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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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10 Golden Rules for Success in MARCO POLO II

• 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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10 Golden Rules for Success in MARCO POLO II

• 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 better

• 4. 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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10 Golden Rules for Success in MARCO POLO II

• 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
  servicesdifferent routes, segments of freight
  market or potential customers

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10 Golden Rules for Success in MARCO POLO II

• 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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10 Golden Rules for Success in MARCO POLO II

• 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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Credibility Viability

• 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

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Problem cases, examples that reduce the
credibility

• 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

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Problem cases, examples that reduce the
credibility
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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Problem cases, examples that reduce the
credibility

• 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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Problem cases, examples that reduce the
credibility

• 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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Problem cases, examples that reduce the
credibility

• 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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Problem cases, examples that reduces the
credibility

• 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).

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Problem cases, examples that reduces the
credibility

• 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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Problem cases, examples that reduces the
credibility

• 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 CVs 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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Problem cases, examples that reduces the
credibility

• 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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Proposal Structure

• Part III
• Different Annexes according to type of action to
  support claims in the main text
• maps,
• business plan,
• financial statements,
• CVs,
• market research,
• letters of intent from customers etc.

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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/m
  arcopolo/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 tren-marco-polo_at_ec.europa.eu
• Phone [phone]
• Fax [phone]
• National / Regional contact points
• support available in some countries (check MP
  website)