To attract more customers Jonathan thought about doing some advertisement. In July he printed some Flyers and paid them cash. XCD 150\n\n3. In October he had troubles with his used car. Luckily he didnt have any revenue lost but he had to pay XCD 3,000 for repairs. Additionally the used car needs regular maintenace for the cost of XCD 1,000 per month during the whole year.\n\n4. He handed you all the receipts from gas stations for the whole year in one package. After adding up all the figures you calculated cost for gas to be XCD 70.000\n\n5. His phone plan costs him XCD 80 per month.\n\n6. The car insurance for the year is XCD 6,000\n\n7. He had no employess during the year\n\n8. He bought his used Car at the beginning of the year for XCD 21,000. He says that he plans to use the car for the next 3 years, then it has to be substituted.\n\n9. Jonathan estimated all other expenses for small utility things to be about XCD 8,000 for the year.\n\n10. He had no interest or tax paid during his first year of business. "]
[null," - Services / Rent",null,null,null,{"$f":"IF(D19=E19,\"Yes\",\"No\")","v":"Yes"}]
[null," - Trade",null,null,null,"Yes"]
[null," - Services / Transport",null,168000,168000,{"$f":"IF(D21=E21,\"Yes\",\"No\")","v":"Yes"}]
[null,"TOTAL SALES ",null,{"$f":"SUM(D19:D21)","v":168000},{"$f":"SUM(E19:E21)","v":168000}]
[null," - Cost of services",null,null,null,"Yes"]
[null," - Cost of goods traded",null,null,null,"Yes"]
[null," - Cost of goods transport services",null,70000,70000,"Yes"]
[null,"TOTAL COST OF GOODS SOLD",null,{"$f":"SUM(D23:D25)","v":70000},{"$f":"SUM(E23:E25)","v":70000}]
[null,"Margin"]
[null," - Service",null,{"$f":"D29/D22","v":0.58333333333333337},{"$f":"E29/E22","v":0.58333333333333337}]
[null,"GROSS PROFIT",null,{"$f":"D22-D26","v":98000},{"$f":"E22-E26","v":98000}]
[null," - Salaries and social insurance",null,null,0,{"$f":"IF(D30=E30,\"Yes\",\"No\")","v":"Yes"}]
[null," - Rent costs",null,null,0,"Yes"]
[null," - Insurances",null,6000,6000,"Yes"]
[null," - Maintenance",null,15000,15000,"Yes"]
[null," - Marketing",null,150,150,"Yes"]
[null," - Administrative (tel, office supplies, etc)",null,960,960,"Yes"]
[null," - Depreciation",null,7000,7000,"Yes"]
[null," - Others",null,8000,8000,"Yes"]
[null,"TOTAL OPERATIVE COSTS",null,{"$f":"SUM(D30:D37)","v":37110},{"$f":"SUM(E30:E37)","v":37110}]
[null,"PROFIT BEFORE TAX AND INTEREST (EBIT)",null,{"$f":"D29-D38","v":60890},{"$f":"E29-E38","v":60890}]
[null," - Bank interest",null,null,null,{"$f":"IF(D40=E40,\"Yes\",\"No\")","v":"Yes"}]
[null," - Profit tax",null,null,null,"Yes"]
[null,"NET PROFIT FROM MAIN OPERATIONS",null,{"$f":"D39-D40-D41","v":60890},{"$f":"E39-E40-E41","v":60890}]

{"sheet":"Cash Flow PX","index":9,"n_rows":47,"n_cols":18,"rows_kept":47,"cut":false,"hidden":false,"merged":[[12,17,13,23],[15,0,15,13],[2,0,3,15],[10,0,11,5],[8,0,8,1],[8,2,8,5],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5],[7,0,7,1],[7,2,7,5],[14,17,47,23],[46,11,49,11]]}
[]
[]
["Cash Flow"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task: Try to fill out the Cash-Flow for the upcoming year of Jonathans business considering the 10 notes on the side."]
[]
[null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,"Jonathans Taxi business"]
[]
[null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,"1. Jonathans Taxi business is still expected to stay stable at an Income from customers of XCD 15,000 per month.\n\n2. The new business opportunity is estimated to be making XCD 25,000 during the main season from November until (including) May and XCD 12,500 during off season. But the hotel pays Jonathan 1 month after he provided his service.\n\n2. His insurance for the Taxi and the Bus is now XCD 10,000 for the whole year, paid in December.\n\n4. He pays the employee whos driving the Bus XCD 5,000 a month throughout the whole year. With a bonus of XCD 1,000 for Christmas.\n\n5. He added up his \"other expenses\" to be at around XCD 500 a month.\n\n6. The car insurance for the year is XCD 10,000, paid in December\n\n7. He has gas expenses of XCD 20,000 during the season and XCD 13,000 in off season which he pays without any payment target.\n\n8. You quickly calulate a loan for him. The loan is XCD 50,000 and disbursed in January. His monthly repayment is XCD 1,000 (starting in February). Your bank charges XCD 120 monthly for Services.\n\n9. Jonathan wants to rent a place for XCD 500 to have a place to keep the verhicles and do small repairs. The place he is looking at is available in March.\n\n10. Jonathan expects to up his salary for his personal use from XCD 6,000 to XCD 10,000 from May in the year."]
["Cash Coming Into And Leaving Jonathan's Business"]
[]
[null,"January","February","March","April","May","June","July","August","September","October","November","December","Totals","Totals"]
["Receipts"]
["Cash from sales",15000,15000,15000,15000,15000,15000,15000,15000,15000,15000,15000,15000,{"$f":"SUM(B20:M20)","v":180000},180000,{"$f":"IF(O20=N20,\"YES\",\"NO\")","v":"YES"}]
["Cash from your debtors",25000,25000,25000,25000,25000,25000,12500,12500,12500,12500,12500,25000,{"$f":"SUM(B21:M21)","v":237500},237500,{"$f":"IF(O21=N21,\"YES\",\"NO\")","v":"YES"}]
["Cash you've provided",0,0,0,0,0,0,0,0,0,0,0,0,{"$f":"SUM(B22:M22)","v":0},0,"YES"]
["Total Receipts (a)",{"$f":"SUM(B20:B22)","v":40000},40000,40000,40000,40000,40000,27500,27500,27500,27500,27500,40000,{"$f":"SUM(B23:M23)","v":417500},417500]
[]
["Payments"]
["Payments to your creditors",0,0,0,0,0,0,0,0,0,0,0,0,{"$f":"SUM(B26:M26)","v":0},0,{"$f":"IF(O26=N26,\"YES\",\"NO\")","v":"YES"}]
["Your salary/ drawings",6000,6000,6000,6000,10000,10000,10000,10000,10000,10000,10000,10000,104000,104000,"YES"]
["Other salaries",5000,5000,5000,5000,5000,5000,5000,5000,5000,5000,5000,6000,61000,61000,"YES"]
["Rents / water charges",0,0,500,500,500,500,500,500,500,500,500,500,5000,5000,"YES"]
["Gas, Electricity, Oil",20000,20000,20000,20000,20000,13000,13000,13000,13000,13000,20000,20000,205000,205000,"YES"]
["Insurances",0,0,0,0,0,0,0,0,0,0,0,10000,10000,10000,"YES"]
["Property & Machinery Expenses",0,0,0,0,0,0,0,0,0,0,0,0,0,0,"YES"]
["Lawyer /Accountants /Advertising Fees",0,0,0,0,0,0,0,0,0,0,0,0,0,0,"YES"]
["Loan Repayments",0,1000,1000,1000,1000,1000,1000,1000,1000,1000,1000,1000,11000,11000,"YES"]
["Bank Charges",120,120,120,120,120,120,120,120,120,120,120,120,1440,1440,"YES"]
["Others",500,500,500,500,500,500,500,500,500,500,500,500,6000,6000,"YES"]
["Total Payments  (b)",{"$f":"SUM(B26:B36)","v":31620},32620,33120,33120,37120,30120,30120,30120,30120,30120,37120,48120,403440,403440,"YES"]
[]
["Cash coming into the business (a-b)",{"$f":"SUM(B23-B37)","v":8380},7380,6880,6880,2880,9880,-2620,-2620,-2620,-2620,-9620,-8120,{"$f":"SUM(B39:M39)","v":14060},14060]
[null," "]
["Opening balance",0,{"$f":"B43","v":8380},15760,22640,29520,32400,42280,39660,37040,34420,31800,22180,14060,0]
[]
["Closing  balance",{"$f":"SUM(B41+B39)","v":8380},15760,22640,29520,32400,42280,39660,37040,34420,31800,22180,14060]
[]
[]
[]
[null,null,null,null,null,null,null,null,null,null,null,"Please only check results after you are finished"]

{"sheet":"Name the Business","index":10,"n_rows":84,"n_cols":14,"rows_kept":84,"cut":false,"hidden":false,"merged":[[78,3,78,6],[48,3,48,6],[63,3,63,6],[18,3,18,6],[33,3,33,6],[8,0,8,1],[8,2,8,5],[11,0,14,10],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5],[7,0,7,1],[7,2,7,5],[24,11,30,14],[84,11,90,14],[54,11,60,14],[40,11,46,14],[69,11,75,14]]}
[]
[]
["Businesses and their comparability"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
[]
[]
[]
[]
[]
[]
[]
[null,null,null,"COMPANY A"]
[null,null,null,null,null,null,null,null,null,null,null,"What business is company A ?"]
[]
[null,null,null,null,null,null,null,null,null,null,null,null,null,"Auto repair"]
[]
[null,null,null,null,null,null,null,null,null,null,null,"Why did you pick that business ?"]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[null,null,null,"COMPANY B"]
[null,null,null,null,null,null,null,null,null,null,null,"What business is Company B ?"]
[]
[null,null,null,null,null,null,null,null,null,null,null,null,null,"E-Commerce"]
[]
[null,null,null,null,null,null,null,null,null,null,null,"Why did you pick that business ?"]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[null,null,null,"COMPANY C"]
[null,null,null,null,null,null,null,null,null,null,null,"What business is Company C ?"]
[]
[null,null,null,null,null,null,null,null,null,null,null,null,null,"Restaurant"]
[]
[null,null,null,null,null,null,null,null,null,null,null,"Why did you pick that business ?"]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[null,null,null,"COMPANY D"]
[null,null,null,null,null,null,null,null,null,null,null,"What business is Company D ?"]
[]
[null,null,null,null,null,null,null,null,null,null,null,null,null,"Agriculture"]
[]
[null,null,null,null,null,null,null,null,null,null,null,"Why did you pick that business ?"]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[null,null,null,"COMPANY E"]
[null,null,null,null,null,null,null,null,null,null,null,"What business is Company E ?"]
[]
[null,null,null,null,null,null,null,null,null,null,null,null,null,"Store for handmade products"]
[]
[null,null,null,null,null,null,null,null,null,null,null,"Why did you pick that business ?"]

{"sheet":"Questions","index":11,"n_rows":43,"n_cols":14,"rows_kept":43,"cut":false,"hidden":false,"merged":[[8,0,8,1],[8,2,8,5],[11,0,14,10],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5],[7,0,7,1],[7,2,7,5]]}
[]
[]
["Questions, data and risk"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["Here your group will find a number of questions to discuss. How strong would a possible \"yes\" or \"no\" answer influence your credit decision. If a questions would influence your decision, then rate how strong.\nStep 1: Answer \"Yes/No\" wheather or not the question is influencing your decision in a good or bad way\nStep 2: Select 1 to 5 for how strong the influence would be\n"]
[]
[]
[]
[null,null,null,null,null,null,null,null,null,null,null,"Step 1",null,"Step 2"]
[null,null,null,null,null,null,null,null,null,null,null,null,null,"If \"Yes\" how strong is the influence ?"]
["Question 1:",null,null,null,null,null,null,null,null,null,null,"Answer:",null,"1 - being not so important / 5 - being very important"]
["Your customer is 32. Is succession planning in place ?",null,null,null,null,null,null,null,null,null,null,"Select here",null,"Select here"]
[]
["Question 2:"]
["Your customer is 62. Is succession planning in place ?",null,null,null,null,null,null,null,null,null,null,"Select here",null,"Select here"]
[]
["Question 3:"]
["Does the enterpreneur posses the skills and expereience to operate the business ?",null,null,null,null,null,null,null,null,null,null,"Select here",null,"Select here"]
[]
["Question 4:"]
["Are the financial projections within reasonable range ?",null,null,null,null,null,null,null,null,null,null,"Select here",null,"Select here"]
[]
["Question 5:"]
["You have no experience with customers in the business segment of the client ?",null,null,null,null,null,null,null,null,null,null,"Select here",null,"Select here"]
[]
["Question 6:"]
["You have an properly crafted business plan with all the information you wanted ?",null,null,null,null,null,null,null,null,null,null,"Select here",null,"Select here"]
[]
["Question 7:"]
["Your customer has been insolvent / bankrupt in the past",null,null,null,null,null,null,null,null,null,null,"Select here",null,"Select here"]
[]
["Question 8:"]
["Is the customers industry on a growth path ?",null,null,null,null,null,null,null,null,null,null,"Select here",null,"Select here"]
[]
["Question 9:"]
["The customer can offer you not a lot of collaterals",null,null,null,null,null,null,null,null,null,null,"Select here",null,"Select here"]

{"sheet":"ECPCGC","index":12,"n_rows":22,"n_cols":1,"rows_kept":22,"cut":false,"hidden":false,"merged":[[7,0,7,1],[7,2,7,5],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5],[8,0,8,1],[8,2,8,5],[11,0,14,10],[19,0,20,10],[21,0,44,10]]}
[]
[]
["ECPCGC Collateral"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["You have 15 minutes in a breakout-Room to note the advantages the ECPCGC Guarantee can provide to your lending procedures, how will it change the way you approach a MSME loan assessment.\nNote the things you find in this working excel to have a quick presentation in the group afterwards."]
[]
[]
[]
[]
[]
[]
[]
["ECPCGC Guarantee"]
[]
["The goal in this Task is for the participants to learn about the value the guarantees can offer. Sustainable business models which lacked collaterals in the past have now a chance to get financing through financial institutions with support from the guarantee. \n\nThe cost of the guarantee should also reduce the interest the customer has to pay since the inclusion of the guarantee provides sufficient collateral and therefore risk-adjusted pricing should be applied. A high value collateral is lowering the interest of the borrower since the financial institution is not exposed to as much risk as without. Additionally the guarantee is an enabler for the approval of the loan. "]

{"sheet":"Lean Canvas","index":13,"n_rows":12,"n_cols":17,"rows_kept":12,"cut":false,"hidden":false,"merged":[[3,16,3,19],[8,0,8,1],[8,2,8,5],[11,0,14,10],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5],[7,0,7,1],[7,2,7,5]]}
[]
[]
["Lean Canvas & Negotiation"]
[null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,"Lean Canvas Template"]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["Make yourself, once again, familiar with the Lean Canvas Template we quickly spoke about in Module 1. \nYou can go to the Powerpoint Module 1 and repeat the 9 essential steps and topics, there is some more information in the \"Research links and more information\" Word-file."]

{"sheet":"Negotiator 1","index":14,"n_rows":22,"n_cols":1,"rows_kept":22,"cut":false,"hidden":false,"merged":[[7,0,7,1],[7,2,7,5],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5],[8,0,8,1],[8,2,8,5],[11,0,14,10],[19,0,20,10],[21,0,21,10]]}
[]
[]
["Negotiation"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["You will be moved into a breakout room. One person will be asigned customer, one person relationship manager and 1-2 observers. You are the Client for this Scenario. Click on the Button and see the assignment."]
[]
[]
[]
[]
[]
[]
[]
["Assignment Client"]
[]
["Scenario:\nYou used to work as a cook. You like a healthy lifestyle and invented a way to make Vegan Cheese. So you started a business producing your cheese. Your idea is to sell the Cheese to restaurants who use it to cook vegan meals. \n\nTo start your business and develop the product you used your savings and invested all of them in your dream. Now you need money to really establish your business. So a couple of week ago you went to the bank and spoke to the relationship manager. He asked your a lot of question, gathered a lot of information about you and your business and did a loan application. He also filled out the lean canvas (see below) with you together. You have an appointment with him today. \nYou really hope you get a good interest rate and the loan can be disbursed quickly. You have a lot of use for that money to get your business going. After all you dont have a customer yet. Even though the demand has been signaled to you by some restaurants."]

{"sheet":"Negotiator 2","index":15,"n_rows":22,"n_cols":1,"rows_kept":22,"cut":false,"hidden":false,"merged":[[7,0,7,1],[7,2,7,5],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5],[8,0,8,1],[8,2,8,5],[11,0,14,10],[19,0,20,10],[21,0,21,10]]}
[]
[]
["Negotiation"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["You will be moved into a breakout room. One person will be asigned customer, one person relationship manager and 1-2 observers. You are the Relationship Manager in this scenario. Click on the Button and see the assignment."]
[]
[]
[]
[]
[]
[]
[]
["Assignment Relationship Manager"]
[]
["Scenario:\nYou are relationship manager in your bank. The client approached you a couple of weeks ago to apply for a loan. You interviewed the customer and visited his business place. You and the client filled out a lean canvas together (see below).\n\nAfter you finished the loan application it got rejected from your Manager. The reason: The client has no track record to show really. The business idea is good but there is not sufficient outlook that the sales projection will be fulfilled. After all there are no customers yet, even if some restaurants showed the demand, there has been no revenue yet. So you are now tasked with bringing the message to your customer. \nTry to use the communcation methods we spoke about. Negotiate with your customer. Your main goal is to not demotivate the client and to come up with a solution for everyone. "]

{"sheet":"Negotiation Observer","index":16,"n_rows":24,"n_cols":13,"rows_kept":24,"cut":false,"hidden":false,"merged":[[7,0,7,1],[7,2,7,5],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5],[25,12,35,22],[11,0,21,10],[8,0,8,1],[8,2,8,5],[23,0,24,10],[23,12,24,22],[25,0,35,10]]}
[]
[]
["Client interview"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["Your 2 colleagues will perform an Relationship Manager / Client Scenario.\n\nThe background story is as follows:\nThe client has been working as a cook and got the idea of creating a vegan cheese. He injected his savings into the dream of starting his own business. The business started and now to get really established he needs money injection from outside. He applied for a loan as the relationship managers bank. The latter did an interview with him, analyzed the business and even filled out a lean canvas business model with him (see below). \n\nTask: \nNote down key aspects of the conversation from your colleagues. Pay attention to the Emotions, Commincation and Perceptions of the two. Give feedback to your group afterwards.\n"]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[]
["Observer 1",null,null,null,null,null,null,null,null,null,null,null,"Observer 2"]

{"sheet":"Relationship building","index":17,"n_rows":22,"n_cols":1,"rows_kept":22,"cut":false,"hidden":false,"merged":[[8,0,8,1],[8,2,8,5],[11,0,14,10],[19,0,20,10],[21,0,44,10],[7,0,7,1],[7,2,7,5],[2,0,3,10],[5,0,5,1],[5,2,5,5],[6,0,6,1],[6,2,6,5]]}
[]
[]
["Relationship building"]
[]
[]
["Participant 1 (P1):"]
["Participant 2 (P2):"]
["Participant 3 (P3):"]
["Participant 4 (P4):"]
[]
["Task:"]
["You have 15 minutes in your group to discuss and note down possible ways to strenghten your customer relationship building. What actions can you implement on an quarterly / half-year / annual basis ? When do you contact your client ? "]
[]
[]
[]
[]
[]
[]
[]
["Strenghten your customer relationship"]
[]
["In this Task the participants are to devlop ideas to strenghten customer relationship building. They should pick up on the three topics we spoke about just beforehand (1. Monitor Loan usage / 2. Implement financial Monitoring / 3. Maximize Customer Value) as well as come up with more factors to consider."]

{"sheet":"Helper","index":18,"n_rows":11,"n_cols":6,"rows_kept":11,"cut":false,"hidden":false,"merged":[]}
["Select here",null,"Select here",null,null,"Select here"]
["Hotel",null,"Yes",null,null,1]
["Restaurant",null,"No",null,null,2]
["Taxi",null,null,null,null,3]
["E-Commerce",null,null,null,null,4]
["Auto repair",null,null,null,null,5]
["Car sales"]
["Agriculture"]
["Manufacturing"]
["Real Estate investment"]
["Store for handmade products"]