Exemplas_Extenda-v2

Exemplas in EuropeAid
Leveraging UK and EU Best Practice in
SME Support for the EuropeAid Market

Exemplas Limited, BioPark, Broadwater Road, Welwyn Garden City, Hertfordshire, AL7 3AX | www.exemplas.com | 0845 602 0101 | info@exemplas.com
Overview
3
1. Introduction to Exemplas
Introduction to Exemplas: Who are
we, and what do we do?
Introduction to Exemplas: Why is
Exemplas here today?
2. The EuropeAid Market
The EuropeAid Market: An
opportunity to build on existing
expertise?
The EuropeAid Market: Exemplas in
EuropeAid
3. Newcomers to EuropeAid
Newcomers to EuropeAid: What does
a EuropeAid project actually DO?
Newcomers to EuropeAid: It all starts
with References!
Newcomers to EuropeAid: Identifying
opportunities / the Tender Cycle
Newcomers to EuropeAid:
Implementing a Project – Leaders,
Partners, and everything in between!
4. Closing Comments
Closing Comments: Think Long-Term!
Closing Comments: Partnership

Introduction to Exemplas
Who Are We?
A Not-for-Profit Organisation, part of the University of
Hertfordshire Group of Companies (EUR 300,000,000)
Other shareholders – the Hertfordshire County Council
and the Hertfordshire Chamber of Commerce &
Industry
Established to support the diversification of the
Hertfordshire economy, following decline of defence
industry
More than 20 years experience in supporting and
implementing local and regional development policy
and programmes (HERTS Prosperity Forum,
Hertfordshire Growth Hub)

What do we Do?
We support local and regional development, focused
on designing and implementing SME Support
programmes, Skills Development programmes, and
Employment / Employability Support programmes
Leading SME Support provider in UK (2007 – 2012),
directly providing support to more than 500,000 SMEs
(35,000 SMEs intensive supports) under UK
Government-funded SME support Programmes
We are Practitioners & Partners, NOT consultants!
We run local & regional programmes for Business
Support (“Business Link”), Innovative Business
(BioPark), Trade & Export Support (UKTI Export
Support Service), and Training & Employment
(Training Brokerage)

What do we Do? (cont.)
Business Link East of England
(EEDA) (2007 – 2011)
£89,700,000 Service Contract for
management of Regional SME
Support Framework (One-Stop-
Shop)
Broad range of SME support
services including start-up
support unit and innovation
advisers
Support for regional economic
diversification and support to
priority sectors (e.g. creative)
Business Link Yorkshire
(Yorkshire Fwd.) (2007 - 2011)
£109,240,000 Service contract for
management of Regional SME
Support Framework (One-Stop-
Shop)
Support Services included
technology brokerage and
innovation voucher
progmrammes
Sector priorities included
agricultural SMEs and Agro-Food
producers

UKTI International Trade Services
(UKTI) (2008 – 2012)
Two completed Regional Service Contracts –
International Trade Service for Yorkshire &
Humber (2008 – 2012, £11,900,000) and
East of England (2010 – 2012, £4,500,000)
Export support services to regional SMEs for
internationalisation
Coordination of regional training events,
awareness raising, supporting access to
grant funding for international trade
missions and expos
Exemplas & UKTI post-2012
Following competitive tender,
both regional contracts have
been renewed, with a
cumulative value of over
£20,000,000, for the post
2012 period

Establishment of BioPark WetLab
(EEDA, ERDF) (2006 - 2008)
In partnership with University of
Hertfordshire, established
Hertfordshire-based Bio Life Science
Incubator, BioPark
£12,000,000 project supported by
EEDA with 50% ERDF funding
The BioPark legal entity established
under this project remains a full
member of the University of
Hertfordshire Group of Companies
BioPark post-2008
Under contract the University of
Hertfordshire, the BioPark facilities
are under the management of
Exemplas (contract currently valued
at approx. £11,000,000)

Train to Gain Brokerage - London
(London Development Agency)
(2006 - 2008)
£5,900,000 service contract for Management of
Training Brokerage Programme for London,
coordinating with public and private sector
employers
Execution of Training Needs Analyses for employees,
and development of personalised training plans to
increase organisational adaptability
Focus on hard-to-reach employers / minorities

Why is Exemplas here today?
We are “newcomers” to EuropeAid ourselves!
We are actively increasing our activity in this
sector, and have found that persistence and
commitment pay off!
We believe today's event is an opportunity for
us as well!
We have found that success in this sector
depends heavily on forming the RIGHT
partnerships!

The EuropeAid Market
An opportunity to build on existing
expertise?
Generic “project management”
experience can only go “so far”...
There is a need sector specialist
organisations, both in securing business,
but also in ensuring quality of services
during implementation
EU-based experience is sometimes more
important than international TA
experience (Transfer of Best Practice!),
especially in Accession Countries

First success in Czech Republic (2004),
developing pilot programme for HRM
certification (EUR 260,000)
Limited engagement with the sector in
subsequent years
Increased engagement with EuropeAid in
recent years, with three success stories
so far

Turkey: Technical Assistance
for Strengthening the
admin. capacity of the
MoSIT in Industrial
Strategy (IPA) (2013 –
2014)
TA to the MoSIT for better
implementation, monitoring
&evaluation of sectoral &
industrial strategies
Industrial Policy Web Portal
TA to MoSIT for
Competitiveness Analysis
Serbia: Integrated
Innovation Support
Programme (IPA) (2011 –
2013)
Strengthening innovation in
SMEs (products & processes)
Development of financial
instruments & investment
readiness programmes for
innovation initiatives
Development of Technology
Brokerage programme
Croatia: Science and
Innovation Investment
Fund (IPA) (2011 – 2012)
Develop knowledge
transfer / commercialisation
capacities of HEIs / PROs
TA to MSES for RTD Project
Pipeline

Newcomers to EuropeAid
What does a EuropeAid project actually “DO”?
They are generally Long-Term, Technical
Assistance service contracts (not grants),
providing specific consultancy for policy or
programme development /
implementation / evaluation
Support is delivered in country by teams of
long-term and short-term Key & Non-Key
Experts assisting local beneficiaries
Consortia maintain a more managerial /
backstopping role, although in-house
expertise is often beneficial

It all starts with References!
Project references are how organisations /
consortia tendering for contracts indicate
their relevant experience
Project references are tables corresponding
to individual contracts implemented by the
applying organisation, relevant to the scope
of the tender
Project references should be backed up
with copies of contracts, and proof of
successful completion (completion /
reference certificates)

It all starts with References! (cont.)

Identifying Opportunities
Before looking into
opportunities, it is important to
know your own capacities –
where is your “Added Value”?
Added Value may come in the
form of relevant organisational
experience (references), in-
house expertise (experts),
and/or local networks
(partners), but usually it comes
down to relevant references

Identifying Opportunities (cont.)
Tenders are published on the
AIDCO website, as well as TED
You can browse tender
opportunities according to
type (services, grants, works,
supplies)

Identifying Opportunities (cont.)
For more effective tracking of
opportunities, identification of suitable
partners, and expert searches, you
may wish to try out a subscription
service
Subscription services such as Assortis,
Devex, or DevelopmentAid.org (etc.)
charge a fee, but save time and effort

The Tender Cycle
Forecast: Prior Info. Notice has minimal info (budget & brief description)
Open: Contract Notice provides detailed info, deadline, and requirements
Short List: Min. 4 Max. 8 applicants invited to submit tender

The Tender Cycle (cont.)
Forecast (Prior-Information Notice):
Assess tender suitability, compile list
of relevant references, and commence
partner search
Open (Contract Notice): Assess further
information and technical eligibility
criteria. If necessary, further refine the
consortium
Short List: Successful candidates
invited to submit full tenders

And this is what a Short List looks like!

A EuropeAid Tender contains:
Tender Documents
Technical Methodology
Statements and Declarations
Administrative Documentation
C.V.s of Key Experts
Proof Documentation for Key Experts
SoEAs for Key Experts
Financial Offer

Award Notice: Keep in mind, these are
competitive tenders, not Grant
Applications. From 8 candidates,
“There can be only one”!

Implementing a EuropeAid Project:
The Technical Assistance Team:
K.E.s & N.K.E.s implementing the project on
the ground
Consortium Leader:
Maintains technical and financial
management, with support as required
Consortium Partners:
Support N.K.E. Recruitment, backstopping, &
study tours

Closing Comments
Think Long-Term!
This is a highly competitive sector !
Tender Cycles are extremely drawn-
out, and at the end of the day, there
is no second place!
Give yourself 18 months, and then
re-assess!

Closing Comments
Partnership
We are always on the lookout for
new partners with whom to develop
new business opportunities!
We need to complement our track
record with that of partners from
other EU countries

Contact us
33
Adam Kennard
International Business Development Manager
Exemplas Holdings Limited
adamk@exemplas.com

Exemplas_Extenda-v2

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