ICAP BULGARIA EU-GRANT ADVISORS OP “COMPETITIVENESS”

1. ICAP BULGARIA EU-GRANT ADVISORS OP “COMPETITIVENESS”

2. ICAP GROUP • Year of establishment: 1964 • Leader in providing business consulting services in the South-East European Region • Employees: 1.100 inICAP Group • + 1.000 outsourced • Main shareholders: • Global Finance (79%) • COFACE (14%) Staff;

3. ICAP GROUP At every link of the corporate value chain, there is a service provided by ICAP Group: from the initial business planat the establishment of the company, to the organizationandstaffing, themarket research, the continuous flow of business information, as well as our offering of outsourcing solutions. Staff; Today, ICAP Group provides a wide range of services and products which are grouped into 4 major Business Service Lines.

4. ICAP GROUP • Credit Risk Services • Business Information • Credit Risk Management • Receivables Management • Marketing Solutions • Online and Print Business • Directories • Sector Studies • Contact Center • Marketing Databases • Google AdWords • Market Research • (TNS ICAP) Staff; • Management Consulting • Strategic and Business Planning • Organizational and Operational Design Improvement • Corporate Funding • Project Management and Development Programs • People Solutions • Executive Search and • Selection • Employment Solutions • Human Capital Consulting • Training Solutions • HR Outsourcing Solutions

5. CORPORATE FINANCE: A HOLISTIC LONG-TERM APPROACH • OUR SHAREHOLDER • PIONEERED PRIVATE EQUITY IN SEE: • Goody’s, Chipita, Jumbo, Germanos, • Nikas, ICAP, United Milk Company Staff; • OUR STRATEGIC PARTNER • TOP TIER CONSULTING COMPANY • THE BENEFITS • Harness both international and local know-how • Utilize best practices from international benchmarks, while taking into account the Bulgarian market particularities

6. OUR EXPERIENCE IN EU-FUNDED PROJECTS & PROGRAMS Staff;

7. PROJECT CYCLE - STAKEHOLDERS - DURATION UP TO 6 MONTHS UP TO 24 MONTHS Week 0 PROJECT PROPOSAL DEVELOPMENT PROJECT IMPLEMENTATION • Grant contract with the Beneficiary • Project management guidelines • Request for payment evaluation • Payment of the Grant • Guidelines for application • Methodology for evaluation • Administrative check • Evaluation of the project MANAGING BODY • Eligibility & investment criteria • Company profile & history • Past project management experience • Financial and human resource capacity • Competitive position & marketing strategy • Investment memorandum (description, financing, objectives, results, stages) • Selection of subcontractors (min 2 offers) • Detailed description of each execution activity • Drafting of the budget (NPV of payments) • Goals in line with horizontal EU policies • Supplementary documents (declarations, etc.) • Contract signature with the Management Body • Request for advance payment (if needed) • Tender procedure preparation • Implementation of planned activities as per project proposal • Strict compliance with the terms of the contract • Submit all necessary documents for an intermediate payment • Submit all necessary documents for a final payment • Ensure the set goals are achieved • Ensure required results are attained BENEFICIERY & THE CONSULTANT • Investment Evaluation • Collateral & Self-financing requirements opportunities • Loan issuance (principal & interest payments) • Bank guarantee (advance payment)s BANK 7

8. PROJECT PREPARATION: STAGES-PROBLEMS-SOLUTIONS MAIN STAGES • ELIGIBILITY SCREENING (COMPANY & PROJECT) • INVESTMENT PLANNING (WITHIN ELIGIBLE RANGE) • NPV OF GRANT PAYMENTS & KEY INDICATORS • SELECTION OF RELIABLE SUBCONTRACTORS • SUMBISSION OF THE APPLICATION FORM PACKAGE POTENTIAL PROBLEMS • CATEGORY OF ENTERPRISE • NACE CODE • THE MINIMUM INVESTMENT IS TOO HIGH • ADMINISTRATIVE SPECIFICATIONS NOT MET • THE PROPOSAL DOES NOT MEET THE OBJECTIVES • UNCLEAR STAGES OF PROJECT IMPLEMENTATION

9. PROJECT PREPARATION: CRITICAL SUCCESS FACTORS • Obtain professional advice for category of enterprise & NACE code • Choose an eligible investment that satisfies the long-term needs • Arrange a meeting with a bank for co-funding (if needed) • Assign a project leader within the company • Develop a realistic action plan and allow for delays • Define clearly the technical specifications in the offers • Reflect future market & economic changes in the budget • Plan the reimbursement scheme (advance, intermediate and final) • Describe the competitive position & capacity of your company • Give correct contact details & regular check for incoming mail

10. PRELIMINARY LONG-TERM FINANCIAL PLANNING GRANT (50%) THE GRANT IS REIMBURSED AFTER THE INVESTMENT IS MADE SELF FINANCING (50%) TOTAL ELIGIBLE INVESTMENT (100%) BRIDGE LOAN UP TO THE GRANT AMOUNT REQUIRED UP FRONT FINANCING FOR 100% OF THE INVESTMENT TO BE MADE LONG-TERM LOAN

11. PROJECT EXECUTION: STAGES – PROBLEMS – SOLUTIONS MAIN STAGES OF EXECUTION • PROJECT IMPLEMENTATION ACCORDING TO GRANT CONTRACT • INTERNAL CONTROL AND MONITORING • TENDER PROCEDURES • REPORTING AND REQUEST FOR GRANT PAYMENTS: • ADVANCE ( up to 20% with bank guarantee) • INTERMEDIATE (reporting of a completed stage) • FINAL (completion of the project) POTENTIAL PROBLEMS • APPORVED ELIGIBLE INVESTMENT MIGHT BE LOWER • LACK OF FUNDING FOR THE INVESTMENT • % OF EXPENSES INCURRED PRIOR TO APPROVAL • COMPLETED STAGES DO NOT MEET THE DESIRED GOALS • INEFFECTIVE ORGANIZATION • LONGER THAN PLANNED ACTIVITIES • KEY COMPETITIVE INDICATORS NOT MET

12. PROJECT EXECUTION: CRITICAL SUCCESS FACTORS • Project Organization: Form a team, set priorities & responsibilities • Project viability if the approved investment & grant are reduced • Bank loan scheme per contract specifications • Tender procedures strict requirements to be followed • Control any deviations from the approved project • Implement all planned activities within the defined timeframe • Ensure transparent reporting procedures (bank account, visits, etc.) • Organize a file with all the project documents and keep it for 5 Years • Ensure publicity and visibility of the project and audit of the expenses • Ensure the key indicators of competitiveness are achieved

13. THE ROLE OF ICAP IN AN EU-FUNDED PROJECT • To provide reliable information about the • opportunities to obtain EU funding • To support the candidate in EVERY stage of • the EU Project Cycle until the FINAL • absorption of the grant • To mitigate project risks and maximize the • possibilities of obtaining the subsidy • ICAP is an active member of the Bulgarian • Association of EU-funded consultants and in • this capacity we: • protect the interest and rights of the • beneficiaries • establish an active dialogue between • business & administration

14. CONTACT DETAILS Gergana Pramatarova gpramatarova@icap.bg 359 2 8014 128 www.icap.bg ICAP BULGARIA EAD 49, Bacho Kiro Str., 1202 Sofia, Bulgaria tel: 359 2 8014 103, 359 2 8014 100 fax: 359 2 8014 101 icap@icap.bg