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This paper presents an experimental approach for devising training measures to help small and medium enterprises (SMEs) avail themselves of the new opportunities offered by teleconferencing tools. The approach includes: an analysis of training needs, carried out by means of interviews, so as to propose methodologies and tools that will encourage SMEs to create the conditions under which they can make the most of the opportunities that tele-cooperation offers for raising productivity; and a controlled experiment that seeks to analyse the conditions under which the experimental use of teleconferencing systems may become a valuable vehicle for helping SMEs to construct active awareness about the potential of these tools.