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Preparing Preparing Preparing Preparing a succesfula succesfula succesfula succesfulproposal proposal proposal proposal
for FRACTALS for FRACTALS for FRACTALS for FRACTALS Open CallOpen CallOpen CallOpen CallGrigoris ChatzikostasGrigoris ChatzikostasGrigoris ChatzikostasGrigoris Chatzikostas
BioSense CenterBioSense CenterBioSense CenterBioSense Center
1Sofia, 11.12.2014.
Purpose of this Purpose of this Purpose of this Purpose of this presentationpresentationpresentationpresentation
2
3
The actual idea, the
work, choice of
people, etc.
The document that
describes the idea, work,
people, etc.
General principles for the General principles for the General principles for the General principles for the proposalproposalproposalproposal
The required sections are explained in the Guide for Applicants for the call.
Generating a proposal is an iterative process.
Plan key points before you write the full text - this helps in providing the structure.
1. FIWARE Usage
2. Relevance with the Call
3. Market potential
Proposal structureProposal structureProposal structureProposal structure
4
Part A
• Administrative
details
• Applicant
description and details
• Personnel
description
• Experience in
projects and FIWARE
Part B
• Summary
• Technical
excellence
• FIWARE usage
• Market readiness
Part C
Pitch - might be a
link (in case of video,
podcast) or a pdf (in
case of power point
presentation)
No longer
than 10 pages
No longer than
5 minutesNo longer
than 4 pages
5
Part A – Administrative details and experience
Applicant description Applicant description Applicant description Applicant description
6
Short description of
the legal entityWrite about its size
and activities
Include all relevant
information for the
project
ALL applicants have EQUAL
TREATMENT, regardless of
size, country of origin, etc.
StartUps are
particularly
welcome!
Applicant detailsApplicant detailsApplicant detailsApplicant details
7
EligibilityMake sure you are eligible in terms of your SME or Web
entrepreneur status according to the Commission
Recommendation 2003/361/EC.
Financial
data
You need to provide precise information from your last
closed financial year about your headcount, annual turnover
and annual balance sheet.
Linked
company?
If you are linked or a partner to another enterprise make
sure you are taking in account their financial numbers
Note: These information will be checked during evaluation/contracting phase
Personnel descriptionPersonnel descriptionPersonnel descriptionPersonnel description
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Complementarity
Mr. X. is an expert in Business Management, with 8 years of
experience in leading roles. Ms. Y. is an expert in software
development with 9 years in X Company as a senior
software architect. Mr. Z is an agronomist with 5 years of
experience in technologies for horticultural crops.
Your team must be 3 to
5 persons
Write relevant
information
about all team
members
Given the nature of this Call you
should focus on their:
1) Professional experience in ICT,
entrepreneurship or Agrifood
2) Academic qualifications in ICT, Agriculture,
Business administration or relevant
Earlier projectsEarlier projectsEarlier projectsEarlier projects
9
You may consider making a list of your past projects with their links
and relevant details, focusing on your role in the project
These information gives indication that you have experience to
accomplish this project, BUT first-time applicants are more than
welcome!
Write about your experience in EU funded or other projects (if any)
Experience in FIWAREExperience in FIWAREExperience in FIWAREExperience in FIWARE
When writing about experience, you should stress individual roles for example: coordinator, senior or junior stuff, relevant training in FIWARE
10
Indicate (if any) experience in FIWARE of all or any of the team members
Previous experience in FIWARE is positive, but it is NOT a must. The call is open to ALL good teams, even if they are
going to be working on FIWARE for the very first time…
11
Part B – Technical excellence
Background and conceptBackground and conceptBackground and conceptBackground and concept
12
Is your concept relevant to the call?
This is a call for SOFTWARE solutions, we are NOT funding the development of hardware
ObjectivesObjectivesObjectivesObjectives
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What is the
project for?
What are
we doing in
the project?
Make sure your objectives are:
1) Clear
2) Coherent with the concept
3) Measurable
4) Achievable
5) Realistic
Measurable: Provide numbers!
We will reduce the use ofpesticides by 15%
We will increase farm profitability by 10%
We will develop an app for optimizing the use of pesticides
InnovationInnovationInnovationInnovation
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Do you know the
market and
already existing
solutions?Knowing the existing
solutions will help you
explain why yours is
going to be better.
Is your solution
totally new or
improvement
of an existing
solution?
Your project
idea
It is OK to deliver an improvement of an existing solution…
…just make sure you explain the improvements
Technical description Technical description Technical description Technical description
Consider making the work plan with work packages and tasks
Timetable should be achievable and realistic15
What work will be done?
How will the work will be organized?
How will it be reported and verified?
What are the risks that something goes wrong?
Organization of workOrganization of workOrganization of workOrganization of work
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Work
Package 1
Task 1.1
Task 1.n
...Work
Package 2
Task 2.1
Task 2.n
......
All work, including management, must be part of a work package.
Work packages do not usually exactly match the proposal objectives.
The work packages can be divided into tasks.
Deliverables listDeliverables listDeliverables listDeliverables list
17
Normally each WP
should finish with a
deliverable. If it does
not, the reason should
be explained
For each work package
there should be
deliverables
Deliverables should
have meaning and
content
Deliverables are often
reports, but they can be
other items (prototype,
software, pilot, etc.)
No Deliverable Name/Description Type Delivery Date
1 R M01
2 …
If your project exceeds 5 months and you are planning an interim report please ensure that
you list an adequate number of deliverables that should be achieved during the first period.
Name 1-3 of these deliverables as “milestones” for the first reporting period
For the Type of deliverable use one of the following codes:
R: Document, report (excluding the periodic and
final reports)
DEM: Demonstrator, pilot, prototype, plan designs
DEC: Websites, patents filing, press & media actions,
videos, etc.
OTHER: Software, technical diagram, etc.
MilestonesMilestonesMilestonesMilestones
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GOAL
Milestones represent key
achievements in the
project as a whole
Together with deliverables
they help to assess whether
a project is on schedule
There should be a milestone when a
particular stage is complete, or a
target has been reached
There should be milestones in
each periods of the project, so
that reviews can be effective
BudgetBudgetBudgetBudget
RTD Dissemination Management
1. Personnel costs
2. Other direct costs (travel, equipment,
software, services, etc.)
3. Total direct costs (Sum of row 1 and 2)
4. Indirect costs 60% of direct costs 60% of direct costs 60% of direct costs
5. Total costs (Sum of row 3 and 4)
6. Requested EC contribution 75% 100% 100%
19
Are your resources allocation and budget realistic?
Cost justificationCost justificationCost justificationCost justification
20
Justify all your costs by filling in the following table
Budget JustificationPersonnel Cost (N° of man months / cost per man month)
Travel Cost Where? Why?
Equipment Cost What? Why?
Software & services What? Why?
Budget Justification
Personnel Cost 16 man months for development/ 2000€ each
Travel Cost Cherkovo – interaction with the end-user
Equipment Cost 2 sensors for app testing, 1500€
Software & services S-W lisence, 1500€
Risk managementRisk managementRisk managementRisk management
21
All projects carry both
technical and
non-technical risks
• Research projects carry
particularly high risk
Risks may be
internal (problem
with the project)
or external
(change in outside
world, for example
a new technology).
Internal risks may
relate to one
WP or to
Interdependencies
Good risk management
• Be able to recognize the risks
• Assess how likely they
are to occur and
how severe their effect
would be
• Have a plan for dealing with it –
mitigation measures and a pivot
strategy
FIWARE usageFIWARE usageFIWARE usageFIWARE usage
How will the FIWARE technologies be used in your project?
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NO FIWARE=
NO FUNDING
ArchitectureArchitectureArchitectureArchitecture
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Use a diagram to explain architecture of your solution
Indicate all the GEs/SEs you are planning to use
FIWARE technologies to FIWARE technologies to FIWARE technologies to FIWARE technologies to be utilizedbe utilizedbe utilizedbe utilized
Are you using the most appropriate GEs/SEs for your
solution?
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Indicate all the GEs/SEs you are going to use
explaining how and why you are going to
use these particular technologies
How are you planning to integrate GEs/SEs
with the rest of the components of your
solution?
Do you have a plan for testing and validation
of your solution using the FIWARE Lab?
Target groupsTarget groupsTarget groupsTarget groups
Who is your target group?
25
Why are you addressing your solution to them?
What are their needs?
Problem and solutionProblem and solutionProblem and solutionProblem and solution
26
Are the improvements
measurable?
Does your solution solve the problem
or just provides some improvements?
How are you addressing
the problem?
Identify the problem you are aiming to solve
Is this problem significant
to the target group?
Economic and other (i.e. Economic and other (i.e. Economic and other (i.e. Economic and other (i.e. environmental, social) environmental, social) environmental, social) environmental, social) benefitsbenefitsbenefitsbenefits
27
JustifiedQuantified
SubstantialBy increasing the quality of the product, we will enable farmers to sell their products with a 10% premium
Our solution will reduce the need for irrigation by 20%, thus saving valuable water resources
The app will directly connect farmers with end customers and will increase employment opportunities in rural areas
Validation from endValidation from endValidation from endValidation from end----usersusersusersusers
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Have you planned to engage end-users in validation?
Identify the measures, motives and procedures to engage end-users
Measures: bi-weekly communication with end-user to receive
feedback and suggestions
Motives: One free product license to the farmer that engages in
validation activities
Procedures: Communication will be handled through a Redmine
application, with provision of mockups and access to demos.
MarketMarketMarketMarket
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Have you done your research?
DO NOT write that there is no competition, explain why you are better
than competitors
• Market size
• Geographical coverage
• Do you know the market you are addressing?
• Who is your competition?
• Quantitative data
Sustainability planSustainability planSustainability planSustainability plan
30
Positioning and unique selling points
Market penetration
strategy
Business and growth model
Estimation of your sales
BOTH achievable and
ambitious
• Business Model Canvas
• Talk with numbers
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Part C - Pitch
Prepare the pitchPrepare the pitchPrepare the pitchPrepare the pitch
32
To craft a great pitch, follow these steps:
• Identify your goal.
• Explain what you do.
• Explain your project idea.
• Engage with a question.
• Put it all together.
• Practice.
Pitch might be sent as a link (in case of video, podcast) or a pdf (in case of power point presentation)
It should not be longer than 5 minutes
A few hints and tips for A few hints and tips for A few hints and tips for A few hints and tips for the pitch the pitch the pitch the pitch
33
1. Keep it simple and non-technical, no complicated jargon or
scientific terms needed.
3. Focus on your solution and its benefits to the customer.
Demonstrate full confidence and show that you really know
what you are talking about.
2. This is a pitch towards an imaginary customer, not a pitch
towards an investor, so try to think like a salesman, NOT like a
CEO.
4. Show them the money. How much money can they make?
How much money can they save? Why should they buy?
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Some additional practical information
Formatting your proposalFormatting your proposalFormatting your proposalFormatting your proposal
The page size is A4, and all margins (top, bottom, left and right) should be at least 15 mm (not including any footers or headers)
35
The minimum allowed font size is 11 points
The paragraph spacing 6pt and the line spacing single
Respect the length for the
sections. Excess contents
will not be evaluated!
EvaluatorsEvaluatorsEvaluatorsEvaluators
36
For most
evaluators,
English is not
their first
language.
Evaluators are
human! They
can get bored,
tired, ill,
confused...
The proposal
must be easy
to follow,
even by a
non-expert.
It must be easy
for the evaluators
to find the key
points relevant to
the Call and to
the evaluation
criteria.
Evaluators
might not have
time to read
every word of
your proposal.
Respect the page limits Respect the page limits Respect the page limits Respect the page limits ––––Write only what is Write only what is Write only what is Write only what is essential!essential!essential!essential!
37
Thank you for your Thank you for your Thank you for your Thank you for your attention!attention!attention!attention!
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http://fractals-fp7.com
[email protected] eligibility, budget, proposal writing etc:
About FIWARE: [email protected]