IJEBR 6,3 160 International Journal of Entrepreneurial Behaviour & Research, Vol. 6 No. 3, 2000, pp. 160-175. # MCB University Press, 1355-2554 Entrepreneurial learning and mentoring Robert Sullivan Department of Management and Marketing, University of Paisley, Scotland, UK Keywords Small firms, Entrepreneurs, Mentoring, Learning Abstract Discusses the importance of learning to the survival and growth of small to medium- sized enterprises (SMEs). Considers research from a support programme using previous or existing entrepreneurs as mentors to support and advise new-start entrepreneurs. The paper discusses the issues around learning, entrepreneur development, mentoring and the matching of mentors to client entrepreneurs. In particular the paper considers the role of life-cycle development approaches in planning entrepreneurial development, the importance of double-loop learning and learning from experience or critical incidents. The paper then considers whether ``just-in-time'', targeted training and support provided directly or facilitated by a mentor may be more cost- effective in the long run than a more traditional up-front prescribed training approach. Introduction This paper reviews some of the literature on entrepreneurial learning and considers how the development of learning within small to medium-sized enterprises (SMEs) may be supported. In particular the paper investigates how mentoring support combined with information on the needs of entrepreneurs at specific times in their development may represent an efficient and effective support mechanism. In all, if one was to utilise such as the Churchill and Lewis small firm life-cycle development approach and use mentors to deliver the required support, then this may represent a more effective support mechanism than volume-driven up-front prescriptive training. The paper draws on findings from a programme of ongoing research conducted under the auspices of Paisley Enterprise Research Centre (PERC)[1] that highlights the added- value of mentoring from both a client entrepreneur and mentor perspective. In order to place this paper into context it may be useful to outline our current research objectives: . Identification of the learning process and implications for current policy. . Identification of specific requirements and the stage(s) of enterprise/ entrepreneurial development when these requirements could best be delivered. . Identification of mode and timing of appropriate and effective learning support/provision. . To develop a model of entrepreneurial learning based on case study research. This article is part of a special issue of papers entitled ``Policy and support for entrepreneurial behaviour'', edited by David Deakins.