brokerage events in the partnership process

Brokerage Events in the Partnership Process

http://www.youtube.com/watch?v=3v7uIdegF1s&list=UUQpx-DoK9tMgxv32EzGmkfA&index=7

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More information: Intranet homepage >> Partnership Tools >> Partnership Process

Guide to the Partnership

Process

= Subpages dedicated to each of the six steps, including links and

useful docs

ParPro General FlowchartPROMOTION

COMPANY ASSESSMENT

PARTNERSHIP PROFILES

BROKERAGE EVENTS (BE)/

COMPANY MISSIONS (CE)

EXPRESSION OF INTEREST (EoI)

ASSISTANCE IN NEGOTIATION

PARTNERSHIP AGREEMENT

EXIT STRATEGYCAPACITY BUILDINGF

OLLOW

UP

ParPro: Step 1PROMOTION

COMPANY ASSESSMENT

PARTNERSHIP PROFILES

BROKERAGE EVENTS (BE)/

COMPANY MISSIONS (CE)

EXPRESSION OF INTEREST (EoI)

ASSISTANCE IN NEGOTIATION

PARTNERSHIP AGREEMENT

EXIT STRATEGYCAPACITY BUILDINGF

OLLOW

UP

Company Assessment

• Personal meeting• Build relationships• Understand needs

and expectations• Clarify commitment• Follow up

First Contact

Preparation of Visit

Company Visit

Company Assessment

Commitment

Exit StrategyCapacity Building

More information:Intranet homepage >> Network Operations >> Working Groups >> Internationalisation

More information:Intranet homepage >> Network Operations >> Working Groups >>

Intellectual Property

More information:Intranet homepage >> Business services>> Network Library

>> Services >> Guidelines for Company Visit

More information:Intranet homepage >> Business Services >> FP7 >> FP7 Check tool

ParPro: Step 2PROMOTION

COMPANY ASSESSMENT

PARTNERSHIP PROFILES

BROKERAGE EVENTS (BE)/

COMPANY MISSIONS (CE)

EXPRESSION OF INTEREST (EoI)

ASSISTANCE IN NEGOTIATION

PARTNERSHIP AGREEMENT

EXIT STRATEGYCAPACITY BUILDINGF

OLLOW

UP

Partnership Profiles

• Distinguish between

publishing & receiving• High quality profiles• Search matching

profiles• Disseminate• Follow up

CLIENTS

1. Qualify client’s project & needs

2. Create a profile

Send exisiting profiles

3. Promote & disseminate

existing profiles

and / or

Validation by the EACI

4.Manage the profile

Review, Archive, Delete, etc.

Web address

More information:Intranet homepage >> Partnership Tools >> Access them now

More information:Intranet homepage >> Partnership Tools >> Access them now >> BBS

More information:Intranet homepage >> Partnership Tools >> Documentation

ParPro: Step 3PROMOTION

COMPANY ASSESSMENT

PARTNERSHIP PROFILES

BROKERAGE EVENTS (BE)/

COMPANY MISSIONS (CE)

EXPRESSION OF INTEREST (EoI)

ASSISTANCE IN NEGOTIATION

PARTNERSHIP AGREEMENT

EXIT STRATEGYCAPACITY BUILDINGF

OLLOW

UP

Brokerage Events

The value of personal meetings between SMEs:• Builds trust for future partnership agreements• Can stop a mismatch at an early stage

Recommendations:• Fewer events;• Plan ahead;• Sector Group endorsement;• Work with reliable and committed partners;• Follow-up.

More information: Intranet homepage >> Sector Groups

Brokerage Events (BE)

• Series of prearranged transnational meetings between companies, often in combination with a fair, a conference or other events.

• Two or more Network partners agree on selecting client companies, which may find the right matchmaking, and accompany them.

• Based on partnership profiles (e.g. a catalogue of profiles on the

internet).

• Integrated internet based tools can be used for the organisation of

meetings.

More information:Intranet homepage >> Partnership Tools >> Access them now

BE: Preparation & Management

8. Follow-up

YES

7. BE-Day

6. Preparation before BE-Day

5. Matching Process

4. Recruit Participants &

Build Catalogue

3. Logistics

NO Pull outSufficient Interest & Critical Mass?

YES

2. Partners and Project Plan

1. Concept Development

Consultation

YES

Sector Group Endorsement

Commitment to Proceed

Added-Value

Confirmed

ParPro: Step 4PROMOTION

COMPANY ASSESSMENT

PARTNERSHIP PROFILES

BROKERAGE EVENTS (BE)/

COMPANY MISSIONS (CE)

EXPRESSION OF INTEREST (EoI)

ASSISTANCE IN NEGOTIATION

PARTNERSHIP AGREEMENT

EXIT STRATEGYCAPACITY BUILDINGF

OLLOW

UP

Expression of Interest (EoI)

• EoI-phase: essential to establish first contacts between companies

• Do not underestimate!• Expectations from Network Partners:

• great attention• time availability• high commitment

• Treat other Network Partners the same way you wish to be treated yourself!!!!

• Never decide for your partnership profile clients and EoI-clients if not agreed upon in advance

ParPro: Step 5 & 6PROMOTION

COMPANY ASSESSMENT

PARTNERSHIP PROFILES

BROKERAGE EVENTS (BE)/

COMPANY MISSIONS (CE)

EXPRESSION OF INTEREST (EoI)

ASSISTANCE IN NEGOTIATION

PARTNERSHIP AGREEMENT

EXIT STRATEGYCAPACITY BUILDINGF

OLLOW

UP

More information:Intranet homepage >> Partnership Tools >> Documentation

Thank you for your attention!