the start-up after incubation period
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The start-up after incubation periodFinancial and managerial sustainability of incuba
Oh no… after three years of incubation it is not over yet?!
Giordano DichterHead of Quality and Technical Assistance
European Business and Innovation Centre Network
TAIEX Workshop
creation and development of Start-ups in Technology Parks and
Innovation Incubators
Chisinau, Moldavia, 21 June 2013
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General Mission:
innovative, innovative andinnovative local and
sustainable entrepreneurship!!!
Professional Innovation Incubation BSO
Territory
Regional/local Economic development
GrowthCompetitivenessSectors
Technological innovationR&D Entrepreneurs
SMEs
TAGs:
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Organization:
visible, adequate, ppp,represented, sustainable,
independent!!!
Catchment area Public sector Stra
Adequate
Coordination
Premises Vis
StaffAutonomous
Private sector
Financially Sustainable
PosiTAGs:
T h e
E C
- B I C C
r i t e r i a
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Services:
To SMEs, to entrepreneurs, to
start-ups... Signposting!!!
T h e
E C
- B I C C
r i t e r i a
Incubation Start-ups Pre-incubation
Post-incubation
Financial planning
Coaching Networking
IPR
Access to
Business model TrainTAGs: Bu
Hosting
Follow-up Diagnos
Innovation profiling Signposting
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Activity measurement and
evaluation of performance:Tracking, Benchmarking,
continuous improvement
Review Common indicators Observatories
Reputation
BenchmarkingTAGs:
Self-evaluation questionnaire
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Quality:
Giving to the community ofentrepreneurs and BICs to get
positive returns!!!
Quality systemTQM Compliance Process
BQMC
On-site vTAGs:
Self-evaluation questionnaire
Customer satisfaction surveys
Management information systems
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A perspective from who’s on the field
263
79
45 44
ENQUIRIES FEASIBILITY STUDIES ENTERPRISE CREATION
PROJECTS
BUSINESS PLANS STA
2012 Data Mean
10,6%conversion rate!
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64,2
43,6
60,0
43,5
56,9
JOBS CREATED IN START-UPS JOBS CREATED IN SMES
2010 Data Mean 2011 Data Mean 2012 Data Mean
But someone’s got to take care of
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And… we are good at what we do
92,6%
90,1%
93,6%
90,7%
93,1%
ENTERPRISE SURVIVAL RATE WITHIN INCUBATION PERIOD ENTERPRISE SURVIVAL RATE 3 YEARS FOLLOWING
2010 Data Mean 2011 Data Mean 2012 Data Mean
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And we do it quite efficiently
€ 14.624
€ 9.700
€ 14.409
€ 10.430
€ 14.534
COST PER JOB CREATED PUBLIC FINANCIAL CONTRIBUTION PER JOB C
2010 Data Mean 2011 Data Mean 2012 Data Mean
A ili h h bl d
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YOU BET!
Are entrepreneurs sailing through troubled w
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Life is not easy!
It’s tough out there What NOW
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EU Incubation Process
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Question 1:
DoIwanttoengageinthe
incubationprocess?
You have graduated from my incuba
JOB DONE! It’s time that my efforts go to support someone I’m using public funding, man, there are others on the line! Don’t
greedy!
It will cost me too much to engage, so good luck!
Mission NOT Accomplished! All right, all the above is true but, 3 years of support will not give
highest chances of success.
It is a total different game out there now!
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Question 2: Sustainability, how? EASY! I have public funds and my government pays for a
costs! Nothing to worry about!
Lucky chap! But.. Are you sure? Resources are getting scarcer!
The Public sector has other alternatives for job creations what is your real added value?
what is your value for money?
What is your ROI?
What is your PBP?
Are you SURE you are good enough to have govercontinuing to pump money in your system for eve
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Question 2: Sustainability, how?
Hard enough, thank you, life is not easy! What do they expect fr
turn into gold everything just by touching stuff?
My local government provides me with nothing!
It has provided funding for the building, but running costs are nor are paid for, but not enough for me to make an impact!
Then, my friend, you may want to take some time to analyse yourmodel! You do it for others, time to look at yourself!
We can’t continue to rely on public sector funding for ever! EU locgovernments support to BICs has passed from 73 to 60% (-7% only2 years!).
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The most common scenario:
1. I need to rely on creative business models to achieve selfsustainability
2. YES, follow-up after graduation is a goal of my incubator
QUESTION #3
How can I engage in post-incubation support without going b
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The three phases of incubation
• Usually, pre-incubation is totally subsidized: It is a COST Cen
• Commonly enough the incubation period is partially subsidiCOST center although we can see places where incubation icenter.
• The post-incubation period instead has no common thread enough most incubators have managed to transform it in a revenue source.
What are you offering?
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What are you offering? Entrepreneurs
• Alternative life style
• From idea to company
SMEs• Acceleration program
• Soft-landing programs
• Innovation
diagnostics/upgrading
• I18N and C15N
• Industrial spin-offs
Government
• Social/cultural/mentality
change
• Job creation
• Wealth creation
• International standing
Donors
• Smart enablers of your
strategies
• Advise on your long-terms
strategies
• Strategic partner
Private sector
• Visibility of tech/businesses
first
• CSR
• sponsorship
NGOs (local and International)
• Partnership
• Subcontracting opportunities
Universitie
• Attract
studen
• Comm
Spinou
• Entrep
Investors
• High q
Diaspora
• Possib
interes
• Person
• Invest
oppor
Who can provide you what?
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Who can provide you what? Entrepreneurs
o Fee for services
o In-kind services from
incubates or other incubatees
SMEs
o Consulting fees
Government
o “official approval”
o Trust by association
o Possible subsidies
Donors
o Project
o Cash
Private sectoro Cash from sponsorship
o Fee for services
o Access to facilities
NGOs (local and International)
o Dealflow
o Cash
Universitie
o Deal-f
o Better
entrep
o Accessoppor
Investors
o Incuba
develo
o Succes
Diaspora
o CSR
o Succes
o Value
(invest
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Key Activities
E n t r .
S
M E s
G o v t
D
o n o r
P S
N
G O s
U n
i / C o E
Pre-incubation
Incubation
Acceleration
Marketing strategy
PR
Project MGT
C15N – I18N
Training
Match Making
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Post incubation phase how to make it profitab
Consulting Fees
• Build your fee structure
• 100% paid
• Reputation!
• Not only to ex-incubatees!
But also: free expertise, free mentorship programs the formincubatee is one of the most valuable assets of an incubator!PAYBACK Time!
We believe the EU incubation industry can help… a few sta
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e be e e t e U cubat o dust y ca e p a e sta
0%
20%
40%
60%
80%
100%
Startup Services
Identification of Target Clients
Template
Analy
Entrepe
Asses
Provision o
Templa
Business Modelling
Support
Business Planning
Support
Financial Planning
Support
Fund Raising Support
Rental of Incubation
Space
Assessment of
Training Needs
Delivery of Training
2010 Data 2011 Data 2012 Data
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0%
20%
40%
60%
80%
100%
Services to Existing
SMEs
InnovatiProgrammes for
Innovation
Training Sessions for
SMEs
2010 Data 2011 Data 2012 Data
Services for SMEs delivered by BICs
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23,3
15,8
11,1
13,0
22,0
17,1
11,610,8
20,5
12,4
7,9
12,0
0,0
5,0
10,0
15,0
20,0
25,0
Design and Implementation
of Innovative Projects
Innovation Diagnostics Internationalisation Commercialisation
2010 Data Mean 2011 Data Mean 2012 Data Mean
Services for SMEs delivered by BICs
Q ti ?
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Questions?
Thanks for the patience!
Giordano DichterHead of Quality and Technical Assistance
European BIC Network
T: +32 2 7611083
E: gdi@ebn.euS: g.dichter
W: www.ebn.eu
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