Lo SME instrument - Fase 1: i fattori di successo e gli errori

da evitareAntonio Sfiligoj

Summary Evaluation Checklist (1/6)

• Analysis of market conditions, total available market size / potential fit with expectationsfor growth

• Understanding target users / user groups

• Favorable competitive, regulatory, societal context

• Realistic explanation how the innovation will boost the SME growth

• Alignment with the overall strategy of the participating SME and the need for commercial and management experience, including understanding of the financial and organizational requirements for commercial exploitation

• European dimension both with respect to commercialisation and with respect to competitor / competition evaluation

• Description of status and strategy of knowledge protection, the need of "freedom to operate analysis“

• Overall perception including other pertinent factors not covered by the above questions (25% weight in the assessment of this criterion)

Criterion 1 - IMPACT

Summary Evaluation Checklist (2/6)

• Market attractiveness

• Industry trends / disruptors signal high impact potential

• Ability to attract early adopters (Letters of Intent)

• Value of offering to customers who are willing to pay

• Pricing differentiation vs. competitors and substitutes

• Expected competitor response

• SCALE-UP: Able to attract outside resources and build capabilities

• Sound selling strategy

• Time to market vs. window of opportunity

• Appropriate financial forecasts and requirements

• Clarify risks and uncertainties and mitigation measures

Criterion 1 - IMPACT OVERALL PERCEPTION

Summary Evaluation Checklist (3/6)

• The innovation aims at exploring new market opportunities addressing EU/global challenge

• Description of the current stage of development and added value of its innovation as well as an understanding of the competing solutions. Includes good comparison with state-of-the-art, known commercial solutions, including costs, environmental benefits, gender dimension , ease-of-use and other features

DISCUSSION OF TRL ACHIEVED

• The objectives for the feasibility study and the approach and activities to be developed are consistent with the expected impact of the project

• The expected performances of the innovation are convincing and have the potential to be relevant from a commercial point of view (Value for money). It is potentially better than alternatives

• The proposal reflects a very good understanding of both risks and opportunities related to a successful market introduction of the innovation, both from a technical, commercial point of view

• Overall perception including other pertinent factors not covered by the above questions (25% weight in the assessment of this criterion)

Criterion 2 - EXCELLENCE

Summary Evaluation Checklist (4/6)

• Background experience

• Connections to industry/ecosystem

• Willingness to accept guidance

• Background experience of advisers/partners

• Access to needed services (e.g. Patent/Legal/Finance)

• External Reference checks (LoI)

Criterion 2 - EXCELLENCE OVERALL PERCEPTION

Summary Evaluation Checklist (5/6)

• the project has the relevant resources (personal, facilities, networks, etc.) to develop its activities in the most suitable conditions

• describes in a realistic way how key stakeholders / partners / subcontractors could be involved (VALUE-FOR-MONEY)

• A realistic time frame and a comprehensive description of work

• The team has relevant technical/scientific knowledge/management experience (includes a plan to acquire missing competences )

Criterion 3 - QUALITY AND EFFICIENCY OF IMPLEMENTATION

Summary Evaluation Checklist (6/6)

• Background experience

• Connections to industry/ecosystem

• DO NOT DO ALL BY YOURSELF IF YOU DO NOT HAVE ADEQUATE BUSINESS SKILLS – EXPLAIN «VALUE FOR MONEY» IN SUBCONTRACTING

• Access to needed services (e.g. Patent/Legal/Finance)

• Willingness to accept guidance

• Background experience of advisers/partners

• Reference checks

• IMPLEMENTATION: OBJECTIVES, WP STRUCTURE, BUDGET ALLOCATION

• QUALITY OF PRESENTATION: CHARTS/DATA/CLARITY OF LANGUAGE

• DISSEMINATION STRATEGY. WILL YOU PROMOTE SMEINST ?

Criterion 3 - QUALITY AND EFFICIENCY OF IMPLEMENTATION – OVERALL PERCEPTION

FINAL REMARKS• Evaluation will take only 1 hr.

• Evaluator has Venture Capital background: USE BUSINESS / VC language

• Evaluator probably may know LITTLE about your market

• Evaluator probably may know VERY LITTLE about your technology

• WHERE ARE YOU ? WHAT DO YOU INTEND TO DO ? ARE YOU GOING TO BE INVESTMENT GRADE ?

• EXPLAIN CLEARLY, BE TO THE POINT, (TRL, IP, COMMERCIALIZATION)

• METRICS, PLANS, CHARTS, PHOTOS

• BRING IN EXTERNAL REFERENCES (CLIENTS, AWARDS, EU INITIATIVES)

• MIMINUM EXPENDITURE IN TECHNOLOGY, IT IS ABOUT BUSINESS DEVELOPMENT

• LINKS TO SMEINST-2, LINKS TO RISK CAPITAL INVESTORS

• DO NOT DO ALL BY YOURSELF IF YOU DO NOT HAVE ADEQUATE BUSINESS SKILLS

• MUST BE AN OPPORTUNITY TO BRING IN EXTERNAL EXPERTISE

• CHECK THE COMPANY WEBSITE

• WILL YOU BE ABLE TO SCALE UP ? ATTRACT PRIVATE INVESTORS ?

• ELEGANT PACKAGE (TITLES, FONTS) . A SELLING DOCUMENT. EACH WORD COUNTS