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een.ec.europa.eu EMPOWA Training 2nd May 2018
een.ec.europa.eu
EMPOWA Training
2nd May 2018
Enterprise Europe Network
https://een.ec.europa.eu/
EMPOWA
INFORMATION TRAINING MENTORING ADVISORYSUCCESS STORIES
SME Instrument
Women entrepreneurs
www.empowa.eu
Project partners
https://sme.easme-web.eu/
Catalonia – SME Instrument
Catalonia
Total SME Instrument
4,5% 4,6% 4,8%
15:00 – 15:05 Welcome
15:05 – 15:15 Introduction to SMEI Opportunities for Women Entrepreneurs
David Rovirosa, Manager of European Business Innovation Projects, ACCIÓ.
15:15 – 15:45 SMEI Application form. How to write a competitive proposal
Impact – Excellence – Implementation
Riánsares López; Jennifer Ruiz; Carla Ruiz, H2020 advisor,
European Business Innovation Projects, ACCIÓ
15:45 – 16:30 Business essentials keynote
How to define a Business Model. The Business Model Canvas tool.
Álvaro Tapia, ACCIÓ.
16:30 – 17:00 Success stories
3DU Engineering Solutions. Agnes Rosell, CEO
Ehealth Technical Solutions. Eva Garcia Ramos, CEO
AGENDA
SME Instrument Opportunities
2nd May 2018
Source: https://ec.europa.eu/easme/sites/easme-site/files/smei_2017_final_web.pdf
Source: https://ec.europa.eu/easme/sites/easme-site/files/smei_2017_final_web.pdf
I. Cover Page
II. Executive Summary (1-page maximum)
III. Content
I. Excellence
I. Challenge and solution
II. Approach
II. Impact
I. Entering the market
II. Business model
III. Financing
IV. IPR
III. Implementation
I. TEAM
II. Workplan
III. Resources
SMEI Evaluation process
• Step 1: remote evaluation
• Step 2: face-to-face interview (Phase 2 only)
external evaluatorsMainly with business and investor background
market size willingness to paygrowth ratethe teamInnovation / new market...
SMEI Evaluation process
Horizon 2020 SMEs2014-2020
CollaborativeProjecs
• >8.330M€
SME Instrument
• Aprox 3.000M€
SMEI Application form. How to write a competitive
proposal2nd May 2018
1.EXCELLENCE (25%)
http://ec.europa.eu/research/participants/data/ref/h2020/wp/2018-2020/main/h2020-wp1820-eic_en.pdf
I. Cover Page
II. Executive Summary (1-page maximum)
III. Content
I. Excellence
I. Challenge and solution
II. Approach
II. Impact
I. Entering the market
II. Business model
III. Financing
IV. IPR
III. Implementation
I. TEAM
II. Workplan
III. Resources
1.EXCELLENCE (25%)
http://ec.europa.eu/research/participants/data/ref/h2020/wp/2018-2020/main/h2020-wp1820-eic_en.pdf
1.EXCELLENCE (25%)o Challenge and solution
https://www.un.org/sustainabledevelopment/sustainable-development-goals/
Gender dimension
Climate change or environmental aspects
Benefits to society
1.EXCELLENCE (25%)
EUROPEAN PAIN CUSTOMER PAINo Challenge and solution
TECHNOLOGICAL PLATFORMS, EUROPEAN ASSOCIATIONS, ROADMAPS EUROPEAN INITIATIVES-EIPs, PPPs…
SECTORIAL, GEOGRAPHICAL REPORTS
QUANTIFY
1.EXCELLENCE (25%)
www.access4smes.eu
o Challenge and solution
OPPORTUNITY: LEGAL, BUSINESS NEED, TECHNOLOGIAL CHALLENGE
WHAT? OUTCOME: PRODUCT, SERVICE, SOFTWARE, HARDWARE, APP, MAINTENANCE….AVOID GENERAL TERMS LIKE “SYSTEM, SOLUTION, PLATFORM…”
1.EXCELLENCE (25%)o Challenge and solution
STATE-OF-THE-ART (Patents UITP Espacenet, Official reports…)
DISRUPTIVE
AVOID “I’M UNIQUE…” WITHOUT ARGUMENTATION
Align with IPR in Impact.Align with Awards section 4.
PHASE 1 vs PHASE 2
1.EXCELLENCE (25%)o Challenge and solution
COMPARE ALTERNATIVES
Align with competitors (companies) analysis in Impact
YOUR VALUE PROPOSITION
1.EXCELLENCE (25%)o Approach
www.access4smes.eu
TRL-Tecnhology Readiness Levels
Explain in detail in Phase 2
1.EXCELLENCE (25%)o Approach
TIMELINE: HISTORY OF THE TECHNOLOGY, ROADMAP, SME INST Phase 1 and Phase 2, MILESTONES, RECENT TRENDS, PROTOTIPS, TRLs
www.access4smes.eu
Align with Implementation
KPIs (Key Performance Indicators): mainly for Phase 2. Quantify!
1.EXCELLENCE (25%)o Approach
www.access4smes.eu
OBJECTIVES PHASE 1: PROJECT + FEASIBILITY STUDY
PHASE 2: TECHNOLOGICAL, PRACTICAL AND ECONOMIC
Align with Implementation-WP, tasks and Impact
1.EXCELLENCE (25%)
OVERALL ASSESSMENT
If I was an evaluator I would finally ask myself: does it sound
Wow?
2. IMPACT (50%) I. Cover Page
II. Executive Summary (1-page maximum)
III. Content
I. Excellence
I. Challenge and solution
II. Approach
II. Impact
I. Entering the market
II. Business model
III. Financing
IV. IPR
V. Communication and
Access to research data
III. Implementation
I. TEAM
II. Workplan
III. Resources
2. IMPACT (50%)
The objective of this section is twofold:
Assesses the extent to which the proposed innovation will create substantial demand for the product.
Quantify the competitiveness and growth of your company, based on the project.
2. IMPACT (50%)
Identify user needs and detail the user profile
Demonstrate the need. Show how your solution answers these needs.
Quantify clients segments
Willing to pay: Why are you so sure that your customers will pay for your product?
Market connections: LOI, MOU. If you already have paying customers, MENTION THEM!
2. IMPACT (50%)
Entering the market
• User needs
• Market
• Competitors
• Barriers to market entry
2. IMPACT (50%)
Entering the market
• User needs
• Market
• Competitors
• Barriers to market entry
Research the global marketplace
Try to size the market
Avoid market education
Which International Markets will you target first?
Narrow your export Markets
Explain market conditions and the current trends
2. IMPACT (50%)
Entering the market
• User needs
• Market
• Competitors
• Barriers to market entry
The statement “We have no competition” is never true!
2. IMPACT (50%)
Entering the market
• User needs
• Market
• Competitors
• Barriers to market entry
2. IMPACT (50%)
o Business model
Explain how you make Money!Do you sell your product? If you don’t sell directly, do you intend to use licensing? What about post-sales services?
What is your pricing model and how did you choose it? What post-sale assistance services will be required?
http://www.access4smes.eu/publications/?cmd=files-management&sort=asc&order=name&type=5
Explain the potential to scale-up
European /Globaldimension
2. IMPACT (50%)
o Financing Indicators for growth potential of
your solutions should be presented in a table with projections for at least 3 years.
Your project will generate revenues and create jobs.
Detail your go-to-market strategy: will you sell your product directly? Distribution channels? On the internet?
P&L forecast: Provide information on why this forecast is realistic and on why you think you will reach it.
Include graphs withthe company'sfundingrequirements andthe milestonesreached with it
How do you plan toco-fund the 30% ofthe SME Instrumentgrant?
2. IMPACT (50%)
What kind of IP applies to theproduct/ service?
Highlight the conclusions of yourFreedom to Operate analysis
Standard certifications: describewhy are you confident that youwill receive the certification
Make sure that you conduct anFTO; do not write you will onlydo it in Phase 2
2. IMPACT (50%) Identify the key events in your target market
where you will showcase your product / service
Specify the communication means to promote the project and its results during the time span of the project (for instance – company website, participation in conferences and International events, etc.)
Consider different audiences in your communication strategy.
Have a clear marketing message per each target audience.
Grantees have the right to opt-out, but need to say why: Privacy, IP rights & jeopardy for project’s objective.
2. IMPACT (50%)
2. IMPACT (50%)
OVERALL PERCEPTION
If I was an evaluator I would finally ask myself:
Will the propose innovation create substantial demand?
2. IMPLEMENTATION(25%) I. Cover Page
II. Executive Summary (1-page maximum)
III. Content
I. Excellence
I. Challenge and solution
II. Approach
II. Impact
I. Entering the market
II. Business model
III. Financing
IV. IPR
V. Communication and
Access to research data
III. Implementation
I. TEAM
II. Workplan
III. Resources
3. Implementation (25%)
www.access4smes.eu
http://ec.europa.eu/research/participants/data/ref/h2020/wp/2018-2020/main/h2020-wp1820-eic_en.pdf
TEAM
WP, deliverables, milestones,
risks
RESOURCES
3. Implementation (25%)
www.access4smes.eu
TEAM
Provide further information on your company and its operational capacity in
Section 4!
Name Education Experience Achievements Role within the company Role within the project
One paragraph/person: Organization Chart:
3. Implementation (25%)
www.access4smes.eu
This section is not covered by the page limit!
*4. COMPANY (or members of the Consortium)
Company CVs Relevant products, services,
achievements
Significant infrastructure,
technical equipment
3. Implementation (25%)
www.access4smes.eu
WP, deliverables, milestones, risks
Deliverables
WP1 WP2 WP3 WP4
Milestones
PROJECT
Phase1
COHERENCE!
3. Implementation (25%)
www.access4smes.eu
WP, deliverables, milestones, risks
PHASE 1
Task x.n, x.n+1… Brief description of the
task. Person in charge Months that the task
will take
Align with Excellence
3. Implementation (25%)
www.access4smes.eu
WP, deliverables, milestones, risks
PHASE 2
- Overall structure of the Work Plan:
Align with Impact
Realistic time frame Overcome barriers Number of WP
proportionate Distinct WP:
Management Commercialisation
3. Implementation (25%)
www.access4smes.eu
WP, deliverables, milestones, risks
PHASE 2
- A description of each work package:
3. Implementation (25%)
www.access4smes.eu
WP, deliverables, milestones, risks
PHASE 2
- List of major deliverables:
3. Implementation (25%)
www.access4smes.eu
WP, deliverables, milestones, risks
PHASE 2
- List of milestones:
3. Implementation (25%)
www.access4smes.eu
WP, deliverables, milestones, risks
PHASE 2
- Include a table with critical risks identified and mitigating actions:
Align with Impact - Barriers
3. Implementation (25%)
www.access4smes.eu
RESOURCES
PHASE 1
No modification is possible!
3. Implementation (25%)
www.access4smes.eu
RESOURCES
PHASE 2
- Number of person months required:
3. Implementation (25%)
www.access4smes.eu
RESOURCES
PHASE 2
- Table showing “other direct costs” (travel, equipment, infrastructure, goods and services)
Subcontract should not be a disproportionate part of the total estimated eligible costs
“BEST VALUE-FOR-MONEY”
3. Implementation (25%)
OVERALL PERCEPTION
If I was an evaluator I would finally ask myself: does the applying SME have the
capacity to carry out the project?
More information: www.empowa.eu
15:00 – 15:05 Welcome
15:05 – 15:15 Introduction to SMEI Opportunities for Women Entrepreneurs
David Rovirosa, Manager of European Business Innovation Projects, ACCIÓ.
15:15 – 15:45 SMEI Application form. How to write a competitive proposal
Impact – Excellence – Implementation
Riánsares López; Jennifer Ruiz; Carla Ruiz, H2020 advisor,
European Business Innovation Projects, ACCIÓ
15:45 – 16:30 Business essentials keynote
How to define a Business Model. The Business Model Canvas tool.
Álvaro Tapia, ACCIÓ.
16:30 – 17:00 Success stories
3DU Engineering Solutions. Agnes Rosell, CEO
Ehealth Technical Solutions. Eva Garcia Ramos, CEO
AGENDA
