horizon 2020 - education...2017/03/09 · 1. business model, business plan 2. impact section in...

Horizon 2020Elaboration d’un Business Plan

pour la partie "Impact" de la

proposition

Vincent ChauvetCEO, LGI Consulting

[email protected]

mailto:[email protected]

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

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




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


© LGI 2017


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


© LGI 2017


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


© 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)”. *


© LGI 2017


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.


© 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




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




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




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

[email protected]

www.lgi-consulting.com

@LGI_Consulting

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horizon 2020 - education...2017/03/09 · 1. business model, business plan 2. impact section in...

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