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The paper analyses a sample of successful multi-stakeholder projects co-financed by the European Agricultural Fund for Rural Development in Friuli Venezia Giulia Autonomous Region (Italy) to understand what factors allow governmental incentives to trigger more effective partnerships among agricultural firms. Our analysis, based on the standardized approach for the benchmarking of rural development initiatives designed by the Assembly of European Regions, identified six predictors of success. Three are associated to the contents of the project, i.e., strategic vision, sustainability over time and market orientation; two are linked to the nature of the partnership, i.e., critical mass and project leaders’ entrepreneurship; one more seems to be associated with policy design rather than implementation, i.e., the design of funding requirements specifically targeted to address critical weaknesses in agricultural development. Thanks to a better understanding of these predictors of success, policy-makers promoting rural development can improve the costeffectiveness of incentive schemes, in particular by setting tighter standards to be met by agricultural firms wishing to access preferential funding.

DO GOVERNMENTAL INCENTIVES PROMOTE PARTNERSHIPS AMONG AGRICULTURAL FIRMS? A MULTIPLE CASE STUDY FROM ITALY