Knowledge and Technology Transfer - Challenges in Cooperating -

Knowledgeand Technology Transfer - Challenges in Cooperating -

Howtogetthere? • Understanding an Entrepreneur • Understanding the needs of the market • Clarify Research • Simplify Bureaucracy • Understand what an entrepreneur offers you • IPR

Challenges of Collaboration with SME HEI – SME interaction in applied research is an essential tool in the context of knowledge transfer Possible obstacles: • Structural differences • Different goals • Different ways to get there • Systematical differences

Challenges of Collaboration with SME Social implications for troubleshooting: • Trust • Professionalism • Awareness • Commitment

Challenges of Collaboration with SME-SME Structure – Understanding an SME- To work together with SME it is important to get a sense of their decision processes Hierarchy Matrix Organisation Management Management Sales Logistics Buying Center Sales Logistics Buying Center Private Customers Business Clients Intern

Challenges of Collaboration with SME-SME Structure – Understanding an SME- Most SMEs have very limited capital, human or financial. They are very time-constrained • Time is money • Understaffed SME’s. • Management unable to delegate. • Competitive pressure.

Challenges of Collaboration with SME-SME Structure – Understanding an SME- Being your own boss is a dream of every company owner. Unfortunately it is to remain that way– merely a dream

Challenges of Collaboration with SME-SME Structure – Understanding an SME- Pragmatism might be the word – and the key! What to expect from an SME: • The key driver-financial benefit • Reasonable timeframes • Owner/manager holds multiple responsibilities • Intimidated by legalese • Impatient

Challenges of Collaboration with SME -SME Structure – Understanding an SME- SME’s are a very interesting partner for your research • SME owner/managers are pragmatic • “Real world” players • They are used to disappointment • Firm, but fair • They value honesty

Challenges of Collaboration with SME-SME Structure – Understanding an SME- • SME owner/managers are intuitive • SME owner/managers can make decisions quickly • SMEs are very agile • Usually prepared to embrace new ideas

Challenges of Collaboration with SME- Summary – Understanding an SME- • Many SMEs have very limited capital, human or financial. • Time is literally money – 6 months is forever

Challenges of Collaboration with SME-Summary – Understanding an SME- • Outside pressures can shipwreck an SME e.g. bank, Increasingly return has to be within a timeframe that an SME can justify to banks and investors

Challenges of Collaboration with SME-Summary – Understanding an SME- Multi-tasking! (Finance Director, marketeer, researcher....)

Challenges of Collaboration with SME-Summary – Understanding an SME- • Operate in an extremely competitive environment • Often obsessed about protecting IPR

Challenges of Collaboration with SME-Summary – Understanding an SME- • Usually strong connection to particular region – may be culturally constrained

Challenges of Collaboration with SME-Summary – Understanding an SME- • Entrepreneurs can be intimidated by legalese

Challenges of Collaboration with SME-Summary – Understanding an SME- • Entrepreneurs hate bureaucracy!

Challenges of Collaboration with SME-Summary – Understanding an SME- • Entrepreneurs are impatient (so make boundaries clear from the outset)

Challenges of Collaboration with SME-Understanding the needs of the market- Customer needs are a part of innovation. This is called market orientation – or if you are an SME: Surviving. • The Market • The Customers • Innovation

Challenges of Collaboration with SME-Understanding the needs of the Market- Trust andcommunication • HEIs don‘t understand theCurrent Market • Trust the SME • SMEs havetoCommunicate • SMEs must Convey

Challenges of Collaboration with SME-Understanding the needs of the Market- • Narrowthinking in businesses • SME focuses on what makes them excited • As an SME grows in size, the more difficult it becomes to be innovative • The collaboration of a HEI and SME better satisfies the market! http://academicearth.org/lectures/innovate-in-technology-and-business-founding-google

Howtogetthere? • Understanding an Entrepreneur • Understanding the needs of the market • ClarifyResearch • Simplify Bureaucracy • Understand what an entrepreneur offers you • IPR

Challenges of Collaboration with SME-Clarifying Research- Changing research practices. • Distinction • Increasing tension • Emphasis on research teams and alliances • Growth of research commercialization

Challenges of Collaboration with SME-Simplifying HEI Bureaucracy- There is a subtext in current technology transfer policies and the media • Universities not well informed • Not sufficiently focused • Pre-disposition towards US solution/ methods

Challenges of Collaboration with SME-Simplifying HEI Bureaucracy- • Taking a proactive, outreaching role • HEIs can be very intimidating for SME’s • R & D should be established. • R & D involved in collaboration. • Establish a visible “entry point” • Guide SMEs

Challenges of Collaboration with SME-Simplifying HEI Bureaucracy- • Given that research practices are changing and the pressures to deliver significant outputs are intensifying, “[t]he key question is how to structure and organise teaching and research in the universities” (Gibbons et al, 1994).

Challenges of Collaboration with SME -Simplifying HEI Bureaucracy- • Build strategic alliances and enable synergies • Help with public funding • Integrate entrepreneurial culture • Shape what should be done • Optimal use of scarce resources • Align institutional competencies

Challenges of Collaboration with SME-Simplifying HEI Bureaucracy- • Map priorities and competences • Identify goals and objectives • Implementation plan • Appropriate structures • Encourage faculty

Challenges of Collaboration with SME-Simplifying HEI Bureaucracy- • Widen definition of research. • Determine the teaching and research • Distinguishing • Linking research/ commercialization

Challenges of Collaboration with SME-Simplify HEI Bureaucracy- • Greater research time • Targeted grants • Promotional opportunities • Enhanced facilities • Internships with industry or other partners • Salary increases • Sabbatical leave

Challenges of Collaboration with SME- What an entrepreneur offers you - • Prepared to embrace new ideas (but only if the benefits are obvious)

Challenges of Collaboration with SME- What an entrepreneur offers you - • Intuition for what has commercial potential and what hasn’t

Challenges of Collaboration with SME- What an entrepreneur offers you - • Pragmatism: • Can handle disappointment • Can make decisions quickly

Challenges of Collaboration with SME- Intellectural Property (IP) - • WhatisIntellectual Property? • Whatrights do I haveconcerning IP? • Andwhatis an IP Agreement? http://www.youtube.com/watch?v=pvWEvkom-8s&feature=related

Challenges of Collaboration with SME- Intellectural Property (IP) - An essential aspect of collaboration with a SME is working together with them in protecting your innovations. • Beknowledegable • Establishing a commercialised relationship • The process

Challenges of Collaboration with SME- Intellectural Property (IP) - • Substantial confidentiality agreements • Seem to exclusively focus on protecting the HEI • SMEs can’t always afford to appoint solicitor specialists

Challenges of Collaboration with SME- Intellectural Property (IP) - • Entrepreneurs: • Are often reluctant to open up and share ideas (Crown Jewels) • Need to be reassured that they will benefit - building a trusting relationship is essential

Challenges of Collaboration with SME- Intellectural Property (IP) - • Entrepreneurs are: • Easily spooked • Turned off by weighty confidentiality agreements • Suspicious that agreements will favour the HEI to their detriment • often unwilling to appoint specialists to check agreements

Summary ofPresentation • HEI benefits: • -Extra income • -Seed money • -Better teaching • -Satisfaction of work Posed challenges: -Structural differences -Different goals -Different ways to get there -Systematical differences

End Results Everybody’s happy… • Highly qualified personnel • Wonderful innovation systems

End Results • Commercialization of Research • Publication Opportunities • Legitimacy • Image • Public Funding The type of collaboration and results we are striving for! http://www.youtube.com/watch?v=Leh74zliLyw

Knowledge and Technology Transfer - Challenges in Cooperating -