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Sustainable Financingof Cluster Initiatives
Gerd Meier zu Köcker
Bernhard Grieb
ClusterAgentur BW
September 22, 2017
Financing of Cluster Initiatives in Europe
01.10.2017© ClusterAgentur BW| 2
Source: ESCA data, April 2017
Baseline Support
• Mainly public co-financing on regional or national level
Membership-based Financing
• Membership-fees
• Fee-based Services
EU-Projects
• COSME
• H2020
• INTERREG
• etc.
Financing Approach of Cluster Initiatives
Usual Financing Structure of Cluster Initiatives in Europe Today
Real Case Sustainable Financing
Aviation Cluster BodenseeAIRea
30 Members (25 companies, 5 academic partners)
1,5 FTE
2012-2014 Funded by ERDF (50 % funding)
EFRE funding terminated in 2015
01.10.2017© ClusterAgentur BW| 4
Real Case Sustainable Financing
Actions implemented by clustermanagement
Increase of membership fees
Cost savings (outsourcing / insourcing)
Attracting of new strategic partners through new services(Regional Development Agency / Chamber)
01.10.2017© ClusterAgentur BW| 5
Change of Funding Sources
01.10.2017© ClusterAgentur BW| 6
50%
75%
50%
25%
2012-2014 ab 2015
Mitgliedsbeiträge EFRE WiFö/IHKMembers RDA / Chamber
Real Case Sustainable Financing
Determinants of FinancingCluster Initiatives
01.10.2017© ClusterAgentur BW| 7
Financial options
• Akquisition ofnewmembers
• Introductionof new fee-bases services
• Free servicesto be turnedinto fee-basedservices
• Increase ormodifymembershipfees
• Identificationof new clients
• Regional
• National
• European
Members ServicesMembership
FeesClients
FundingProgrammes
Determinants of Financing Cluster Initiatives
01.10.2017© ClusterAgentur BW| 8
Financial options
• Akquisition ofnewmembers
• Introductionof new fee-bases services
• Free servicesto be turnedinto fee-basedservices
• Increase ormodifymembershipfees
• Identificationof new clients
• Regional
• National
• European
Members ServicesMembership
FeesClients
FundingProgrammes
New Members
Advantages
– Increase critical mass
– Close gaps in value chain
– Gain „High Quality“ members
Disadvantage
– More members, more demand
– High ratio members / FTE can lower Quality ofperformance
01.10.2017© ClusterAgentur BW| 9
Determinants of Financing Cluster Initiatives
01.10.2017© ClusterAgentur BW| 10
Financial options
• Akquisition ofnewmembers
• Introductionof new fee-bases services
• Free servicesto be turnedinto fee-basedservices
• Increase ormodifymembershipfees
• Identificationof new clients
• Regional
• National
• European
New Members ServicesMembership
FeesNew Clients
New FundingProgrammes
Cluster ServicesHow they contribute to profit generation andcommittments
01.10.2017© ClusterAgentur BW| 11
ServicesApplied by
CM €- €0 €+
Organisation of trade fair missions often X X X
Company Visits (by Members) usual
Face-to-face visits (CM visits individualmembers)
often X X
VIP-Event Rare X X X
Seminar/Training usual X X
PR / Promotion of cluster usual X X X X
PR / Promotion for members rare X X
Connecting members usual X X
Project management rarel X X X
Publication usual X X
Studies intended for members rarely X X
Appreciated bymembers
Financial Contribution
01.10.2017© ClusterAgentur BW| 12
ServicesApplied by
CM €- €0 €+
Networking usual x x x
Consultancy rare x x x
Matching suppliers with key buyers rare x x
PR Material usual x x
Competence Atlas / Mapping often x x x
Seminars / Training often x x
Organisation of trade fair missions often x x xxx xxx x
Cluster ServicesHow they contribute to profit generation andcommittments
Appreciated bymembers
Financial Contribution
Services: Public Relation for SME
Example: HighTechCommCluster Nanotechnolgieund Munich Biotech
Cluster Managements support SME in PR and communication manners. This includes - Analyses (What exists? What is needed?)- Communication / Marketing Strategy
development- Dedicated PR activities / Website
development /maintenance
Services: Matching Supplier -Buyers
Example: Samsung Innovation Days Silicon Saxony
During Samsung Innovation Days members of the Silicon Saxony Clusters get direct access to Samsung Management and buying agents.
Members are selected and trained for face-to-face meetings
High success rate
What Members are Ready toPay for
01.10.2017 15
Source: Silicon Saxony, 2015/2016
Legal advice, certifications
Market and trend studies
Support in product development in newareasSupport in access to public funding
IPR / Trademark issues
Support in product design development
Feasibility studies
Business plan development for start-ups
Support in product development in newareas
General support for start-ups
Brainstorming / Open Innovation etc
Demand
Readiness to pay
Low High
Baseline Support
• Mainly public co-financing on regional or national level
• Value for Money
Membership-based Financing
• Membership-fees
• Fee-based Services
Strategic Projects
• Public investments instead of public funding
• New services (of strategic relevance )
• Complex cross-sectoral initiatives
• Projects for regional development
• Strategic projects
• International projects (members’ demand driven)
Sustainable Financing of Cluster Initiatives
Toward Sustainable Financing ofCluster Initiatives
17
ClusterAgentur Baden-WürttembergWilli-Bleicher-Straße 1970174 Stuttgart
01.10.2017© ClusterAgentur Baden-Württemberg
Dr. Gerd Meier zu KöckerDirector General