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ikolaos Floratos, Fundingexpert.academy Horizon 2020 SME Instrument Workbook www.keyinnovations.co.uk

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Page 1: Sme instrument for distribution

© Nikolaos Floratos, Fundingexpert.academy

Horizon 2020 SME InstrumentWorkbook

www.keyinnovations.co.uk

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© 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 [email protected]

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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

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Essentials for SME instrument

Basic Concepts

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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

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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/

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Budget for SMEs

COSME

Eurostars

SME Instrument

BUDGET mainly for SMEs

€6,22 billion

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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!

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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!

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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

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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

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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)

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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

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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?

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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

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How can you be successful in SME instrument

Funding Expert Transformation Process FETPTM Formula

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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

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The 7 Habits of SME Funding Champions

B.U.N.D.L.E.R.TM Formula

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B. Build to Last!

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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”

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U. Upset the Status Quo!

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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

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N. Never Eat Alone!

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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”

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D. Don’t Delay it, Delegate it!

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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

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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

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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

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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

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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

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L. Learn that Good is the Enemy of GreatVoltaire

Enlightenment Writer

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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!

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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• …

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E. Endorse a Sharpen Axe!

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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…”

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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 • …

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R. Recognise Mistakes as Learning Opportunities!

B.U.N.D.L.E.R.

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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.

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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?

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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

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Types of SME instrument projects

Source: Easme website

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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€

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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

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Example on Ring Finger Technique

Source: EASME

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Phase2 proposals submitted by Feb 2016

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Phase2 proposals by Feb 2016 accepted

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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€

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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%