This document summarizes a workshop on impact and exploitation in Horizon 2020 projects. The workshop covered topics such as quantifying and assessing impact, the impact section of proposals, exploitation activities and workpackages. It also discussed the objectives of FP7 and H2020 EU funding programs and emphasized the importance of impact in proposals. Impact refers to the effects and changes resulting from a project's results addressing societal challenges. Exploitation measures like dissemination, communication and IPR management are key to achieving impact. The workshop provided guidance on how to write convincing impact statements and exploitation plans in proposals.
2. 9.30 – 10,30 Impact within an H2020 proposal - Q&A
Impact and relationships with Objectives, Target groups, Results, Activities
What it is intended with impact
How it is quantified and assessed
10,30 – 12,00 (includes short coffee break) The impact section in RIA-IA - Q&A
Analysis of the sections of the impact, Measures to maximise impact
(dissemination, communication and exploitation)
12,00 – 12,30 Exploitation activities and the exploitation workpackage
12.30 - 13.30 Launch Break (sandwiches)
Part I
3. EU programmes for R&I
FP7
One of the two main objectives was «to reinforce the scientific and technological basis
of the European Industry and encourage its international competitiveness»
Total budget> 50 bln euro
H2020
«The objective is to ensure that Europe generates world class science and technologies
to stimulate economic growth»
Almost 80 bln euro available
4. Openness and the sharing of knowledge, investment insights and
business advice are all the norm in Silicon Valley. Here in Europe,
many have tried to create similar environments with varying success
– whether it's promoting clusters, or providing incentives for
industry-research cooperation.
But there is one area that we too often neglect and that's how we
promote openness and the sharing of knowledge in science, to help
turn the solutions and innovations that come out of scientific
research into viable businesses.
Carlos Moedas, Commissioner Research, Science and Innovation
5. The best Excellence part cannot compensate for an unconvincing
Impact statement or the lack of a comprehensive implementation
plan…
Roumen Borissov, Project Advisor - REA
8. Impact
The bullet is the “exploitable
result”
The target is the “challenge“
(societal, economic, etc. ) and its
“groups” (customers/users)
The “effect” of the collision is the
“impact”
9. Better Translated in «European projects»
It is the combination of EFFECTS and CHANGES (the
collision) that the results of the PROJECT (the
bullet) cause at societal, economic, environmental,
political, scientific, etc. level (the type of target) in
the mid-long term
10. How R&D is turned into
growth!
Exploitation is how to
achieve impact.
11. ….therefore….
The more «disruptive» is the «innovation» in projects’
results, the wider and deeper the effects and changes for
customers and users are expected to be (higher impact)
ALWAYS VERIFY THE INNOVATIVENESS OF YOUR
PROJECT!
What Is Your Unique Value Proposition (UVP)?
14. An example
A revolutionary idea:
A NETWORK THAT ALLOWS USERS TO COMMUNICATE WITH EACH OTHER
THROUGH COMPUTERS
The first R&D projects came out a the end of ’50s (base technologies).
In the ‘80s (30 YEARS LATER!!) technologies enabling Internet started
spreading around over the world.
In the late ‘90s ”the net” became massive after the introduction of the World
Wide Web
Impact generated by the initial idea became Significant only 40 years later!!
15. What are the ingrdients to consider
To translate a research result, the innovative solution, into
“competitiveness” and value it is necessary to consider:
The customers
The market (current and potential competitors, dimensions, etc.)
The «framework» (regulation, standards, etc.)
Different actors (partners, suppliers, users, etc.)
Operations!
…in other words, the IMPACT (changes induced) that the project has on
these elements.
18. Examples of negative evaluations
NO INNOVATION - NO ADDED VALUE NO BENEFICIARIES/NO MARKET
not enough specific groups of specific industries are
selected.
Week definition of target groups
There is no market survey and exploitation routes are not
adequately investigated
The lack of quantified targets means that impact on the
innovation capacity is not convincingly described
Considerations on existing obstacles missing (legal,
technical)
Limited vision/ local non-interdisciplinary/ intersectoral
/European
the economic feasibility of the proposed technology is
somewhat unclear
the project suffers from a lack of business plan
(including a business model)
the proposals estimations concerning
additional turnover and jobs creation are overambitious
Insufficient development of the
dissemination/exploitation plan
detailed explanation on how estimated impacts can be
achieved is not provided
IPR management is not sufficiently planned/IP
management is not fully clear
outputs of the project will only partially contribute to the
expected impacts
methods of communication and uptake are not defined
sufficiently
20. Some positive comments
The expected impact of the project is both ambitious and
realistic
The proposal definitely enhances innovation capacity and
integrates new knowledge. It increases capability to
change the existing processes of product development…
The proposal is well organized in terms of impacts on
European companies
Targets seem achievable within the project time line.
The exploitation plan is properly presented and detailed,
providing different options to exploit the technology
Good involvement of strategic partners to create new
market scenarios
The project outlines a well designed plan for the
exploitation of results and proposes various measures to
ensure the long-term sustainability
Accurate identification of market, consumers, producers
Detailed IPR management Clear analysis of the needs of final beneficiaries
Excellent impact in terms of scientific advancement The communication and dissemination activities are
explained and planned in great detail
22. Diverse project types
RIA, IA, CSA, (others)
Different types of actions call for
“different potential impacts”
23. Proposal structure
3 typical sections in all actions (RIA, CSA, IA, POC, etc.)
Excellence
Impact
Implementation
Access to all templates:
http://ec.europa.eu/research/participants/portal/desktop/en/funding/reference_docs.html#h2020-call_ptef-pt
24. VOCABULARY: Objectives – Results - Activities
General objectives (challenges): describe the long term benefits for the society,
the market, etc.
Specific objectives: benefits that the target of the project will receive (direct
impact of the project)
Results: represent products, services, standard, patents, models, technologies,
etc. generated by the projects in advantage of beneficiaries
Activities: the planned actions through which expected results will be obtained
To write a credible and excellent proposal, get a very clear general project
framework.
Hence the LOGICAL FRAMEWORK
28. The evaluation of a proposal
Each section max. 5 pt.
Impact has at least the same weight
of all other sections
To have any chance of winning, at
least 14 point in total required
N.B. for IA-SME INST:
Impact evaluated before everything
else; Weight: 1.5
2 equal scores? Proposal with
highest Impact wins
“the best Excellence part cannot
compensate for an unconvincing
Impact statement or the lack of a
comprehensive implementation
plan…”
Roumen Borissov,
Project Advisor REA
29. What is evaluated in Impact?
The extent to which project outputs contribute to:
The expected impact described for the topic
Enhancing innovation capacity and integration of new knowledge
Strengthening the competitiveness and growth of companies by developing and delivering innovations
meeting market needs
Other environmental or social impacts
The effectiveness of:
the exploitation measures (including IPR management),
dissemination and communication actions and
management of research data
Criteria for RIA, IA, CSA.
For other schemes, criteria are described in Annex H of H2020.
30. Impact section
Two main sections:
2.1 Expected impact => (what?)
2.2 Measures to maximise impact => (how?)
32. Some suggestions from the Commission
Be specific, and provide only information that applies to the proposal and its objectives. Wherever
possible, use quantified indicators and targets.
Describe how your project will contribute to:
EACH of the expected impacts mentioned in the work programme, under the relevant topic;
any substantial impacts not mentioned in the work programme, that would enhance innovation
capacity; create new market opportunities, strengthen competitiveness and growth of
companies, address issues related to climate change or the environment, or bring other
important benefits for society
Describe any barriers/obstacles, and any framework conditions (such as regulation, standards,
public acceptance, workforce considerations, financing of follow-up steps, cooperation of other
links in the value chain), that may determine whether and to what extent the expected impacts will
be achieved. (This should not include any risk factors concerning implementation, as covered in
section 3.2.)
33. What to write - 2.1 Expected impacts
How the project contributes/addresses the «expected impact»?
General overview of the project’s impact (short summary) – ½ page
For each «expected impact»: how will the project contribute? ½ - 1p / impact
Always present qualitative and quantitative information (everything is
measurable!)
Refer to TRL (Technology Readiness Level)
34. What to write - 2.1 Expected impacts
A useful table:
Expected impact
from the call
How the project will
contribute
Measurable
indicator
Target
value
35. What to write - 2.1 Expected impacts
Impacts not mentioned in the call - Other typologies of impact:
How project reinforces European competitiveness:
How the target sector changes? (1 page max for each sector)
Which other sectors could be interested?
Some lines on environmental impact (no penalty points if evaluators don’t like it!)
Societal impact (direct or indirect) must be highlighted (min. ½ page) - creation of jobs,
etc.
«Gender» aspects always worth highlighting in a few lines where relevant
36. What to write - 2.1 Expected impacts
Barriers/obstacles & other framework conditions (max 1 page)
These are not ”risks” related to project implementation!
a test failure => NO;
a test in contrast with a regulation = YES
A project is NEVER isolated from the world (a dive in the deep
blue)
it has an its own context, environment with rules and limits
=> external framework conditions always exist
Include issues related to long term impact (money/resources
after project end?)
39. Definitions
Dissemination
«The public disclosure of the results by any appropriate means (other than
resulting from protecting or exploiting the results), including by scientific
publications in any medium.
Exploitation
«The use of results in:
further research activities other than those covered by the action concerned, or
developing, creating and marketing a product or process or
creating and providing a service or
standardisation activities»
40. From the Commission
Provide a draft ‘plan for the dissemination and exploitation of the project's
results’.
draft plan = admissibility condition
unless work programme topic explicitly states not required.
Show how proposed measures will help achieve expected project IMPACT.
proportionate to project scale
contain measures during and after project end
Innovation actions: describe credible path to deliver innovations to market.
41. From the Commission (cont)
“….. describe, in a concrete and comprehensive manner:
• area in which you expect to make an impact
• who are the potential users of your results.
… how you intend to use the appropriate channels of dissemination and interaction with potential users.
Consider full range of potential users and uses: research, commercial, investment, social, environmental,
policy-making, setting standards, skills and educational/training …
due consideration to possible follow-up of your project, once finished
• additional investments, wider testing or scaling up?
• require other pre-conditions? regulation to be adapted, or value chains to adopt the results, or the public
at large being receptive to your results.
Include a business plan where relevant.
42. What to write - a) Dissemination and exploitation of
results
Describe measures for maximizing
project results, clearly defining results
essential!
For whom? Each result has a target
group
identify all groups
Differentiate:
primary (customers) &
secondary (stakeholders, users)
Summarise main results in 1/2 page
43. What to write - a) Dissemination of results
Dissemination plan - 2 - 3 pages:
Identify the channels each partner can access
Group dissemination channels by target group
Specify, for each action, the partner involved
Identify specific congresses, fairs, newpapers, journals -> the more is defined, the
more is credible
Some channels aren’t free -> consider in budget!
Quantify involved target groups (e.g. nr. participants) -> better clarifies impact level
Use summary tables
44. What to write - a) Dissemination of results
Means of dissemination
(papers, etc.)
Targeted community Description
45. Who could be the targets of the dissemination plan?
"pen holders“: (local government, policy makers,
managing authorities): may influence rollout by
making available delivery mechanisms to facilitate
the adoption of the research result
"intermediaries“: those who are involved in
translating policy frameworks and public strategies
into support services
"customers“: should make direct use of project
results (adopters)
45
47. What to write - a) Exploitation of results
The exploitation plan
Concept - «Key exploitable result»: result chosen and further developed for
introduction onto market (new product, new process, new standard, new
training course, patent, input for new projects, etc.).
Do not confuse with «deliverable».
Exploitation is a process: It must be followed up throughout the project!
Exploitation manager: Identify a responsible for exploitation
49. What to write - a) Dissemination and exploitation of
results
Provide a first snapshot of the plan for using and disseminating results for each partner:
Provide the exploitation plan of each individual partner
Partner typology Activity Involved partners
Es. University To undertake further research, To provide expert source of
knowledge to industry, etc
Partner KER of interest Exploitation model «Customers»
(e.g. creation of a spin off,
direct sales, further projects,
etc.)
50. What to write - a) Dissemination and exploitation of results
IPR management
Concepts of background & foreground: ensure a strategy for both!
Coherence with the dissemination strategy: open access, etc.
Agree on different interests of consortium partners: Universities vs. companies
Consortium Agreement (DESCA 2020 Model Consortium Agreement - www.desca-
2020.eu):
basic instrument for IPR management and relationship among partners
mandatory for almost all Horizon 2020 projects
Provide individual strategies for manageming IPR by each partner
In case of patenting: demonstrate that you know the process (ask an expert)
51. 51
The draft Business plan
In some calls (IA) a draft business plan is required at proposal stage. Such drafts
should include:
The Consortium (competences, expectations)
The product (UVP)
The market, the competitors, the customers and early adopters
Capitalization model:
Impact model
IP ownership elements
Action plan (including dissemination plan to raise awareness and interest
among the target clients)
Financials (costs/revenues, etc.).
52. What to write- a) Dissemination and exploitation of
results
You can summarise the draft business plan for each partner with this table:
Name of the partner
Exploitable result
Exploitation team
UVP
Market
Business model
Financials
Roadmap for implementation
53. Sustainability and replicability
DO NOT FORGET to mention in 2.2!
The Commission grants for the benefit of a large community, NOT for the
benefit of single entities
What happens post project? (economical, political, financial, social
sustainability)
Provide details to convince the Commission they’re not granting a one-shot
action
Demonstrate that many will benefit from the project (scale-up)
56. Open research data: What is it?
Stimulate development of science, tools for
identifying «bad science»
Transparency and accountability before society
Crucial for Digital Agenda for Europe
In H2020 the pilot on Open Research Data is active
(mandatory for some topics).
57. Open research data: Data Management Plans (DMPs)
Prepared and updated during the project.
How partners will manage the research data:
Which data?
Which methodologies and standards?
How will they be exploited and made accessible for verification and reuse?
How will they be stored?
It is mandatory to store data in repositories for their validation
Guidelines: H2020 Online Manual, the Participant Portal.
58. Open access
Research data are provided for free online
Mandatory for all scientific publications in H2020
Modalities for publication must be specified:
Gold open access: an article is immediately made available in open access by the editor. Costs for
access to content borne by university of the researcher
Green open access: the article is archived in an online repository (before or after the publication).
Access to content restricted for an embargo period
You do not have to make public everything and for free.
Open Access applies only when you decide to publish a document.
See also:
Open Access Infrastructure for Research in Europe (OpenAIRE): suggested entry point to choose the
repository
H2020 Online Manual
59. 2.2 Measures to maximise impact
b) Communication activities
Dissemination vs.
˃ measures addressing primary
targets to obtain a direct impact in
the short-mid term
Communication
˃ measures addressing secondary
groups of interest or those who
could benefit from the project
results only in the long
term/indirectly. Actions to present
obtained results to a wider public
60. What to write - b) Communication activities
Always include a communication plan
Think about a branding strategy
A web site is always suggested
Include a responsible for the communication (communication
manager) with the right skills and experience
Always specify whom are actions targeting to and why
Use summary tables
63. THE RIGHT WAY TO WRITE A PROPOSAL DOES NOT EXIST!
Requirements:
Competence
Coherence
Pragmatism
Good sense
Style
…HOWEVER…
64. Analyse the call Before starting: carefully analyse the call
• understand what is expected from «projects»
=> understand what impact should be achieved.
In H2020:
Specific challenge: provides information on the
problems/needs to be solved
Your project impact must contribute to solving
these «problems & needs»
Scope: provides information on the content of the
project
Expected impact: EACH SINGLE WORD has to be
analysed
65. Hints
Ask different people to analyse the
call separately (more points of
view)
Discuss the different
interpretations of the text
Read carefully the «references»
included in the call (documents, web
sites, directives, etc.)
Identify keywords
66. Propose «innovative» solutions
Convince evaluators (often market experts)
Is your solution really at the forefront
Are your «numbers» behind the project
credible
Ensure nothing similar with a better impact
already exists
Analyse every aspect of the proposed solution
Highlight every potential benefit (scalability)
67. Hints Have a compelling Unique Value
Proposition
Brief market research
Google, etc.
Avoid «partisan» opinions
Involving people from different
sectors -> different ideas
68. Build a pro-impact consortium
Identify relevant actors within the supply/value
chain
Get representatives of main actors involved
even through support letters
In many cases: main users should be partners
Involve always international-level actors
Make «users» responsible for writing impact
section
69.
70. Be objective
Do not be “self-referential”
Plan objective measurement and
control systems for impact
and for the project itself
Hint: engage relevant experts on
an external Evaluation/Validation
Board
71. Checklist/questions for a well organised Impact
What will be the effects/benefits?
How wide will the (market) range of effects/benefits be?
How will we measure them?
How will we verify them?
Who will directly benefit from project results (target groups)?
Who could indirectly benefit from them?
How will we get in contact with such actors?
How much time and costs to produce these benefits?
What barriers and obstacles must we overcome? How?
73. 13,30 – 16,00 Impact Analysing the 2 proposal:
Review against lessons learned of:
Expected impact from the call,
How the project contributes to expected impact
Measurable Indicators,
Target values
Measures to maximise impact (dissemination, communication and
exploitation)
16,00 – 17,00 Open discussion among different groups
17,00 – 17,00 Wrap up and final comments
Part II
74. Review of two actual proposals for innovation
aspects in groups (5 participants in each group).
77. META at a Glance
Goal
˃support knowledge-intensive
entrepreneurialism
How: only international Group
with an integrated Platform
˃Rethinking Entrepreneurialism:
innovation policy advice (city ->
EU levels)
˃Cultivating Entrepreneurialism:
training entrepreneurs &
scientists
˃Financing Entrepreneurialism:
venture capital fund
management
78. 20 years' hands-on
experience
˃ investing in high-growth companies
across Europe
˃ helping Institutions & urban
ecosystems around the world foster
more of them
˃ training and supporting young
entrepreneurs, scientists, etc.
79. In Figures: Rethinking Entrepreneurialism
Over 300 feasibility studies, more than 700 assignments and pilot projects
delivered worldwide
EU Commission: Research & Innovation, Entrepreneurship and Finance
policies
Regional innovation and entrepreneurship strategy design: 30+ regions,
Western and Eastern EU
Policy dialogue, Smart Specialization Strategies
Global Innovation Platform Product
80. In Figures: Cultivating Entrepreneurialism
3000+ people trained overall
Globe Innovation Platform delivery with Globe Forum since 2004
European wide partnership with Kauffman FastTrac® to deliver
NewVenture™, TechVenture™ & GrowthVenture™ entrepreneurship courses
Worldwide delivery of Investor Readiness format AyR™ for high growth
companies
Research Helicopter™: supporting European scientists exploit their results
Leading the development of Creativity Camp™ in Europe
Global Innovation Platform Product
81. In Figures: Financing Entrepreneurialism
Leading private European management firm for regional co-investment funds
8 seed capital funds (approximately €100M) currently under management
Leveraging relationship with international informal investors (members of
the BoD of IBAN, BAE, advisory board of NASDAQ OMX and members of AIFI
Venture Capital Committee)
Unique, multi-country expertise in implementing public/private financial
instruments (e.g. ESIF 2014 facility)
