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Consulting
Partnership
The
E uropean
Microfinance
N etwork

Lobby
Funding
Your voice
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Picture
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Exchange
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Understanding
EU Policies
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Staff skills

te
T h e
European Microfinance
Network (EMN) was founded in 2003
to promote microfinance as a tool to fight social and
economic exclusion and to promote microentrepreneurship
and self-employment in Western Europe. It now brings together
64 organisations from 21 European countries. Over the years,
through work with the members and other microfinance stakeholders
such as banks and regulators, EMN has gathered intensive experience and
expertise on the main issues facing microfinance development in Europe.
EMN supports the development of the microfinance sector
in Europe by compiling and disseminating microfinance good
practices through conferences, training and exchange
opportunities. It also lobbies for a microfinancesupportive
regulatory and legal environment.

Challenges to microfinance
activity growth in Europe
Microfinance in Europe is a relatively new activity
which originally started in developing countries where
the economic and infrastructure environments are quite
different. Over the last thirty years of microfinance
development a set of rules and best practices have
evolved but the question is whether these are
appropriate or adaptable to European conditions.
European Microfinance Institutions now face a
twin set of challenges:
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Strategic positioning:
Where does microfinance stand in
relation to the banking and the welfare
systems?
How to reach critical mass and
therefore sustainability?
How to achieve sustainability
while working with European-level
operating costs?
Is it legitimate to aim primarily at
financial sustainability?
How to incorporate social performance
and take it into account?
How to keep up to date with and
manage the complexities of
administrative and regulatory
requirements?
How to interact with the countless
other social and financial players?
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Management issues:
Is the staff aware of and willing to
target the double bottom line, financial
and social?
Are there clear objectives and the
means to achieve them?
Is the environment – including market,
competition and regulations - well
known?
Are staffs adequately trained and
knowledgeable with respect to the
particularities of microfinance?
Are the systems appropriate for
providing on-time and reliable data?

Membership of the
European Microfinance
Network
All EMN members benefit from facilitated
access to conferences, training and exchange
opportunities. They also benefit from EMN's
expertise and assistance to gain access to a
variety of funding opportunities.
By networking and exchanging with a
wide range of microfinance players and
stakeholders, EMN members are able
to make quick progress in efficiently
providing microfinance services.
What EMN members are
saying:
The exchange visit:
“Great approach – Possibility to learn a lot –
Very well organized”,
“Such a project is really essential for MFI
effectiveness development”.
The EMN annual conference:
“Immense conference, impressive places,
high profile and productive workshops – I
got valuable information and contacts.”
“Just a wonderful conference. It was great!”
“Thoroughly enjoyed networking with
delegates from other countries and
comparing how we approach our lending.”
Training programmes:
“Great course. Excellent. I really admire the
professionalism you have. The work you
are doing is really “down to earth” and very
professional. Thanks a lot.”
” Fantastic, informative, inspiring course.”
“Good mix of theory/practice/illustrations (film)/
qualitative/quantitative.”
“High quality training.”
“Thanks, it was fascinating: it opened my
mind and helped me question certain
assumptions.”
Drawing on its network, infrastructure and
expertise, EMN now offers personalised,
tailor-made consulting services through
EMN Consulting in order to assist its
members to make further progress.

Who is eligible for an EMN
Consulting Partnership?
▸ Any member of EMN.
Who does the work?
▸ A team of dedicated experts
specialising in European
microfinance,
member staff
including EMN
How does the EMN Consulting
Partnership work?
▸ Firstly, a preliminary assessment is
made which leads to an analysis
and an action plan.
▸ Then, it’s “a la carte”, depending on
the possibilities and needs, with
special conditions for long term
assistance by banking specialists.
▸ Tools include on-site consultancy,
coaching or training, and
exchange visits
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Finally, you benefit from remote
assistance through the EMN Helpline
What is the cost?
▸ Preliminary assessment comes at a
fixed rate including standard helpline
assistance.
▸ A la carte consulting services, including
coaching, training, exchange visits, are
offered at a flat daily rate.
▸ Long term pro bono missions by
banking specialists are free of charge.
▸ Reinforced hotline is available at a
monthly fee
▸ EMN is able to subsidise up to 70% of
costs for EMN members.
What are the advantages of an EMN
Consulting Partnership?
▸ EMN has a unique expertise in
European microfinance.
▸ The consultants have extensive insider
experience of European MFIs
▸ Assistance is flexible to suit your
needs, and always available
▸ You benefit from, and contribute
to the life and enrichment of our
network.
The EMN Consulting Partnership
provides assistance in two stages:
>> Preliminary Assessment leading to a shared Analysis
and Action Plan, including Simple Helpline assistance
>> On-demand consulting through coaching, training and
long-term assistance for positive change through the Advanced
Helpline, and exchange visits for hands-on experience of best
practices in Europe
The preliminary assessment is a necessary step in defining the
challenges facing the MFI and its consultancy requirements. Once
the Action Plan is drafted, the MFI may call on EMN on-demand
consulting services. However, this is not required if the MFI prefers to
utilise other better suited resources.
Importantly, the MFI gains access to the Simple Helpline Service
once the Preliminary Assessment phase is completed.

Preliminary Assessment,
Diagnostic and Action Plan
The preliminary assessment is the crucial first step in
identifying the needs for future assistance. It is the
beginning of a long-term privileged dialogue geared
to improving the MFI’s performance.
NEEM is a Swedish NGO that assists immigrant women
with their economic development. It has great
expertise in providing business advisory services and
training to its members.
NEEM became aware that some of its members needed
financial services, including loans that they were unable to
obtain from financial institutions.
NEEM requested EMN for assistance in assessing the various
possibilities for providing microcredits to its members. An
EMN consultant conducted a preliminary assessment on
site in Sweden. After discussion of the analysis with NEEM,
an action plan was drafted that will soon lead to the first
microcredit being disbursed under a partnership with a
local savings bank.
The assessment is conducted in three steps:
» Information gathering: Before the consultant's actual visit to the MFI, information is gathered
and sent to brief the consultant on the MFI and its current situation. This should include
strategic plans, financial and social indicators, any rating or due diligence conducted on the MFI
and general background information.
» On-site assessment: Over a period of two days, the consultant will meet your board, managers,
staff, clients and partners. He/she will visit operational branches, and review systems, procedures
and accounts. Regular debriefings will clarify the focal points for future assistance.
» Assessment report, analysis and action plan: The consultant will provide a mission report
with a diagnostic on the MFI’s situation and needs. Together with the MFI, the diagnostic will
be translated into an action plan for technical assistance that best suits the MFI’s needs and
possibilities.
The Initial Assessment includes six months Simple Helpline Service providing live support for the
Action Plan. This service is available even if the IMF uses consulting resources other than EMN for the
implementation of the action plan. The helpline provides answers by telephone or email with a guaranteed
answer within ten working days of the request.
At the end of this process you will receive concrete
responses based on your needs. EMN on demand
consulting is available at your convenience and can
be adapted to all stages of development of your
institution.

On-demand consulting
Once the action plan is finalised, the MFI is free to decide how to go
forward with its implementation. It may rely on its own resources, call in
local consultants or tap the services of any network it wishes. Or of course,
it may draw on the EMN Consulting Partnership services.
These include:
» Personalised consultanting services, on a range of issues
identified in the action plan governance, access to funds,
financial management, human resource management, product
diversification, marketing, etc. This service can be provided as
one-on-one coaching on short assignements or as long term
missions by banking specialists
» Tailor-made training for all or part of the staff and/or other
stakeholders, on any required subject.
» Visits to other MFIs facing similar challenges are off-site real-life
training, an eye-opener provided exclusively and with dedicated
guidance.
» Advanced Hotline Service ensures long-term follow-up and
assistance. This service guarantees an answer to any request by
telephone or email within two working days.
MicroBo is an Italian MFI providing credit to
small businesses.
As an EMN member MicroBo joined a Consulting
Partnership in 2006 and followed the various
steps of the process.
An initial assessment conducted with the
assistance of two expert consultants, including
a staff member of a British EMN member, was
completed first. A detailed action was developed
based on the diagnostic analysis. After approval
of the plan by the MicroBo board, the consultants
conducted a series of follow up missions.
These included training, working on internal
procedures, product design, marketing and
funding policies and strategic planning.
MicroBo staff also benefited from exchange
visits and utilised the hotline service which offers
advice on an on-going basis.
In 2007, EMN conducted a training needs
assessment with the three main Romanian
MFIs. The needs identified involved “soft skills”
including problem solving, conflict management
and client relations.
EMN set up a series of three-day courses that were
delivered at all three institutions. To personalise
the training even more, the consultants offered
one-on-one coaching sessions for staff with
specific questions on the evolution of their
activity.
The evaluations were excellent with special
appreciation for the personalisation of the
training.
At the end of this process you
will have concrete answers to
your needs. EMN on-demand
consulting is available at your
convenience and it can be
adapted to your institution’s
evolution at all stages.

Pricing
Pricing for the EMN Consulting Partnership is simple and
task-based to better suit your needs. Three different tasks are
included:
» Initial Assessment: This indispensable first stage is
priced as a package including two consultants for four
days each on a well-prepared on-site trip together.
» Consulting: This includes the various types of
assistance listed above, namely training, coaching,
orientation and assistance with specific tasks, either
at the MFI or off-site, including exchange visits. Price is
based on a daily fee, either on-site or abroad during an
exchange visit. When required, long term missions by
banking specialists are included at no extra charge.
» Helpline: Two options are available, Simple and
Advanced. Simple Helpline for 6 months is included
as part of the Initial Assessment. Advanced Helpline is
offered for a fee on a monthly basis.
Example:
(Not including travel and expenses)
You join the EMN Consulting
Partnership for an assessment
and diagnostic, leading to an
action plan:
» You pay €5,000 with €3,500
reimbursed
You benefit from six days of
consulting plus one day training
for all your staff
» You pay €7,000 with €4,900
reimbursed
You have a banking expert on site
for twice two weeks to help you
implement change
» You pay nothing
You take up an Advanced Hotline
service for three months, providing
you with near on-line distance
assistance
» You pay €3,000 with €2,100
reimbursed
You improve your MFI with full
consulting and training assistance,
valued at €15,000
The EMN Consulting Partnership
offers you a unique financial opportunity. The EMN and co-sponsors subsidise 70% of all fees. You receive first-class
technical assistance for 30% of the full price!
Travel and other expenses are not included in the fee, however, these may also be 70% reimbursed by EMN
and the programme co-sponsors.
Task Consultants Days Price Comments
Initial
Assessment
Consulting
Long term
coaching
Helpline
One or two
On request from our
approved list
Pro bono active or
retired banker
By EMN consultants
that know you
Five per
consultant
On request
On request
Simple: Answer
within 10 days
Advanced: Answer
within two days
€5,000 total
€1,500 after subsidy
€1,000 total
€300 after subsidy
No fees
Just transport and
accommodation
Free
€1,000
€300 after subsidy
Four days on-site by two
consultants
Daily fee for one consultant
for on-site or exchange visit
working days
Long term
on site assistance
Included
in Initial Assessment
Renewable monthly fee
Note: Fees must be paid in full upfront and you will receive the 70% reimbursement after completion of the programme.

Consultants
With the EMN Consulting Partnership you get first-class
consulting and training services from a team that is really
close to you. But even more importantly, you help your
network develop.
Our consultants are or have been European MFI
practitioners. A growing number hold executive positions at
EMN member MFIs. They combine consulting talents with
actual hands-on knowledge of day-to-day microfinance in
a real environment.
We also offer services from “Microfinance Sans Frontières”, a
pool of active and retired expert bankers from BNP Paribas
willing to offer pro bono work to assist the development of
microfinance worldwide.
We do not view consulting merely as a theoretical exercise
for implementing standardised solutions. Rather, we believe
consulting should be a constructive exchange between
similar world practitioners, between peers who are all
willing to share for mutual development.
Stéphanie DESFONTAINES, has been
involved in the microfinance sector
for twelve years, in developing and
industrialised countries. Having
worked in Asia, the UK and Africa, she
is currently a free lance consultant.
Niamh GOGGIN, was Chief Executive
of Aspire Microfinance, the first
dedicated microfinance organisation
in the UK. She is now a free lance
consultant.
Philippe GUICHANDUT, has been
EMN’s executive director since
February 2004. He has 16 years of
previous international experience in
various French NGOs in the design,
implementation, monitoring, and evaluation of a
wide range of development programs.
Manuel MOYART, has had an
international career in the banking
sector. He is now a free lance
consultant. He has provided training
with the CGAP, USAID and the
European Microfinance Network among others.
Riccardo AGUGLIA worked as a
business consultant supporting
small and medium enterprises in
southern Italy. Since 2004 he has
been working for Fair Finance
in the UK, where he manages the portfolio
of business and social enterprise loans.
Pierre GACHES, is currently an
independant consultant working
particularly for Adie. He has more than
15 years of experience in the field
of microfinance in France and South America.
Agata SzOSTEK has in-depth
experience in the field of
microfinance since 1994. For
the past 11 years, she has been
engaged in training and consulting
activities aimed at developing the institutional
capacity of microfinance institutions mainly
in Eastern, Central Europe and Central Asia.
“Microfinance Sans Frontières” offers the services
of a pool of active and retired expert bankers
from BNP Paribas willing to provide technical
assistance to MFIs that clearly define their needs.
Experts will be selected according to the specific
needs of each mission.

Photo credits: EMN
This publication is supported for under the European
Community Programme for Employment and Social
Solidarity (2007-2013). This programme is managed by the
Directorate-Generale for Employment, social affairs and
equal opportunities of the European Commission. It was
established to financially support the implementation of
the objectives of the European Union in the employment
and social affairs area, as set out in the Social Agenda, and
thereby contribute to the achievement of the Lisbon Strategy goals in these fields.
The seven-year Programme targets all stakeholders who can help shape the development of appropriate
and effective employment and social legislation and policies, across the EU-27, EFTA-EEA and EU candidate
and pre-candidate countries.
PROGRESS mission is to strengthen the EU contribution in support of Member States' commitments and
efforts to create more and better jobs and to build a more cohesive society. To that effect, PROGRESS will be
instrumental in:
• providing analysis and policy advice on PROGRESS policy areas;
• monitoring and reporting on the implementation of EU legislation and policies in PROGRESS policy
areas;
• promoting policy transfer, learning and support among Member States on EU objectives and
priorities; and
• relaying the views of the stakeholders and society at large
For more information see: http://ec.europa.eu/employment_social/progress/index_en.html
European Microfinance Network
4, Boulevard Poissonnière - 75009 Paris - France
Tel: +33 (0)1 56 03 59 68 - Fax: +33 (0)1 56 03 59 77
web:www.european-microfinance.org
e-mail:emn@european-microfinance.org
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