Competitivity for the italian businessseeking growth

Company profile

Some small and medium-sized businesses have recognized

that it is time to change, that growth can be achieved

concretely and without delay.

This is the kind of SME that Lattanzio Business advisory

supports: the SME that can help the country take off once

again. These are not isolated exceptions, but rather the

outstanding cases that must become the rule.

Lattanzio Business advisory supports those with

the potential to evolve: those with the courage and

determination to carry through with processes of

development, transformation and acquiring new skills and

practices.

2

LATTANZIO Business Advisory has developed its structure, services and methods of business consulting with precisely the characteristics of SMEs in mind. Thanks to our success in aggregating local consultancies and our expert partnerships, we know how Italians do business and we offer support services for both fostering innovation and strengthening existing businesses.

Unlike larger consultancies that are oriented exclusively toward large businesses or medium/small firms that lack the size and resources to weather today’s crises, much less help their clients flourish, we are the first in Italy to be able to bring together specialized and systemic interventions in an unprecedented way.

growing your Business,together.

SMEs constitute a major road to help the country grow and recover from the economic crisis. The key European and national institutions have launched programs to finance initiatives in support of SMEs in the next few years. The initial steps are already being taken: tax moratorium,

reforms in the system of incentives, governmental financial initiatives promoting business capitalization (ACE) and reform of the institute for foreign trade (ICE). As a landmark in the field of Italian consulting for SMEs for its professionalism and services offered as well as research,

inquiry and pertinent cultural debate, LATTANZIO Business Advisory is uniquely positioned to make proposals to key actors in multiple areas (central and local government, banks, organizations representing the business world, etc).

A catalyst for recovery

the sMe: a coMpLex entity thatcaLLs for 360° support

The only concrete resource capable of helping the Italian system of production take off once again is a system-wide form of consulting that offers comprehensive support to businesses. Standing beside businesses, LATTANZIO Business Advisory represents this unique resource. The complexities that a SME must manage are not lesser than those facing a large business – they are simply different. They call for services and a framework of expertise and processes that are not often independently developed within the company itself. Alongside the traditional consulting model (specific projects delimited in time and place), LATTANZIO Business Advisory offers an entirely new form of support for businesses. Bringing together the local and international frames, we provide varied forms of expertise to guarantee a comprehensive system of assistance. With the entrepreneur, we collaboratively draft a contract for growth in an increasingly challenging, competitive and globalized market, demarcating a pathway and set of objectives to pursue together in complete harmony with the firm’s distinctive entrepreneurial culture.

Directions for growth %

Product diversification 50,7

Expansion of export markets 33,8

Product quality 30,1

Production upgrading 26,5

Brand valorization, promotion and marketing

25,0

Acquisition of foreign companies already active in neighboring sectors

21,8

Partnerships with other foreign firms 17,6

Acquisition of Italian companies already active in neighboring sectors

17,4

Development of new, Greenfield-based activities abroad

14,2

Partnerships with other Italian firms 12,7

Cost reduction 10,5

Source: elaborazioni Centro Studi Confindustria Progetto Focus Group 2012 % di risposta delle imprese

The only tailored and systemic consultancy

for enhancing the growth and competitivity of SMEs, in Italy. 3

Activity areas.

GrOwTh sTrATeGIes Business restructuring and diversification Identifying new markets Product development and innovation Developing new sectors Business plans Commercial growth strategies Investment funds for expansion operations

CreATING BUsINess AND VeNTUre CAPITAL

Entrepreneurial assistance and tutoring Business planning Temporary management Researching public financing and funding Selecting private investors and venture capitalists Pre-money valuation of companies Legal-corporate support in establishing

new businesses Support with incubators, science and technology

parks and academic spin-offs

FINANCIAL resOUrCes AND CreDIT ACCess

Strategic finance Assessing the bankability of

economic-financial projects Investment Funds and Private Equity Facilitated finance. Researching local,

national and European opportunities Technical assistance in attracting EU funding Debt restructuring

INTerNATIONALIZATION Selecting target countries Establishing bilateral B2B relations Selecting commercial partners Drafting sales policies Delocalization of production Contacting local managers Activating company structures

and managing compliance Specialized interpreting

ACCessING PUBLIC ADmINIsTrATIONmArkeTs

Strategies for breaking into public administration markets in Italy and abroad

Monitoring public funding sources and identifying opportunities

Researching Italian and international partners for the creation of consortiums and temporary business associations

Applying for public funding. Drafting technical-economic tenders. Administrative compliance

Project management and supporting relations with commissioning agencies

Technical and administrative reporting Supporting the organization of the bids

department Proposals for executing and managing public services

without additional costs for PA Promoting public-private partnerships and fundraising

INNOVATION AND ICT serVICes Innovation strategies and plans for adopting

new ICT technologies Cloud computing ICT project management. Organizational-

managerial feasibility. Project management. Monitoring and assessment. Supervising work projects.

Assisting with trial runs. Ex-post assessment of IT contracts. IT system planning and development. Web portals Software management. Outsourcing. Help desk services.

PUBLIC PrOjeCTs FOr LOCAL DeVeLOPmeNT

Local marketing Internationalization projects Developing Business Competitiveness Managing public aid for businesses Assessment systems for attracting investment

BUsINess CONTINUITY Organizational set-ups Planning and management control tools Operational cost rationalization Models and process of procurement

and purchasing management Business Process Reengineering Layout and production organization Tools for continuous improvement Integrated services outsourcing strategies Human resources management and development Establishment of payroll systems Specialized, customized training

sUsTAINABILITYAND The eNVIrONmeNT

Environmental audit Energy audit System and product environmental standards Energy management systems Green public procurement Carbon footprint Strategic plans for sustainability Social and environmental accounting Corporate responsibility Social responsibility management systems

BUsINess COmBINATIONs AND NeTwOrkING Identifying prospects for consolidation and/or

partnership Business financial assessment Economic and financial due diligence Supporting business combination processes Post-integration organization and strategies Networking contacts

4

our cLients

foodDe CeccoautomotiveAutotorino, Carraro, Fonderie TacconiVolkswagen Group Italiabanks and insurance companiesAllianz Bank Financial Advisors, Arca, Sistemi, Assicurazioni Generali, Banca d’Italia, Intesa Sanpaolo, Unicredit Group, UnipolConsumer Goods SafiloConstruction ItalcementienergyENEL, EON, General Electric Oil &Gas Nuovo Pignonepharmaceuticals and biotechnology Artsana, Astrazeneca Intn, CDPharma Group, Ceccardi Medical Center, DOMPE’ Farmaceutici, Ginsana, G. Caporale Istituto Zoopro-filattico Sperimentale dell’Abruzzo e del Molise, Pfizer Italia, Philips MedicalfashionPPR/Gucciautomatic machinery IMAmanufacturingILVA, Targetti Sankey, WurthretailUnieurohealthSO.GE.SI.it servicesSelex Elsag, Oracle Italia, Axmediatech, Microarea, Shuttletelecommunications and mediaFastweb, HR Service (Gruppo TI),Poste Italiane, Telecom Italiatransportation Gruppo Torinese TrasportitourismSheraton

aeronauticsTAP (Portugal)automotiveSCANIA (Sweden)banks and insurance companiesAXA France (France), Bankia S.A. (Spain), CPA Australia (Australia), Eureko/Achmea (Netherlands), Genworth Financial (USA), Philadelphia Federal Credit Union (USA), Swiss Re (Switzerland)luxury goodsPandora A/S (Denmark)publishingCarson Dellosa Publishing (USA), Elsevier (England), Kaplan Publishing (USA), Nelson Thornes (England), Thieme Meulenhoff (Netherlands)entertainmentSky (England)pharmaceuticals and biotechnology Abbvie (Spain), Amgen Dompé(USA), HSL Health & SafetyLaboratory (England), MerckSharp & Dohme Corp. (USA)manufacturingPioneer (Japan)retailIKEA (Sweden)healthWashington Dental Service (USA)it services Allen Interactions (USA), Edutech (USA), IBM France (France), Infini-tas Learning (Netherlands), Intuition (Ireland), Kapsch BusinessCom (Austria), PC Training Source (USA), Prink Iberia SL (Spain), Thales Netherland (Netherlands), TicketMaster (USA)telecommunications and mediaAlcatel-Lucent (France), EricssonAB (Sweden)

larGe Companies anD multinational Corporations

Consumer goodsFood and Agriculture, Fashion, Wood products and home furnishings, Commerceindustrial sectorsPrinting and packaging, Chemical products, plastics, ceramics, glass, Machinery, electronics, plant design, Logistics and transportation

in italy other Countries

publiC aDministrations anD aGenCies

municipal administrationsAlcamo, Avola, Augusta, Bari,Basiliano, Cagliari, Enna,Finale Ligure, Foggia, Lecce,Marsala, Monreale, Mortara,Oristano, Palermo, Parma,Partinico, Pomigliano d’Arco,Quartu Sant’Elena, Rosetodegli Abruzzi, Siracusa, Taranto,Tempio Pausania, Vercelli, Vicari,Mountain community of M. Lattari,Mountain community of Monti Dauniprovincial administrationsAgrigento, Alessandria,Olbia-Tempio, Caltanissetta, Enna,Florence, Livorno, Taranto, Turin,Vercelliregional administrationsAbruzzo, Emilia Romagna, Lazio,Liguria, Marche, Molise, Piedmont,Apulia, Sicily, Tuscanynational administrationsMinistry of Labor and Social PolicyAuthority for Childhood and Adolescence Foreign Affairs MinistryPublic Functions Department Ministry of Cultural Resources and Activities national agenciesANCITEL, Consip, FORMEZ, National Statistics Institutelocal agenciesIntegrated Development Agency, National Association of Italian Cities, Orthopedics Consortium of Emilia Romagna, Tindari-Nebrodi Inter-municipal Consortium, University of Florence Services Consortium, Lazio Development Agency,Matese Regional Parks Agency,Sistema Toscana Foundation, Sviluppo Italia Basilicata, SVIM Sviluppo Marche, La Città Ideale Consortiumeuropean commissions and eu agenciesETF European Foundation for Professional TrainingChamber of CommerceCataniaeducational institutionsEUFORM.itStudi Suor Orsola BenincasaUniversity of Genoa

smes

infrastructure, health and energyConstruction, health, utilities, environmental services, technology and mediaICT, TLCservicesInnovative tertiary services, credit, insurance, education, tourism, hospitality and restaurant services, training, service centers

5

Communication. Communicating sets us apart.

Our operational and managerial services.

It is hard for small and medium businesses to communicate, but easy for them to establish direct commercial relationships. The web and new information technologies provide an unprecedented opportunity for strengthening communication and promoting your brand. The internet of today opens new possibilities for communicating your product and its value for money, but it requires strategic awareness, an understanding of the new tools and the ability to present the company’s true face, gathering feedback to enrich the content of business communication. Putting the company’s spirit and its product design and creation techniques online can have a notable impact.

Corporate identity, image and communication Web portals and sites Web marketing Fine tuning and management of social profiles

(Facebook, Twitter, Youtube, etc.) Corporate video and video brochures

We believe in the importance ofcommunicating the essence of afirm, valorizing the strengths thatcan make its reputation and helpit stand out in the market. Withthe help of LATTANZIO BusinessAdvisory, even SMEs can managean area that has always beenconsidered the sole prerogative oflarge businesses.

Thanks to decades of experience in communication, a meticulous approach to managing economic resources and project status monitoring, LATTANZIO Business Advisory supports SMEs in improving and promoting their image. This process begins with identifying and mapping areas of strength in order to generate tools capable of conveying the organization’s individual specificities. All in a timely fashion.

Digital and multimediacommunication

Today more than ever, ordinary

management requires a focus on results

and the progressive reduction of costs.

LATTANZIO Business Advisory assists businesses with services for managing economic activity, system quality and security, with an eye for legal compliance. Other services serve to facilitate operations and improve already existing tools through a range of configurable and inter-combinable approaches. Our specialized personnel offer both on-site and remote assistance, thus minimizing costs. Simultaneously or independently, LATTANZIO Business Advisory services address different business areas and activities for which a consistently high level of quality ensures visibility in the market. Our ongoing services are carried out with the active involvement of company personnel at both operational and management levels.

Management control, corporate accounting, reporting

Quality management systemsQuality systems supervision

Security management systemsSupervision of prevention and protection services Workplace safety regulations

Information and data security regulations

Environmental regulations

Technical regulations for CE marking and products

In house technical trainingAd-hoc training courses

Editing and graphic design of presentation materialsPackagingLayout and showroom set upEvent planning and implementation

tailor-maDe solutions

6

Italian-Brazilian Commercial interchange. LATTANZIO Business Advisory’s key experts are on site in processes of Brazilian internationalization. Theseprofessionals are distinguished by an in-depth knowledge of local dynamics that allows them to aid client companies in identifying concrete business opportunities.

The Balkans: internationalization close to home.LATTANZIO Business Advisory is present in the Balkans with offices in Bucharest, Zagreb and Skopje and a network that extends throughout Eastern Europe. Our client companies can thus take advantage of local professionals with specific expertise and long-term experience in individual countries, an immediately available pool of knowledge about the dynamics and processes characterizing the different country systems and our ability to identify business opportunities.

A spotlight on south-east Asia.Italian companies seeking to enter into the ASEAN market, the newest frontier of development, can take advantage of LATTANZIO Business Advisory’s support services.

supporting PA in internationalizing local actorsFrom organizing incoming and institutional missions to events and communication: LATTANZIO Business Advisory has carried out numerous projects supporting public administrations in multiple countries as they foster the internationalization of businesses.

eu Belgium

BulgariaFranceGermany

MoldaviaUKRomaniaUkraine

extr

a e

u ArgentinaBrazilCanadaChinaEgypt

Arab EmiratesJapanIndia MoroccoRussia

USASwitzerlandTunisia

China: second only to the UsA in promotional and financial public investment. Through its network of local partners in China, LATTANZIO Business Advisory is perfectly positioned to offer Italian clients comprehensive support in developing their businesses, including through partnerships with other Italian firms.

Internationalization for growth.

7

A new way of doing consulting tailored to the needs of Italian SMEs.

LATTANZIO Business Advisory combines the traditional model of consulting with a new model of ongoing assistance. On one side, we offer delimited interventions involving projects that meet specific, short-term needs; on the other side, we support the company with a comprehensive, systemic consulting service. Our consulting services are conducted by a range of specialized experts, offering all-inclusive support. Our assistance can be configured

and combined in such a way as to involve various company components at different moments according to a systemic approach. Our objective is to build a framework of projects and services carried out through a steady relationship with the customer, a form of partnership and a resource for structured processes of change. We provide the entrepreneur with a consultant ready to identify the company’s needs and coordinate the support project, a reliable

partner prepared to offer assistance in strategically defining the firm’s entrepreneurial trajectories. This close working relationship makes it possible to structure the consulting project in a truly collaborative and personalized way, generating a consultant-entrepreneur relationship that bears useful fruit: analyzing areas for improvement, finding new project possibilities and identifying the opportunities the market offers.

Guiding and implementing difficult choices for evolution

Radical changes in your business: adding new branches or establishing your presence in different markets.

Optimizing existing structures

to ensure the continuity of the firm.

special projects

operational outsourcing

Business growth

discontinuity

continuity

Managerial outsourcing

OUr serVICe mODeL A value paradigm for businesses

Gr

Ow

Th

OB

jeC

TIV

es

Continuity

Activating new managerial models

Calibrating planning and resources

DiscontinuityAdding new branches

Entering new markets

special projects

structured support

Dynamic and configurable services

8

Just like large businesses, SMEs also require an appropriate level of expertise in order to remain competitive in domestic and foreign markets. To do so, the entrepreneur and management

are called on to adopt cutting edge tools and carry out continuous analysis and constant updates. In cases where the company lacks the appropriate internal resources to compete in the market or is not able or willing to invest in renovating its internal organization, LATTANZIO Business Advisory supplies professionals with high levels of specialization in specific areas (internationalization, human resources, marketing and communication, information systems). In these cases, the expert consultant takes on the role of a temporary manager to support the entrepreneur by “temporarily” assuming the responsibilities of a specific position and pursuing the objectives they have collaboratively defined.

Managerial outsourcing Operational outsourcing Externalizing specific service activities can represent a strategic move toward reducing the costs of certain company processes. At the same time, by choosing to entrust these activities to LATTANZIO

Business Advisory, the small business is able to maintain these activities at a reduced cost and elevated level of service. Possibilities include: quality systems, workplace safety, management control, the production of accounting services, information systems, research into funding sources, the research and development of new products/services and their design and cataloguing, and the internet. LATTANZIO Business Advisory’s operational outsourcing services are offered “packaged” or “a la carte” at different moments and according to the specific needs of the company.

strategic projects

LATTANZIO Business Advisory intervenes through individual strategic projects that work to modify/integrate corporate processes and objectives in order to make a clean break with the past in terms of managerial model, product/market and results. These support plans may be horizontal, involving multiple departments, or vertical, addressing one specific department thanks to the involvement of consultants with specific competencies for the given sector. Strategic projects are characterized

by the relevance of the intervention, its duration, the achievement of fundamental objectives and the intermediate and final checks carried out on the project’s status.

Small businesses must rethink their modes of competing.

The consulting that embraces change processes is the

consulting that generates growth.

Lattanzio Business advisory was born to do just that.

9

Networks and relationships: a new way of competing.

Experts in business incubationItalian companies are called on to launch trajectories of growth, opening new business horizons with comprehensive strategic visions that go beyond individual problems and areas of inefficiency to valorize successful aspects. LATTANZIO Business Advisory is working to accelerate processes of innovation, from planning and start-up phases to the researching, developing and launching of new products. We are there to help you create alliances and networks with new partners, to manage generational handovers or major corporate restructuring and to advance penetration in foreign markets.

For companies abroad, LATTANZIO Business Advisory represents a key contact for developing business in Italy and/or partnering with Italian firms. The network it has established with partners in other parts of Europe and emerging countries offers a comprehensive structure of assistance to Italian clients looking to develop an international dimension. Only consultancies capable of internationalizing can truly support SMEs in their efforts to internationalize. Over the past 15 years, LATTANZIO Group has accrued a portfolio of references worth approximately 100 million Euros, 30 million of

which derive from international projects. LATTANZIO Business Advisory holds a significant international presence with headquarters in Eastern Europe and a network stretching to emergent countries as well as the rest of Europe. The advantage for our client firms lies in the involvement of local professionals with specific expertise and experience in each individual country, ensuring an immediately available know-how about these country’s specific dynamics and processes and enabling the identification of relevant business opportunities.

LATTANZIO Business Advisory puts at your disposal a harmoni-ous and highly organized network of relationships that makes it possible to seize the opportu-nities offered by globalization and the extended market. At the same time, it works to valorize local specificities. Indeed, for Italian SMEs local ties are an added value: out consultants share the client firm’s local culture and understand its characteris-tics.

systemic partnership

Agreements with national

institutions and organs

Network of international

relations

Relations with the local

territory

Local public administrations in Italy are becoming increasingly interested in the kind of innovative local financing operations that have become widespread throughout Europe. These operations involve fresh solutions for financing public projects or new initiatives by involving private actors in the implementation of programs or the management of public utility services. They work through alternative arrangements such as project financing, mixed companies, urban transformation companies and the issuing of municipal or provincial bonds, to name just a few. LATTANZIO Business Advisory helps companies and local public agencies work together in implementing local development and public investment projects.

strategies and projects for public-private partnerships

LATTANZIO Business Advisory is well positioned to generateprocesses and relationships with:

Investment funds The business services divisions of the key banking groups Actors in the sphere of venture capital Operators equipped to follow Italian stock market listings We aim to provide client businesses with preferential channels of

dialogue built around individual and specific needs.

accessing the financial community

LATTANZIO Business Advisory offers specifically engineered tools ensuring access to a range of services:

Tools to facilitate cross marketing activities among customers (LEclub)

The compilation of agreements “among and for” clients in various sectors (insurance and transportation services, for example), for economies of scale and to augment contractual bargaining power

Monitoring and signaling requests for tenders

Our structured and highly efficient service provision that is so rare in the Italian context enhances networking processes among client firms, thus constituting an added value.

aDDeD-value toolsanD serviCesFor activating network processes

an international network Finding concrete opportunities for development

10

consultinglearning

outsourcing

the private and public sectors are distinct and complex terrains, comprising specificities thatinclude local factors and require personalized approaches and solutions. to effectively serve thisnetwork of structures and needs, a consultancy must operate in an equally sophisticated and evolved way, with method, vision and the ability to understand and manage a range of complex requirements. this involves activating partnership networks between pas and the world of business in order to foster the development of networked local actors. it involves offering businesses external synergies and connections, a system of relations to ensure growth, access to the financial community and effective internationalization. consultancies today are called on to offer the kind of integrated services that are generated by internal synergies and an ongoing commitment to researching and developing know-how about frontline issues in pa innovation and sMe support, about models of excellence and ways to spread best practices, about operational solutions and processes of applied management.

this is what we believe it means to offer “systemic” consulting. to this end, the Lattanzio group draws on its innovative corporate structure to support public administrations and companies in growth.together.

LATTANZIO Business Advisory is a Lattanzio Group company.

the group enjoys an exceptional degree of national presence in terms of both clients (operating for years in all italian regions) as well as locations (Milan, rome and Bari). its international scope is also noteworthy, both in operational terms, with branches in romania (Bucharest), croatia (zagreb) and Macedonia (skopje) and for the proportion of total sales represented by its export market share, currently more than 50%.

A system for growing

companies and public

administrations

Leading public sector change

italy’s only tailored and systemic consultancy for growing sMes

ict solutions and services for innovation in businesses and public

consulting for sustainable business projects

image development, positioning strategies and visibility cam-paigns

Leading solutions for online and mobile training

training for growth: content, technologies and services

the associations

The Lattanzio Group companies are members of CONFINDUsTrIA AssOCONsULT – FederatedAssociation of Consulting Firms – which is an associate of Confindustra, Confindustria INTELLECT andFEACO (European Federation of Management Consulting Associations) – as well asAssOLOmBArDA and eLIG (European Learning Industry Group).

Quality and environmental management certifications

The Lattanzio Group companies are UNI EN ISO 9001: 2008 and ISO 14001:2004 certified formanagement consulting, research, managerial training, publication, information systemdevelopment, communication and event organization.

CERTIFIED MANAGEMENT SYSTEMISO 9001: 2008ISO 14001: 2004

The www.lattanziogroup.eu website enables users to access the online Documentation Center, which is free of charge and reserved for LATTANZIOnet subscribers. By joining the more than 100,000 network subscribers, you can view the entire collection of seminar proceedings and consult databases, training resources and bibliographies. A subscription to LATTANZIOnet also entitles you to receive free of charge our Newsletter, with group-related news, activities and projects and the topics most fundamental for change in public administrations and businesses.

consulting learning outsourcing

LATTANZIO E AssOcIATI Public sector LATTANZIO Business Advisory

LATTANZIO Learning LATTANZIO Digital Innovation LATTANZIO Green Economy LATTANZIO communication

Italy

Main OfficeMilan

Via Domenico cimarosa, 4 (20144)tel. +39 02 29061165; fax +39 02 29061102

RomeVia Nazionale, 89A (00184)

tel. +39 06 58300195; fax +39 06 5813174Bari

corso della carboneria, 15 (70123)tel. +39 080 5277221; fax +39 080 5722318

Local OfficesTurin, Genoa, Florence, Cagliari, Palermo

Abroad

Main OfficeRomania - Bucharest

Bd. carol I, nr. 34-36 (020922)tel. +40 21 2240161; fax +40 21 2240377

Croatia - ZagrebMaksimirska 48 (10000)

tel./fax +385 1 4675 032

Macedonia - SkopjeUl. Roza Luksemburg 15-1 (1000)

tel. +389 2 609 11 11

LATTANZIO GrOUP

Head Office

Via Nazionale, 89A - 00184 Rome (Italy)

tel. +39 06 58300195 - fax +39 06 5813174

www.lattanziogroup.eu

info@lattanziogroup.eu