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Horizon 2020Elaboration d’un Business Plan
pour la partie "Impact" de la
proposition
Vincent ChauvetCEO, LGI Consulting
vincent.chauvet@lgi-consulting.com
PRÉAMBULE
• Cette présentation est proposée par LGI, sur la base de son expérience des projets européens depuis le 6ème PCRD, et Horizon 2020 en particulier. À ce titre elle reflète exclusivement les vues de LGI. Étant issue de modules de formation élaborés par le cabinet, la présentation est en anglais.
• Acteur de référence de l’innovation durable, LGI accompagne les porteurs de projet dans les secteurs liés à la transition environnementale – principalement l’énergie, la mobilité, la ville durable, l’environnement, le climat et l’économie circulaire.
• Dans le cadre des projets de recherche et innovation, LGI s’implique, souvent en tant que partenaire, avec ses expertises de pilotage de projet, d’études stratégiques de l’innovation (marché, politiques, sociétal…), et de communication publique.
2
1. Business Model, Business Plan
2. Impact section in H2020 proposals
3. Tips for a business plan in the Impact section
4. Q&A
5. About us
Agenda points
1. Business Model, Business Plan
2. Impact section in H2020 proposals
3. Tips for a business plan in the Impact section
4. Q&A
5. About us
Agenda points
Business Model & Business Plan
The Business Model represents the organisation (including stakeholders) needed to develop a business
Representation of the organization
Stakeholder interactions (strategic, systemic, synergies, financial, operational…)
Present & future
The Business Plan represents the objectives of the business and plans to reach these
Goals
Plans to reach them
© LGI 2017
Reference representation: BM Canvas
Reference: BM Canvas (Osterwalder)This is one representation model
among others
1. Business Model, Business Plan
2. Impact section in H2020 proposals
3. Tips for a business plan in the Impact section
4. Q&A
5. About us
Agenda points
© LGI 2017
The Application – Part B
2 Impact / 2.1 Expected impact
Describe how your project will contribute to expected impacts set out in the work programme (…), improving innovation capacity and the integration of new knowledge (…) and any other environmental and socially important impacts
Address every point listed in the ‘expected impact’ section of the call topic
Make references to EU policies, documents, initiatives, regulations
Mention potential impact in terms of economics, job creation, entrepreneurship / spin-off ventures, and try to quantify them if possible
Environmental and social impacts should also be quantified if applicable (e.g. tons of carbon emissions saved, decrease in healthcare costs, etc.)
Describe any barriers/obstacles, and any framework conditions (such as regulation and standards), that may determine whether and to what extent the expected impacts will be achieved
Identify the ‘roadblocks’ that would prevent your results to turn into a product on the market (lack of standards, gaps in the innovation chain, entry cost too high, market biases…)
2 Impact / 2.2 Measures to maximise impact
Communication How to reach out to a wider audience about your project & results
Dissemination How to ensure that your project results reach their potential users
Exploitation How to prepare for reaching the commercial potential of your results
The Application – Part B
© LGI 2017
2 Impact / 2.2 Measures to maximise impact
a) Dissemination and exploitation of results
Provide a draft ‘plan for the dissemination and exploitation of the project's results’ (unless the work programme topic explicitly states that such a plan is not required). For innovation actions describe a credible path to deliver the innovations to the market. The plan, which should be proportionate to the scale of the project, should contain measures to be implemented both during and after the project.
Identify your dissemination & exploitation strategic objectives: who are your potential users? What do you want to show / tell them? What will be marketable at the end of the project? What further steps will be required?
Identify your dissemination targets : policy-makers, end users and other market actors (via private partners in the consortium, tech transfer offices, spin-offs…)
Consider setting up a user group with potential users, in order to gather their feedback during the project, on your development strategic orientations
The Application – Part B
© LGI 2017
2 Impact / 2.2 Measures to maximise impact
Explain how the proposed measures will help to achieve the expected impact of the project. Include a business plan where relevant.
Exploitation includes intellectual property strategy, commercialisation schemes, etc. which will support the business plan
The business plan (expected costs and revenues over time) can be complemented by a business model for the technology owner
Where relevant, include information on how the participants will manage the research data generated and/or collected during the project
If you plan to create scientific data, demonstrate that it will be properly managed after the project ends (legacy transferred to permanent entity, legal protection…)
Ethical issues may also arise with data collection, in which case an action plan should be drafted to explain how this will be managed
The Application – Part B
© LGI 2017
Outline the strategy for knowledge management and protection. Include measures to provide open access
Patentable IP produced by the project should be identified
If applicable, open access strategies have to be identified (even if preliminary)
“Open access refers to the practice of granting free Internet access toresearch articles. As all research and innovation builds on earlierachievements, an efficient system for broad dissemination of and access toresearch data and publications can accelerate scientific progress. TheCommission strategy is to develop and implement open access to researchresults from projects funded by the EU Research Framework Programmes,namely FP7 and Horizon 2020. Open access requirements are based on abalanced support to both 'Green open access' (immediate or delayed openaccess that is provided through self-archiving) and 'Gold open access'(immediate open access that is provided by a publisher)”. *
The Application – Part B
© LGI 2017
2 Impact / 2.2 Measures to maximise impact
b) Communication activities
Describe the proposed communication measures for promoting the project and its findings during the period of the grant. Measures should be proportionate to the scale of the project, with clear objectives. They should be tailored to the needs of various audiences, including groups beyond the project's own community. Where relevant, include measures for public/societal engagement on issues related to the project.
Identify your communication strategic objectives: who do you want to reach, with what messages? Then define the action plan (when, where, who does what, how) and indicators
Consider the full scope of potential audiences and select which are potentially concerned: scientific community, European / national policy-makers, professionals in your sector, students, private actors, NGOs, general public…
Identify the tools you are going to use (website, newsletter, leaflet, international events, articles…).
Make sure your plan is not generic, but tailored to the project.
The Application – Part B
© LGI 2017
Describe the area in which you expect to make an impact and the potential users of your results.
Describe how you intend to use the appropriate channels of dissemination and interaction with potential users
Consider the full range of potential users and uses, including research, commercial, investment, social, environmental, policy-making, setting standards, skills and educational training where relevant.
Consider the possible follow-up of your project. Its exploitation could require additional investments, wider testing or scaling up, as well as other pre-conditions like adapting regulation, or value chains to adopt the results, or the public at large being receptive to your results.
Include a business plan where relevant.
Exploitation highlights
© LGI 2017
Identify all users and uses stakeholder analysis, value chains, market analysis
Measures to reach the impact during & after the project market mechanisms
Interacting with users market channels
Path to market innovations mid- to long-term marketing strategy
Additional developments post-project plans, including possible funding sources & non-technological obstacles/solutions
“Business plan” (sensu stricto) costs & revenues over time
Summary of expectations
© LGI 2017
1. Business Model, Business Plan
2. Impact section in H2020 proposals
3. Tips for a business plan in the Impact section
4. Q&A
5. About us
Agenda points
Find an idea corresponding to the call
Find a call matching the idea
IdeaH2020
Call
Project
Proposal
1
2
In line with
• The call text and EC expectations
• Project collective strategy / partners’ innovation strategies
Define a collective strategy
© LGI 2017
• The business plan will rely on knowledge generated inthe project – at least partially
• Exploitation strategy based on intellectual property choose the best protection strategy
• Balance between open and closed dissemination forproject deliverables• Closed you can choose your exploitation strategy• Open you can enable other players in your ecosystem
Align business plan & exploitation strategy
© LGI 2017
• When developing an integrated system (with several partnersdeveloping several tech bricks) in most cases, develop anintegrated business model / business plan in addition to eachpartner’s IP exploitation strategy
• One of the partners may be mandated to define / consolidatethe exploitation strategy for the integrated system• Either system integrator, or independent innovation manager
• A detailed market vision and business plan is a pre-requisite formost Innovation Actions (IA), but a draft market vision is alsorequired in RIA projects to demonstrate that the proposersknow their business environment
Align business plan & exploitation strategy
© LGI 2017
Define business model options & scenarios
Scenario 1
Scenario 2
Define business model options
Partner
1
Partner
2
Partner
3
Partner
4
Partner
5
HeatPartner
1
• Analyse target markets• Users’ needs analysis• Qualify the current markets and how you intend to disrupt
them (based on performance indicators)• Market sizing• Market barriers• Market penetration strategy
Towards the market
© LGI 2017
23
Example: commercialization scheme
Manufacturer 1 Manufacturer 2
Main Company
• Business Plan• Costing of future developments (piloting, scaling-up…)• Revenue stream(s)
• Timeline for commercialization
Development & commercialization plan
© LGI 2017
• Path to commercialization• Identify future development steps and market rollout
• Commercialization strategies must be detailed o Partners’ individual planso Collective strategy (JV mentioning partners share,
exploitation agreements, licensing…)
Development & commercialization plan
PROJECT
1. Define exploitation strategy• Who will own & exploit what, and how• Joint exploitation when relevant
2. Analyse target market• Market structure, size, players, obstacles…
3. Describe business cases• How will I enter / disrupt the market• Based on SWOT + economics• Business model options
4. Show post-project perspectives• Future developments (time & money) towards market uptake• Identify future barriers and address them already in your project
5. Plan to finalise the marketing work during the project• Markets, Business models, Business Plan… they should be described
in the proposal, but can be developed as tasks in the project(especially as they often depend on actual performance results)
Conclusion
© LGI 2017
« The proposal presents a detailed and convincing description of the exploitation plan which foresees several exploitation routes and strategies with measurable indicators »
« The participation of SMEs is expected to ensure the spread of good practices within the value chain, which is positive »
« The proposal does not describe adequately how existing barriers will be overcome to achieve expected outcomes »
« The exploitation plan is of a conventional nature and lacks sufficient details in terms of strategy »
« The need for keeping a considerable number of deliverables confidential is not convincingly justified and could restrict the deployment potential of the approach »
Some quotes from evaluation reports (ESR)
© LGI 2017
• Demonstrate the future impact of your project, in terms ofbusiness (economics, innovation, jobs) as well as environment,society, safety…
• Present detailed plans to reach your impact• Embark users in your consortium and/or in a user group• Show how you will address non-technological barriers to the market• Business modelling / planning tasks can be included in the project• One partner can act as exploitation manager, independently from the
technology developers
• Consider all types of innovation:• Technology, service, social, business model, process, marketing…• Disruptive or incremental
Finally: demonstrate you will make a difference
© LGI 2017
1. Business Model, Business Plan
2. Impact section in H2020 proposals
3. Tips for a business plan in the Impact section
4. Q&A
5. About us
Agenda points
LGI, your partner for Horizon 2020
Project strategy, consortium building, proposal writing Partner / subcontractor
• Addressing non-technological innovation (markets, barriers, business modelling, stakeholder management…)
• Collaborative project management • Public communication• Web solutions for your project or your innovation
THANK YOU FOR YOUR ATTENTION
Communication & Design Innovation Strategy
Project Management Digital Solutions
1. Business Model, Business Plan
2. Impact section in H2020 proposals
3. Tips for a business plan in the Impact section
4. Q&A
5. About us
Agenda points
LGI, driving sustainable innovation
May 2017
LGI is an actor of the innovation
ecosystem, transforming
knowledge and technology into
products, processes and services
that fuel a more sustainable
economy.
33
WHO WE ARE
WHAT WE DO
We enable innovation. From ideation all the way through to market delivery.
34
Run ideation
workshops
Explore new
markets
Build
business
models
Finance
your projects
Design open
innovation &
tech sourcing
Communicate
& reach out
Manage
collaborative
projects
Boost your
skills &
knowhow
OUR SERVICES
35
EXPLORE
NEW MARKETS
LEGO Serious Play
Value Proposition Design
Design Thinking
Lean Startup
BUILD
BUSINESS MODELS
RUN IDEATION
WORKSHOPS
Stakeholder analysis
Market research
Key barriers and drivers
Market sizing
Business model canvas
Value proposition design
Business model environment
Financial analysis & business plan
MANAGE
COLLABORATIVE
PROJECTS
BOOST YOUR
SKILLS &
KNOWHOW
COMMUNICATE &
REACH OUT
Project & consortium management
Legal, administrative, financial
management
Knowledge management
Online collaborative platform
HORIZON 2020 Training
Knowledge management
Data Strategy
Communication strategy
Digital strategy and online presence
Editorial services
Event management
Design
FINANCE YOUR
PROJECTS
Draft EU H2020 collaborative
project and SME Instrument
proposals
National funds
DESIGN OPEN
INNOVATION
Technology sourcing
Open innovation challenges
Tailored web platforms
WHAT’S
NEXT?
We’re always on the lookout for opportunities to co-design new services with our clients and partners!
OUR HISTORY
ABOUT THE COMPANY
36
19COUNTRIES IN WHICH
WE’RE ACTIVE
1.7M€ TURNOVER
(FY2015)
100+ASSIGNMENTS
SINCE 2005
500+EUROPEAN EXPERTS AND
PARTNERS IN OUR NETWORK
Communication & Design
Business Line
2005
Creation of LGI
Management Consulting & Digital Solutions Business Line
Innovation Strategy
Business Line
Training Centre
2008 2013
OUR PEOPLE
37
A fusion of nationalities, backgrounds, skills and expertise.
We are builders, solvers, explorers, thinkers and doers—and
we are passionate about what we do.
25STAFF IN 2017
31AVERAGE AGE
9LANGUAGES SPOKEN
3PhD
55%WOMEN
A EUROPEAN OUTREACH
38
OUR OFFICES
CLIENT
BASE (2016)
Headquarters
6 Cité de l’Ameublement
75011 Paris
France
EU OfficeSquare de Meeûs, 38/40B-1000 BrusselsBelgium
Med Office
c/ Jose Aguirre 37
46011 Valencia
Spain
German Office
Högenstraße, 63
22527 Hamburg
Germany
Representations
Lille & Montpellier
France
OUR SECTORS
39
SMART & SUSTAINABLE
TERRITORIES
ENVIRONMENT
& CLIMATE
LOW CARBON
ENERGIES
OUR SECTORS
40
LOW CARBON
ENERGIES
Circular economy
Climate change
Water, soils & oceans
Earth observation
Biodiversity
Low-carbon heat & power
generation
Energy distribution & storage
Smart grids
Energy systems
SMART & SUSTAINABLE
TERRITORIES
ENVIRONMENT
& CLIMATE
Smart cities
Automotive & mobility
Energy efficiency
Sustainable construction
OUR SCOPE OF ACTION
41
SOCIETY• Responsible Research & Innovation• Social innovation• Transition thinking• Innovation policy
ENVIRONMENT & CLIMATE
LOW CARBONENERGIES
SMART & SUSTAINABLE TERRITORIES
TECHNOLOGY• Digital innovation• Advanced materials & processes• Electronics, photonics, robotics• Industry 4.0
• New business models• Value chain innovation
• Open innovation• Startup acceleration
MARKET
OUR CLIENTS
42
Acciona
Air Liquide
Allianz
ArcelorMittal
AREVA
Bekaert
BNP Paribas
COWI
E.ON
ENGIE
DCNS
EDF
Geodis
PSA Peugeot Citroën
LARGE FIRMS
Agilent Technology
ARIA Technologies
Atheneum Partners
Calayan
Chaïkana
Climate Data Factory
ConceptSpine
ElecBiomasa
EndeF
Environics
EOLFI
Gillemot
Giraud International
IES
Isocycle
IUT GmbH
Outreach
Theïa Partners
Vasseur
STARTUPS &
SMEs
CLUSTERS
Climate KIC
EERA (EU Energy
Research Alliance)
Eur. Society of
Anesthaesiology
NUGENIA
PROMETIA
PFA Filière
Automobile
Pôle Mov’eo
Pôle Pegase
Pôle SAFE
SNETP
UNIVERSITIES &
HIGHER EDUCATION
UA Barcelona (ES)
Bulgarian Acad. of
Science
U. Cambridge (UK)
UC Cork (IE)
UMG Catanzaro (IT)
ESIEE Amiens (FR)
Universiteit Gent (BE)
U. Leeds (UK)
U. Angers (FR)
U. Le Havre (FR)
U. Orléans (FR)
U. du Maine (FR)
Paris I Sorbonne (FR)
U. Picardie J.Verne
(FR)
NTNU (NO)
RESEARCH & TECHNOLOGY
ORGANISATIONS
CEA (FR)
CNRS (FR)
Ifsttar (FR)
Inria (FR)
Inserm (FR)
EC Joint Research
Centre (JRC)
Leitat (ES)
MTA-EK (HU)
NCBJ (PO)
NRG (NL)
UJV (CZ)
VITO (BE)
VTT (FI)
VUJE (SK)
INSTITUTIONS & NGOs
ADEME
EFS (French Blood
Institute)
European
Commission
French Ministry of
Environment
FNE (France Nature
Environnement)
IRSN
IRTS
OECD
OUR ECOSYSTEM
43
NETWORKS
CLUSTERS
PARTNERSEXPERTS,
CONSULTANCIES & ACADEMICS
ABOUT TRAINING
44
LGI is certified as a training institution by the French administration
(registered with DIRECCTE under number 11 75 44960 75). All of our
training courses are eligible for CPF* in France.
* CPF Compte Personnel de Formation: official lifelong training certification scheme
THANK YOU
CONTACT US FOLLOW US!
LGI Headquarters
6 Cité de l’Ameublement 75011 Paris - France
+33 (0)1 8416 3073
contact@lgi-consulting.com
www.lgi-consulting.com
@LGI_Consulting
linkedin.com/company/lgi-consulting
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