During this conference in Chisinau (Capital of Moldova) I shared my vision and experience on why start-ups make sense for any economy and how success rates can be upgraded by effective incubation programs. In this workshop we also brainstormed about how the performance of incubation can be measured real-time! Our audience in Chisinau came from government, academia, incubation, finance and business. I was honored to be invited by TAIEX (European Technical Assistance bureau) to come over and share my experience. It was my first time there and hope it won't be my last time.

1. Creating Start-ups
and framing it in the incubator
Pim de Bokx
Chairman DIA – Dutch Incubation Association
Initiator of Pioneerz Partnership

2. Pim de Bokx
2
– Entrepreneur since my 20th
– Several companies and organisations founded
– Education in Landscape architecture and Business Science
– Started private BViT innovation network in 2000 with 2
partners and 1 VC, developing 6 incubators over time:
Delft, Rotterdam, The Hague, Amsterdam, Den Helder,
Noordwijk.
– Developer XLX game based entrepreneurship training.
– Chairman DIA (Dutch Incubation Association)
– Owner of Huygens-XC, Expertise Centre on
Entrepreneurship Development and Business Incubation.
– Founder Pioneerz Partnership to enable the
PioneersSociety: “managing the risk to dramatically
improve”

3. 3
PIONEERZ

4. History of Incubation in NL
1948: Wholesale building Rotterdam
>> development business centers all over the country
(now more than 400)
1986: Business Technology Centre of University Twente
>> development of thematic incubators all over the
country like Twinning (ICT) and Biopartner.
2000: BViT founded to develop a network of incubators
2000: Newconomy (private incubator) goes IPO.
2004: Gorillapark bankrupt; last private incubator to go
bankrupt (except BViT incubators).
2006: New law on higher education and launch of government
programme to stimulate universities to develop
incubators.
4

5. Typology Dutch Incubation Industry 2012
3d generation / focus Nr. Remarks
Design/Creative 10
High-Tech 8
Aero&Space 2 Noordwijk, Noordoostpolder
Medic/Biotech/Life Science 8
Internet/IT/media 9
Sustainable/Cleantech 4
General/mix 10
TOTAL 51
Dutch Incubators Abroad 2 Silicon Valley, Hong Kong
Softlanding service 3 Noordwijk, Almere, Delft
Corporate 2 Philips, DSM
University Owned 18
5

6. (c) Pim de Bokx, Taipei, 15-11-2011 6

7. (c) Pim de Bokx, Taipei, 15-11-2011 7

8. Creating Start-ups
and framing it in the incubator

9. Entry Policy & Start Incubation
Attract Projects Capital Formation
Shout Human Capital
Scout Intellectual Capital
Screen Social Capital
Select Financial Capital

10. Attract & Match
Attract Projects
Shout
Scout
Screen
Select
Match Projects
Entry Policy
Incubation Support
Exit Policy
Resources

11. Business Incubation Program
• Entry Policy: objective, target group, target
Enterprise stage, target technology/discipline,
target sectors, target ROI, etc.
• Incubation support: Entrepreneurial BI-team,
cliënt or partner or development project? Focus
on Entrepreneurial Team development,
opportunity management/risk-management and
market exposure.
• Exit Policy: demand performance, create exit =
launch to ‘normal’ market, celebrate succes
• Resources: not unlimited, seeking efficiency,
shared facilities, price vs. value mismatch.

12. Attract
• Shout: communicate the entrepreneurial achievement,
communicate success, attract Iconic entrepreneurs to
the board
• Scout: entrepreneurship days, open day/events,
university education, guest colleges; get to know the
potential talent
• Screen: organize idea competitions, innovation
challenges, technology quests; to find potential
product concepts
• Select: best possible entrepreneurial initiatives which
fit your entry policy, incubation services, resources, exit
outlook.

13. Startup Creation
Capital Formation
Human Capital
Intellectual Capital
Social Capital
Financial Capital
Kick-off Incubation
Incubation Contract
Business Planning
Foundation Support
Settle-in Support

14. Kick-off Incubation
• Incubation Contract: purpose of the cooperation,
targets, rights & duties, pricing, valuations, use of
resources, invoicing, liability, secrecy (NDA)
• Business Planning & Monitoring: establish operational
plan, install monitoring and evaluation
• Foundation Support: support effective Capital
Formation (legal, financial, notary, IP, fiscal) don’t
forget to value Human Capital and Social Capital
• Settle-in Support: company registration, plug & play
office, house rules, introduction to incubatees,
mentors and network.

15. Capital Formation
• Human Capital: a startup’s most valuable
asset, mostly forgotten.
• Intellectual Capital: Patents, Technology
license, copyright, brands
• Social Capital: suppliers, family & friends,
launching customers, crucial partners
• Financial Capital: founders equity, family debt,
suppliers credit, customer pre-payments,
subsidies/grants

16. Creating Start-ups
and framing it in the incubator
Measuring Incubation Performance

17. Measuring Incubation
Performance
• Measuring is learning NOT knowing
• Selecting is valuing
• Sharing is multiplying
• Demanding progress is learning success
• Towards ‘investment readiness’
• Prerequisite for Quality Management
• Eminent to create and keep support from
various stakeholders

18. Enterprise Development Model
18
ORIENTATIE PERCEPTIE CONCEPTIE INCUBATIE INTRODUCTIE PROMOTIE EXPLOITATIE INNOVATIE
Ontwikkeling Ontwikkeling Ontwikkeling Ontwikkeling Ontwikkeling Ontwikkeling Ontwikkeling Ontwikkeling
VAKmanschap Techniek Toepassing Product Markt Organisatie Financien Vernieuwing
observatie idee concept/principe plan+prototype
EXIT -2 EXIT -1
EXIT 0 EXIT 1 introductie EXIT 2 groei EXIT 3 EXIT 4 EXIT 5
Productieklaar Product marktontwikkeling diversificatie volwassen vernieuwing
break-even marktacceptatie
Business Concept Business Startup PlanProductontwikkelplan Marketingplanning
ONDERNEMEN PROJECT START GROEI
ondernemer draagt
zorg voor de
marktontwikkeling
maar laat de verdere
commercie over aan
…
ondernemer bouwt
een marktgerichte
onderneming op en
verkoopt die.
ondernemer bouwt
een rendabel bedrijf
op en verkoop (een
deel) van het bedrijf.
ondernemer splitst
zijn bedrijf, (ver-
)koopt delen,
investeert in
vernieuwing
student rond af met
het idee dat
zelfstandig
ondernemerschap
wel/niet iets is voor
hem/haar.
onderzoeker rond af
met de conclusie dat
er wel/niet
toepassingsmogelijk
heden zijn.
pre-starter rond af
met een plan waarin
de zakelijke potentie
van het te
ontwikkelen product
blijkt.
starter ontwikkeld
product en laat de
marktintroductie over
aan anderen.
marktintroductie
begeleiden,
markttoegang
helpen,
productieproces
opzetten
organisatie helpen
opbouwen, leren
managen,
marktexposure
vergroten
selecteren pmc's
met grootste
exposure/rendement
ratio en
cashgenerators
vernieuwen
cashgenerators,
zoeken nieuwe
sterren, afbouwen
slecht renderende
zaken
training &
assessment mensen
research & evaluatie
ideeen om nieuwe
technieken/processe
n toe te passen
teambuilding&kanse
n assess.
Resources vinden
prototyping
productdevelopment,
projectmanagement,
testomgeving
product en
commercialisatie-
plan worden
getoetsd op kwaliteit
en financierbaarheid
na een succesvolle
marktintroductie en
een goed
financierbaar
organisatieplan …
na het verwerven van
substantieel
marktaandeel een
behoorlijke marge …
na het realiseren van
een behoorlijk
rendement en het in
beeld krijgen van de
levenscyli …
student wordt
geworven via
voorlichting,
curriculum en
activiteiten.
onderzoeker wordt
bewust gemaakt van
de mogelijkheden
van
ondernemerschap.
persoon en concept
worden getoetsd op
commerciele
potentie/ ond skills
persoon, plan,
prototype toets
risico's en
kwaliteiten, eerste
klant/investeerder
incubator
Innovation factory

19. Thank You
Ing. P.M. (Pim) de Bokx BSc.
CPO of Pioneerz Partnership
+31(0)654 247 268
+31(88)2848600
pim@pioneerz.com
www.pioneerz.com
http://nl.linkedin.com/in/pimdebokx
Partnerships
• DIA (Dutch Incubation Association),
• EBN/Quality Auditor EBN
• ESA Business Incubation Centres
• GNBI (Global Network of Business Incubation)