30/11-1/12/061 Submitting a successful proposal to Marco Polo.

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Submitting a successful proposal to Marco Polo

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Outline

10 Golden Rules for Success in MARCO POLO II

Credibility & Viability - 7 Problem cases

Structure of the proposal, General remarks & Available

support

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1. Understand the criteria and conditions! carefully read the call text

understand all eligibility, selection & award criteria

if resubmitting, consider comments from consensus report of

failed proposal

2. Form a sound partnership! explain role of all partners and give proof of their commitment

demonstrate the technical & financial capability of the partners


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3. Aim for a high modal shift and environmental

benefit! the more tkm (or m³km) the better

the more environmental efficiency (benefit per subsidy, Rs) the

better4. Key: Demonstrate that your project is

credible! credible market research

letters of intent/commitment from potential customers

sound business plan: viability of service after subsidy period

availability of transport medium


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5. Show the real innovation ! new markets or technologies

broad consortia and widespread co-operation, clear organisational

structures (for common learning actions)

concrete dissemination plan (what, when, where, how, not only

announcements)

6. Pay attention to possible distortions of

competition! honest description of existing services

clear delimitation against existing non-road services:

different routes, segments of freight market or potential customers


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7. Justify your finances! justify all costs (for eligibility refer to model contract)

exclude costs related to non-EU countries not fully participating

no accumulated profit can be made over the whole contract

duration

8. Use the available support! support tools and Helpdesk by European Commission (see below)

use the checklist provided for each action type

cross-check of proposal by outsider before submission


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9. Write a clear and concise proposal! clear, comprehensive and logical description on 10-15 pages max.

further details and confidential elements in the annexes

detailed description of old and new routes (with clear maps)

detailed calculations (make use of MP calculator)

10. Take care of the formal

requirements! 1original, 5 paper copies and CD-ROM, 4 forms to be filled out

signature and stamp by lead partner on original

respect the deadline


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Very important evaluation criteria! Low credibility: the main reason for failing the evaluations!

In Marco Polo II: 50 % of total points distributed to credibility &

viability – for all action types!

Important to focus on credibility & viability – a proposal is selected

on the basis of its quality – independently of the transport mode or

the type of action

Credibility & Viability

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1. The modal shift is not credible! The modal shift in the proposal is high – lot of tkm shifted off the

road

Receives high points on award criteria – quantity of freight shifted

off the road & environmental benefits

– BUT:

A) Market study does not prove the high amount of potential freight

to be shifted for the type of goods in the relevant market

Problem cases, examples that reduce the credibility

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B) Not enough details about the return cargo

C) The volume of freight on the return leg is minimal

D) Irrealistic loading factor of 100% both ways – not credible!

E) Overoptimistic - almost full capacity already at the beginning of

the of the service

F) No recent letters of intent/commitment from potential customers

G) Not likely that the cargo was previously transported on the road –

no modal shift!


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2. Doubts that the service will start up! Proposal mentions that the service will start up within the required

timeframe in the Call – eligibility criteria met

BUT:

A) Infrastructure works ongoing/required – no mentioning of when

this will be terminated/no details given!

B) Negotiations to obtain slots, authorisations - no mentioning when

this will end/ no details given!

C) No proof of the availability of the transport medium


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3. Not enough details about the service! Proposal mentions that the service will run from A to B

BUT:

A)Transport operator not involved in the project – not as partner

neither as subcontracor

B) No timetables, frequency

C) Nothing about the development of the service in the project period

D) The transport leg is not defined, no maps etc.

F) Combined service – SSS & rail proposed, only the rail part is

described, vice versa


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G) No description of the transport medium, type, age etc.

H) Final distribution not mentioned

I) No desription of the market segment – type of freight transported

J) The passenger part of the service – not described – cannot be

financed in MP (non eligible costs)

Attention: the evaluators are experts in the different modes of transport - SSS/rail/inland waterway/road!


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4. If upgrade – the existing service is not described!

For modal shift actions – possibility to submit a project where there

is a significant extension of the existing service

Problem: if existing service is not described – no possibility of

evaluating if this is a significant upgrade

Attention: what is the upgrade? Has the modal shift and the costs of

the existing service been deducted?

Attention: there can be no financing of the existing service and the

modal shift of the existing service is not eligible!

What is a significant upgrade? Increased frequency, upgrade of the

transport medium (larger freight capacity)….

Problem cases, examples that reduces the credibility

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5. No description of the market!

A) No market study or weak market study

Problem: does not address the potential for freight, no short

summary, no source indicated

B) Problems in this particular market not addressed / how to solve

them: low water level, permits, delays/problems at border

crossings, restrictions on transporting heavy weight goods,

dangerous goods etc.

Attention: the evaluators are experts – they know the relevant market!


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6. Weak partner structure or weak/no commitment from

partners!

The proposal meets the eligibility criteria and has 1 partner from

France and 1 partner from Spain

BUT:

A) No joint letter of intent form signed by all partners explaining their

role and commitment to the project –are they commited?

B) No track record or CV‘s of the partners involved – do they have

the technical capacity to run this project?

C) No financial statements – do they have the financial capacity to

run the project ?(Bankruptcy etc.)


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7. Weak business plan!

Problem A): the business plan does not separate between eligible

and non eligible costs according to PART B – FINANCIAL

PROVISIONS in the model grant agreement (on MP website)

Problem B): does not mention the revenue – no profit allowed during

the accumulated years of funding!

Problem C): only gives lump sums, too generic and not detailed

enough, irrealistic figures

Problem D): no plan for the year after MP funding – is the service

viable and will it continue?


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Proposal Structure

Part I Project Overview Form (1-2 pages) Declaration by the Applicants Form – all partners! Acknowledgement of Receipt Form Joint letter of intent between all the partners

Part II Main Text of the Proposal (around 10 pages in font size 12)

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Part III Different Annexes according to type of action to support claims in

the main text: maps, business plan, financial statements, CV’s, market research, letters of intent from customers etc.

Proposal Structure

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General remarks

Standardised presentation following the structure of the Call highly advised

Pay attention to specific documents and requirements

(forms, financial statement, joint letter of intent…)

Good luck with your proposal!

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Available Support

MARCO POLO Websitehttp://ec.europa.eu/transport/marcopolo/index_en.htm

Call text, model contract, templates

Checklist, Frequently Asked Questions

MARCO POLO calculator

Presentations of Nantes and Budapest conference etc.

MARCO POLO Helpdesk Email: [email protected]

Phone: +32 (02) 29-96448

Fax: +32 (02) 29-63765

National / Regional contact points support available in some countries (check MP website)

http://ec.europa.eu/transport/marcopolo/index_en.htm

http://ec.europa.eu/transport/marcopolo/index_en.htm

30/11-1/12/061 Submitting a successful proposal to Marco Polo.

Documents

credibility slide

marco polo slide

viability of service

golden rules

service f

low credibility

successful proposal

concise proposal