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© Nikolaos Floratos, Fundingexpert.academy
Horizon 2020 SME InstrumentWorkbook
www.keyinnovations.co.uk
© Nikolaos Floratos, Fundingexpert.academy
Copyright © Nikolaos Floratos, www.fundingexpert.academy
All rights reserved. No part of this workbook may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or
other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews
and certain other noncommercial uses permitted by copyright law. For permission requests, email to the publisher Nikolaos Floratos at nf@cyberall-access.com
© Nikolaos Floratos, Fundingexpert.academy3
Who is Nikolaos Floratos• Founder of Funding Expert Academy programmes
that masters individuals in EU funding programmes and exploits the most successful and largest no. of proposal developers across Europe
• Active in european funding industry since 1997 (19+ years)
• EC expert/evaluator since 2003 (13+ years)• Author of the ebook “Learn from the Horizon 2020
champions” downloadable from www.NikolaosFloratos.com
• Trained and coached hundreds of consultants and organisations on exploiting successfully EU funds
• The only professional in the whole Europe with 40+ recommendations in his linkedin profile (www.linkedin.com/in/floratos) as expert in european funds, trainer/coach
© Nikolaos Floratos, Fundingexpert.academy
Essentials for SME instrument
Basic Concepts
© Nikolaos Floratos, Fundingexpert.academy5
Funding to support only and directly innovative SMEs
Programme Name: Innovation for SMEs – SME InstrumentMain Areas: The aim of the SME Instrument is to fill the gaps in funding for the early stages, Research and Innovation and accelerating the exploitation of innovation. Available budget: €2,8 billionMore info: https://ec.europa.eu/digital-single-market/en/sme-instrument-0
© Nikolaos Floratos, Fundingexpert.academy6
European Funding for enterprises especialy Small –Medium
Programme Name: COSMEMain Beneficiaries: SMEs, EnterprisesMain Areas: Actions that advance at european level the Innovation and competitiveness of SMEsMain Participants: SMEsAvailable budget: €2.22 billionMore info: https://ec.europa.eu/easme/en/cosme
Programme Name: EUROSTARSMain Beneficiaries: SMEs, consumers, enterprises, industryMain Areas: Actions that advance at european level the Innovation and competitiveness of SMEsMain Participants: R&D performing (highly innovative) SMEs that create impact to the identified beneficiariesAvailable budget: €1.2 billionMore info: https://www.eurostars-eureka.eu/
© Nikolaos Floratos, Fundingexpert.academy7
Budget for SMEs
COSME
Eurostars
SME Instrument
BUDGET mainly for SMEs
€6,22 billion
© Nikolaos Floratos, Fundingexpert.academy8
SME instrument
Societal Challenges
Leadership in Emerging and
Innovative Technologies
Horizon 2020
2,8 billion € 2014-2020
€168 Million for administration
2,63 billion € funding forForefront know how
GrowthBetter life for
EU citizens
6%
94%
€376 Million funding
VeryconservativeAssumptions
Proposal Development cost
around 3% of requested funding
7% Success rate(~1/14 )
AssumeyearlyProposal
Development cost around 3% of
requested funding
93% failed rate(~13/14)
~11 million € spent annually for successful proposals of total budget 376 million €
€154 million spent annually for failed proposals In SME Instrument
WHY YOU CANNOT AFFORD TO FAIL in SME instrument!
© Nikolaos Floratos, Fundingexpert.academy9
Conclusion 1Amount(€) organisations spent in total every year for developing and participating in proposals that fail to receive funding in SME instrument:
€154 Μillion
Big need for effective training, coaching and support!
© Nikolaos Floratos, Fundingexpert.academy10
SME instrument
Country …
Country 2
Country 1
1,2 billion € 2014-2020
€72 Million for administration
1,13 billion € funding forForefront know how
GrowthBetter life for
EU citizens
6%
94%
€161 Million funding
VeryconservativeAssumptions
Proposal Development cost
around 3% of requested funding
25% Success rate(~1/4 )
AssumeyearlyProposal
Development cost around 3% of
requested funding
75% failed rate(~3/4)
~4,83 million € spent annually for successful proposals of total budget 161 million €
€14,5 million spent annually for failed proposals In Eurostars programme
© Nikolaos Floratos, Fundingexpert.academy11
Conclusion 2SMEs should focus also in other related funding opportunities for supporting the deployment of their innovative products such as Eurostars that success rate is quite attractive
25% success rate*
*Source: Executive Agency for SMEs https://ec.europa.eu/easme/en/small-companies-applying-eurostars-grants-have-25-success-rate
© Nikolaos Floratos, Fundingexpert.academy12
Fundamentals in funding for SMEs
Why European Funding (its purpose) – Three Priorities• Create forefront (new and useful) knowledge in
Europe (e.g. see all three pillars in Horizon 2020)• Advance Growth (e.g. see 2nd pillar in Horizon
2020:LEIT – Leadership in Emerging and Industrial Technologies)
• Improve Quality of life of European Citizens (e.g. see 3rd Pillar in Horizon 2020 – Societal Challenges)
© Nikolaos Floratos, Fundingexpert.academy13
Valley of Death
Valley of Death
Projects for SMEs
EC Funding~70%
1. Fore-front knowledge2. Growth & Competitiveness3. Quality of life of EU CitizensSuccessful Dissemination
& Exploitation Strategy
New requirement for all European programmes including SME instrument for the period 2014-2020. A convincing Dissemination and Exploitation Strategy
is required within the proposal application
© Nikolaos Floratos, Fundingexpert.academy
Follow-up activity
• Identify any funded project for SMEs that you or colleagues of yours have participated
• Has it fallen or not into the Valley of Death?• In any case, what do you think was the reason for
that?
© Nikolaos Floratos, Fundingexpert.academy15
7 Myths in SME instrument• Myth 1: It is almost impossible for an SME from small countries to be successful
in SME instrument• Myth 2: It is extremely difficult to convince evaluators for the high quality of our
SME proposal• Myth 3: A project/product innovative at a national level is suitable for SME
instrument• Myth 4: Being successful in SME instrument requires a lot of time and resources• Myth 5: Participating in a european project for SMEs such as SME instrument,
Eurostars, COSME may jeopardise the ownership of my expected innovations• Myth 6: Perfect command of English is needed for a great SME instrument
proposal• Myth 7: Submitting and implementing an SME instrument project is a
complicated process
© Nikolaos Floratos, Fundingexpert.academy
How can you be successful in SME instrument
Funding Expert Transformation Process FETPTM Formula
© Nikolaos Floratos, Fundingexpert.academy17
SME Funding Expert Transformation Process
• Understand how SME instrument mechanism works
• Identify the most attractive funding topics for your needs
Step 1
• Follow rituals religiously• Master all actions from
initiating an attractive idea to successful submission
Step 2
•Prepare great proposal
•Master how to write a convincing proposal
Step 3
5 Fingers’ Technique
I.C.R.E.A.T.E.S. system
C.R.I.T.E.R.I.A.Formula
Daily Habits
B.U.N.D.L.E.R. Habits
From Struggle To Success
© Nikolaos Floratos, Fundingexpert.academy
The 7 Habits of SME Funding Champions
B.U.N.D.L.E.R.TM Formula
© Nikolaos Floratos, Fundingexpert.academy19
B. Build to Last!
© Nikolaos Floratos, Fundingexpert.academy20
B. Build to Last!
© FundingExpert.Academy
European funded projects for SMEs shall
support the
• mission of your organisation
• vision of your organisation
• Creation of forefront know-how
• Job growth and competitiveness
• Increase the quality of life of EU
citizens
• i.e. don’t fall in the “Valley of Death”
© Nikolaos Floratos, Fundingexpert.academy21
U. Upset the Status Quo!
© Nikolaos Floratos, Fundingexpert.academy22
U. Upset the Status Quo!• You know the SMART objectives
• Specific
• Measurable
• Achievable /Attainable
• Realistic /Relevant
• Time (in)• They are not complete, since SMART
objectives are not Innovative!• Think outside the box and be innovative
© Nikolaos Floratos, Fundingexpert.academy23
N. Never Eat Alone!
© Nikolaos Floratos, Fundingexpert.academy24
N. Never Eat Alone!
© FundingExpert.Academy
Three meals in a weekday• 2 meals with family, friends, old
colleagues• 1 meal with new colleagues,
partners, clients, funders, experts, mentors, project managers, etc
• i.e. 260 meals in a year for sharing ideas, connecting, getting feedback, establishing partnerships
• What about coffee?• Attend infoday eventsDrop the rule “Ask and Shall Receive” and adopt the motto “Give and Shall Receive”
© Nikolaos Floratos, Fundingexpert.academy25
D. Don’t Delay it, Delegate it!
© Nikolaos Floratos, Fundingexpert.academy26
D. Don’t Delay it, Delegate it!
Winning SME instrument Proposals require teams with a1. Proposal Leader2. Proposal Writing Team (in-house
team incl. an Expert in the proposal topic
3. Secretary4. Evaluator
© Nikolaos Floratos, Fundingexpert.academy27
D. Don’t Delay it, Delegate it!
A Proposal Leader is responsible for• Coordinating the proposal writing
process• “Eating” with experts, funders,
potential supporters and getting feedback
• Engaging competent supporters• Coordinating the allocation of budget
and resources• Cooperating with the secretary for the
administrative and submission process
• Assessing the quality of proposal sections and contributions and taking proper actions for further improvements
• Cooperating with the evaluator for the proposal review
© Nikolaos Floratos, Fundingexpert.academy28
D. Don’t Delay it, Delegate it!
The Proposal Writing Team is responsible for writing the proposal sections based on the C.R.I.T.E.R.I.A. formula/Evaluation Criteria
• Consortium• Relevance of the Project• Innovation• Transeuropean Dimension• Economic• Reputation• Impact• Approach
Tip no. 1: Delegate different sections to individuals according to their expertise and competencies
© Nikolaos Floratos, Fundingexpert.academy29
D. Don’t Delay it, Delegate it!
“Secretary” is responsible for 1. Collecting all administrative
documents from partners if applicable such as agreements, profiles, CVs, Letters of support, NDAs, admin forms including PIC, etc
2. Submitting the whole application in coordination with the proposal leader
3. Ensures that the focus of the other members is in writing an excellent proposal
© Nikolaos Floratos, Fundingexpert.academy30
D. Don’t Delay it, Delegate it!
“Evaluator” responsible for assessing 1. the proposal idea2. The proposal summary and3. The proposal final draft
Feedback given should always be critical and include suggestions for further improvement. There is no proposal that is perfect
© Nikolaos Floratos, Fundingexpert.academy31
L. Learn that Good is the Enemy of GreatVoltaire
Enlightenment Writer
© Nikolaos Floratos, Fundingexpert.academy32
L. Learn that Good is the Enemy of Great 1. Build a profound proposal summary
that engages2. Network, network, network. 3. Realise that everything counts but
first impression counts more4. Prepare an impressive introduction5. Build the proposal according to the
selection award criteria6. Engage an Evaluator as external
reviewer7. Don’t make compromises!
© Nikolaos Floratos, Fundingexpert.academy33
L. Learn that Good is the Enemy of Great Great proposals have very few
compromises, i.e. • No compromises in the partnership• No compromises in the quality of each
proposal section• No compromises by avoiding
preparing a well structured summary• No compromises in getting feedback
by experts, funders, partners, clients• …
© Nikolaos Floratos, Fundingexpert.academy34
E. Endorse a Sharpen Axe!
© Nikolaos Floratos, Fundingexpert.academy35
E. Endorse a Sharpen Axe!
© FundingExpert.Academy
Once upon a time, a very strong woodcutter asked for a job in a timber merchant and he got it. The pay was really good and so was the work condition. For those reasons, the woodcutter was determined to do his best.His boss gave him an axe and showed him the area where he supposed to work.The first day, the woodcutter brought 18 trees.“Congratulations,” the boss said. “Go on that way!”Very motivated by the boss words, the woodcutter tried harder the next day, but he could only bring 15 trees. The third day he tried even harder, but he could only bring 10 trees. Day after day he was bringing less and less trees.“I must be losing my strength”, the woodcutter thought. He went to the boss and apologized, saying that he could not understand what was going on.“When was the last time you sharpened your axe?” the boss asked.“Sharpen? I had no time to sharpen my axe. I have been very busy trying to cut trees…”
© Nikolaos Floratos, Fundingexpert.academy36
E. Endorse a Sharpen Axe!
© FundingExpert.Academy
Thus, never say for example that I am a proposal writer and • I don’t do networking with
funders and experts or• I don’t connect with potential
partners supporters or• I don’t need to write an
impressive summary or• I don’t need to delegate • …
© Nikolaos Floratos, Fundingexpert.academy37
R. Recognise Mistakes as Learning Opportunities!
B.U.N.D.L.E.R.
© Nikolaos Floratos, Fundingexpert.academy38
R. Recognise Mistakes as Learning Opportunities!
We are learning from our mistakes, therefore,• Learn from your mistakes
but most importantly• Learn from the mistakes
of others
B.U.N.D.L.E.R.
© Nikolaos Floratos, Fundingexpert.academy
Follow up ActivityAt the end of each day self-check the status of your B.U.N.D.L.E.R. habits, i.e. Ask yourself the following and if you are not satisfied with your answers, work harder until it becomes a habit! Have you been busy with things that are meant to last
today? Have you upset the status quo today? Have you eaten with another person at your work today? Have you delegated things today? Have you prepared something great today? Have you done things outside your daily routine that make
you more effective? Have you learned anything today from your mistakes or
from mistakes of others?
© Nikolaos Floratos, Fundingexpert.academy40
SME Funding Expert Transformation Process
• Understand how SME instrument mechanism works
• Identify the most attractive funding topics for your needs
Step 1
• Follow rituals religiously• Master all actions from
initiating an attractive idea to successful submission
Step 2
•Prepare great proposal
•Master how to write a convincing proposal
Step 3
5 Fingers’ Technique
I.C.R.E.A.T.E.S. system
C.R.I.T.E.R.I.A.Formula
Daily Habits
B.U.N.D.L.E.R. Habits
From Struggle To Success
© Nikolaos Floratos, Fundingexpert.academy41
Types of SME instrument projects
Source: Easme website
© Nikolaos Floratos, Fundingexpert.academy42
SME instrument Topics 2016 Phase 1/Phase 2
1.Open Disruptive Innovation 6/54 Μ€
2.Νanotechnologies, materials,
manufacturing processing
3.18/28.64 Μ€
3. Biotechnology0.75/6.75 M€
4. Space 1.13/10.23M€
5. Healthcare biotechnology 3.5/31.5 Μ€
8. Blue (Fishery-maritime)
Growth 0.95/8.55Μ€
9. Energy2.3/20.7Μ€
10. Transport – Smart Cities 5.75/51.8 Μ€
11. Climate/Environment 2.5/22.5 Μ€
12. Inclusive Society
1.08/9.7Μ€
13. Security 1.53/13.8 Μ€
7. agriculture, forestry, agri-
food, bio-sectors 2.54/22.9Μ€
6. ICT for health, well-being & Ageing Well 0.75/16.2 Μ€
© Nikolaos Floratos, Fundingexpert.academy43
Five fingers techniqueRing Finger – How many/much?1. How many proposals were submitted in the
previous call?2. How many proposals were accepted in the
previous call?3. How much is the total budget for this call?4. How much is the average grant per project? 5. Ratio 2/1 gives the success rate6. Ratio ¾ gives the no. of proposals expected to be
fundedAs long you are feeling comfortable with the above two checkpoints, then you go ahead with the following question.
Tip: Additional ratio is the Attractiveness Factor= 6/1, if less than 10% then , if more than 20% then
© Nikolaos Floratos, Fundingexpert.academy44
Example on Ring Finger Technique
Source: EASME
© Nikolaos Floratos, Fundingexpert.academy45
Phase2 proposals submitted by Feb 2016
© Nikolaos Floratos, Fundingexpert.academy46
Phase2 proposals by Feb 2016 accepted
© Nikolaos Floratos, Fundingexpert.academy47
Phase 2 budget 2016 per cut-off date• Annual available budget is distributed evenly now per cut-off dates• in 2016 there are 4 cut-off dates, i.e. available budget per cut-off date is as follows:
– SMEInst-01-2016 (ICT): 54/4= 13.5Μ€– SMEInt-02-2016 (Nanotechnologies):28.647/4= 7.16 Μ€– SMEInst-03-2016 (Biotechnology):6.75/4= 1.687M€– SMEInst-04-2016 (Space): 10.233/4= 2.558 Μ€– SMEInst-05-2016 (healthcare biotechnology): 31.5/4= 7.8 Μ€– SMEInst-06-2016 (ICT for health): 16.2/4= 4.05 Μ€– SMEInst-07-2016 (Agriculture): 22.909/4= 5.527 Μ€– SMEInt-08-2016 (Blue Growth): 8.55/4= 2.137 Μ€– SMEInst-09-2016 (Energy): 20.7/4= 5.175 Μ€– SMEInst-10-2016 (Transport): 51.813/4= 12.953 Μ€– SMEInst-11-2016 (Climate, Environment): 22.5/4= 5.625 Μ€– SMEInst-12-2016 (Business Model innovation): 9.72/4= 2.43 Μ€– SMEInst-13-2016 (Security): 13.837/4= 3.459 Μ€
© Nikolaos Floratos, Fundingexpert.academy48
Ring Finger Technique FindingsSuccess
Rate Min no. of proposals to be
funded per callAttractiveness
FactorICT 6.8% 6 4.5%
Nanotechnologies 6.6% 3 5%
Biotechnology 6.6% 1 6.6%
Space 12.5% 1 12.5%
healthcare biotechnology 11.5% 4 15.3%
ICT for health 8.1% 2 5.4%
Agriculture 13.3% 3 6.6%
Blue Growth 14.2% 1 14.2%
Energy 9.37% 3 4.6%
Transport 12.7% 6 10.9%
Climate, Environment 6% 3 6%
Business Model innovation
4% 1 4%
Security 6.66% 2 6.66%
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