FINAL REPORT

ENTREPRENEURSHIP TRAINING AND THE

STRENGTHENING OF ENTREPRENEURIAL .PERFORMANCE
(Contract NOg DAN-5314-e-oG-3074-00)

OctoberJ 1990

Submitted to:
Robert Young
Bureau for Asia and Private Enterprise
Office for Small, Micro, and informal Enterprise
Agency for International Development
Washington, D.C. 20523

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600 Water Street S.W., NBU 7-7

\Vashington, D.C. 20024
 PERSONAL ENTREPRENEURIAL CHARACTERISTICS
AND BEHAVIORAL INDICATORS

Achievement Cluster
Opportunity Seeking and Inltlat/ve

• Sees and acts on new or unusuaJ business opportunities

• Acts before being asked or forced to by events
Persistence

• Takes repeated actions to meet a challenge or overcome an obstacle

• Switches to an alternative strategy to reach a goal
Risk Taking

• States a preference for situations involving a challenge or moderate risk

• Deliberately calculates risks
• Takes action to reduce risks or control outcomes
Demand for Efficiency and Quality

• Find ways to do things better, faster, or cheaper

• Acts to do things that meet or exceed standards of excellence or improve on
past performance
Commitment to the Work Contract

• Accepts full responsibility for problems in completing a job

• Makes a personal sacrifice or expends extraordinary effort to complete a job
• Pitches in with workers or in their place to get a job done

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Goal Setting

• Articulates clear, long range visions and goals

• Continually sets and revises short range objectives

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 Information Seeking

• Personally seeks information on clients. suppliers. competitors

• Uses personal and business contacts to obtain useful information

Systematic Planning and Monitoring

• Plans by breaking a large task down into sub-tasks

• Keeps financial records and uses them to make business decisions
• Develops or uses procedures to monitor that work is completed or that work
meets standards set

Power Cluster

Persuasion andNetworking

• Uses deliberate strategies to influence or persuade others

• Uses business and personal contacts as agents to accomplish own objectives
Independence andSelf-ConfidenCll

• Seeks autonomy from the rules or control of others

• Sticks with own judgement in the face of opposition or early lack of success
• Expresses confidence in ability to complete a diffICult task or meet a challenge

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