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ETNA 2020 / NCPs CaRE

Webinar

Moderator: Camille Lépinay, SC5 NCP Brussels

6th September 2019

How to maximize your

matchmaking opportunities

Organisers: ETNA 2020 and NCPs CaRE NCP Networks

Trainer: Ms Elena Angiolini, NCP for SMEs

Today’s menu• Appetizers

– Brief presentation of NCPs CaRE

– Brief presentation of ETNA 2020

• Main course : presentation by Elena Angiolini,

Dessert: Q&A

• Digestive: Small Quiz

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NCPs CaRE

• NCP network of National Contact Pointsfor Climate action, Raw materials, Environment and Resource Efficiency.

– Resources to support SC5 applicants http://www.ncps-care.eu

– Help for consortium building

• http://partnersearch.ncps-care.eu

• Brokerage event

This project has received funding from the European Union‘s Horizon 2020

research and innovation programme under grant agreement No. 642025

This project has received funding from the European Union‘s Horizon 2020

research and innovation programme under grant agreement No. 642025

https://ceti-h2020.b2match.io/

#CETI_H2020 Brokerage event

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ETNA 2020 - The network of the Horizon 2020 National Contact Points for ‘Smart, Green and Integrated Transport’ – funded by the EC

https://www.transport-ncps.net/

Brokerage Event, 07 October 2019, Brussels

For information and registrations visit https://transport-calls-for-2020.b2match.io/

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How to maximise your matchmaking opportunities

Supported by :

Elena AngioliniNCP SME and EEN advisor

Agenda:

- Introduction to matchmaking opportunities

- Optimize your participation before – during – after

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Introduction to matchmaking opportunities

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• What is it?• Why should you attend a matchmaking event? • Why it is better with support?

Introduction to matchmaking opportunities

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- What is this?

A partnering or matchmaking event is a series ofprearranged transnational face-to-face meetings

organised at a single venue for companies and researchinstitutions from across Europe aiming at finding suitablepartners (technological, research, commercial).

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Why should you attend it?

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- What are the benefits?

- Using another event/ fair as a host for a matchmaking event can bring added value forthe companies in the form of free entrance to the event

- Inclusion in the event’s catalogue (visibility!) and the opportunity for extra meetings tobe organised with other companies attending the event

- Pre-arranged meetings allow you to meet partners you have previously selected(higher quality and efficiency!)

- All in one (the right moment in the right place meet the right partner

- Broader networking opportunities beyond your usual network

-

What are the commitments?

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ADVISORS/NCP/MAIN ORGANIZER

Facilitate the follow-up and exchange of not confidential informationSupport before – during and after the event

THE PARTICIPANTS

Invest time in your profiling and selection of potential partnersFollow up on your meetings after the eventShare all relevant information with your advisor/NCP

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What is the role of main organizers (Advisors-NCP)?

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- Ensure the company enters timely a qualitative profile- Provide information on logistics of the event- In some cases, possibility to enjoy discounts - Ensure feedback and follow-up

What can you expect (as participant)?

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• Market & technology trends

• Possible funding opportunities (H2020)

• Own promotion

• Meet suitable partners for your needs

• Get first hands-on information from experts

• Visit relevant companies and institutes in your sector

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What can you NOT expect (as participant)?

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• Immediate signature of the biggest deal of the year on the spot!

• $$$$$ available

• Find final customers to buy your products (it is a B2B not a B2C)

How to maximize your mathmakingopportunities:

step by step approach

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Timeline: Introduction to the 3 Phases

Indicative timeline to prepare your attendance

PLAN AHEAD!

2-3 months 6+ months

Phase 1 Before the eventProfilingSelection of meetingsIPR Phase 2 During the event

PitchingAttending scheduled meetingsOn site feedback

Phase 3 After the eventFollow up

Phase 1: profiling

“By failing to prepare, you are preparing to fail”

Benjamin Franklin

“Success depends upon previous preparation,

and without such preparation there is sure to be failure”

Confucius

80 % of a successful brokerage event

for YOU relies on a good preparation

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Phase 1: profiling

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Examples of profiles

Good or NOT good?

Phase 1: profiling – example 1

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Phase 1: profiling – example 1

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Phase 1: profiling – example 2

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Phase 1: profiling – example 3

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Phase 1: profiling – example 3

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Phase 1: profiling

Goal� good and attractive profile

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- Important for your company to be like a showroom and to be identified by the right partners

Tips:

- 1) Take your time to write a good profile � you will save time to be selected by other participants during the meeting and after

- 2) Add exhaustive information on the organization and main core business (organization description)

- 3) Add an exhaustive description of what you are looking in the specific session dedicate to market place, you can add more market place description such as “Project Cooperation, or expertise to offer”

Phase 1: profiling

company description

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Tips:

- Give an overview of the company you represent (years of activity, number of employees)

- Underline your strengths with some key figures

- If you are a department of a big university, describe also the main activity of the department and your specific team

- Let the other participant discover your company

- Add some areas of activity to facilitate the search on the website

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Phase 1: profiling

Market place items

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It is the channel leading you to

The right partner

based on what you offer or request

Tips:

- Select the right option among those available

- You can add more than one market place item if relevant with the event

Phase 1: profiling

Market place items

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Tips:

- Add a sexy title for each item- Describe your offer or request without

confidential information in a short introduction

- Indicate what kind of partner you are looking for (subcontractors? Technological partners? Pastners for EU projects?

- Indicate the kind of agreement you look for- Select the most relevant market application

keywords- You can add some pictures to give more

details

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To summarize:

What are the key elements of a good profile?

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- Clear description of your organization- Right quality and quantity of information- Add your picture and your company logo - Add at least a market place to explain what you are looking for such

offer/request/ project cooperation

Phase 1 – meeting selection:

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- To ensure a good B2B event and maximize your opportunities to find the right partner!

- TIPS:- Check the list of participants of the B2B event- Check all information available online (including website) � make up your mind about the company- Who am I meeting (decision level) � chat possibility on the platform?- How to avoid meeting partners you are not interested in (REJECT Meetings in advance)

- Detect a good profile by reading between the lines using keywords, market applications country selection

- Be strict in your selection – be selective

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Phase 1 – IPR issues before and during the event

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If you are participating to a matchmaking event it is because you have identified that collaborating is

necessary for your project development

Collaborating = sharing information and disclosure of confidential information, secret know-how

To be prepared � SECURE BEFORE SHARING

Phase 2 – during the event

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“The art of Pitch”

- Pitch isn’t only for raising money

- It is for reaching agreement

- An agreement can yield to many outcomes including sales, partnerships, new projects and opportunities

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Phase 2 – during the event

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“The art of Pitch” - Be ready to meet the selected potential partners

- You know who you meet and why: before you get to the meeting, study the bios, social media accounts – send the right person/profile to the right event!

- Are you host or guest of the meeting? adapt your presentation to the public

- Know your product/service/technology/project idea very well – know what you are looking for

- Bring a laptop loaded up with your presentation, bring your printouts of your presentation in case nothing works

- Pitch constantly at home or with friends to be ready for the meeting to feel more comfortable and totally familiar with your pitch

Phase 2 – during the event

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“The art of Pitch” – set the stage

- When the meeting starts you should set the stage for the rest of the timeslot (normally 20’-30’)

- how much of time I have to explain my idea? (you need to listen to the counterpart)

- What are the three most important pieces of information that I can provide?

- Listen to what your counterpart has to say and try to get a first evaluation of the potential collaboration (or not)

- Take notes to summarize the conversation and have the information to bring back at home- Follow through within a day on all promises that you made during the meeting � kick-off of the

follow-up!

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Phase 3 – after the event

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“The importance of the follow-up activity

- Your company invested time and money to take part in this event- You went to the event with a specific goal: to find partners- You probably promised follow-up actions to your potential partner - You don’t want to miss an opportunity of collaboration in case of positive meetings- Out of respect for the counterpart (negative or positive feedback)

ETNA 2020 / NCPs CaRE

Webinar

How to maximize your

matchmaking opportunities

5-9-2019

19

ETNA 2020 / NCPs CaRE

Webinar

How to maximize your

matchmaking opportunities