IUCRC Marketing & Recruiting Survey

Industry/University Cooperative

Research Centers

IUCRC Marketing & Recruiting IUCRC Marketing & Recruiting Survey Survey

May-June, 2005May-June, 2005

Gray & Rivers, NCSUGray & Rivers, NCSU

**Preliminary Data****Preliminary Data**

**Do Not Share Results****Do Not Share Results**


Research Centers

MotivationMotivation

• Recruitment of new members is one of the most, if not Recruitment of new members is one of the most, if not the most, important challenge a CD confrontsthe most, important challenge a CD confronts

• A variety of factors probably affect the success of A variety of factors probably affect the success of member recruitment effortsmember recruitment efforts

– Marketing strategy used by the centerMarketing strategy used by the center

– Center CharacteristicsCenter Characteristics

– Industry CharacteristicsIndustry Characteristics

– Firm Characteristics (e.g., size, strategy, decision making)Firm Characteristics (e.g., size, strategy, decision making)

– Individual Characteristics: Attitudes, beliefs etc. of the firm Individual Characteristics: Attitudes, beliefs etc. of the firm representativerepresentative

• Marketing is the only factor the center has direct control Marketing is the only factor the center has direct control overover


Research Centers

PurposePurpose

• Identify which advertising, marketing and Identify which advertising, marketing and recruiting strategies directors currently use, and recruiting strategies directors currently use, and which they think are most effective. which they think are most effective.

• A follow-up phase of research will involve A follow-up phase of research will involve industry firms that either joined, remain industry firms that either joined, remain undecided, or did not join an IUCRC. undecided, or did not join an IUCRC.


Research Centers

OverviewOverview

• Web-based surveyWeb-based survey

• 15+ minutes15+ minutes

• Pilot tested with directors and Pilot tested with directors and evaluators evaluators

• Fielded in May 2005Fielded in May 2005


Research Centers

SampleSample

• 29 responses29 responses

– Response rate: 27%Response rate: 27%

– 14 reported to be from multi-university sites (12 of 14 reported to be from multi-university sites (12 of whom reported to be to be center directors)whom reported to be to be center directors)

– *Plan to get more records (~n=50)*Plan to get more records (~n=50)

• Sample characteristics Sample characteristics SampleSample(n=23)(n=23)

Population Population (n=43)(n=43)

Avg. members- 2004Avg. members- 2004 13.7413.74 15.4915.49

Avg. new members- 2004Avg. new members- 2004 3.873.87 4.444.44

Avg. faculty scientists- 2004Avg. faculty scientists- 2004 14.9614.96 13.8113.81

Avg. publications 1999-2004Avg. publications 1999-2004 14.9114.91 16.3516.35

Avg. presentations 1999-2004Avg. presentations 1999-2004 20.1020.10 22.1422.14

Avg. end funding yearAvg. end funding year 2008.42008.4 2007.62007.6


Research Centers

Relationship Development Relationship Development ModelModel

• States model (versus growth model)States model (versus growth model)

Initiation Establishment Development Maintenance

Dormant

Termination

Rao, S. & Perry, C. (2002). Thinking about relationship marketing: Where are we now? The Journal of Business and Industrial Marketing, 17 (7), pp 598 –614.


Research Centers


Dormant

Termination


Dormant

Termination

Survey designSurvey design

Marketing tools

Identifying prospects

Outcomes (DVs)

Acceptance & Rejection factors

Recruiting approaches & responsibilities

Center & Director characteristics


Research Centers

Director ExperienceDirector Experience

24) How would you describe your professional experience 24) How would you describe your professional experience prior to becoming a center/site director? (n=29)prior to becoming a center/site director? (n=29)

– 58%: Most of prior career in academia 58%: Most of prior career in academia

– 21%: A balance of academia and industry or entrepreneurship 21%: A balance of academia and industry or entrepreneurship

– 21%: Most of prior career in industry or entrepreneurship 21%: Most of prior career in industry or entrepreneurship

MeanMean Std Std DevDev

RangeRange

22) For how many 22) For how many yearsyears have you served have you served as a center/site director, whether in your as a center/site director, whether in your current role or as the director of a similar current role or as the director of a similar center/site?center/site?

6.626.62 4.554.55 1 – 181 – 18

23) On average, how many 23) On average, how many hours per hours per monthmonth do you dedicate to recruitment do you dedicate to recruitment activities?activities?

19.5219.52 17.8217.82 4 – 804 – 80


Research Centers

Marketing PlansMarketing Plans

19) Does your center/site have a formal, written marketing 19) Does your center/site have a formal, written marketing plan? (n=29)plan? (n=29)

– 7% Yes7% Yes

20) Does your center/site set formal goals for the 20) Does your center/site set formal goals for the recruitment of new industry members? (n=29)recruitment of new industry members? (n=29)

– 35% Yes35% Yes

21) Aside from staff time, about how much does your site 21) Aside from staff time, about how much does your site have budgeted for recruiting in the current year? (n=24)have budgeted for recruiting in the current year? (n=24)

– Mean: $8,521Mean: $8,521

– Median: $5,000Median: $5,000

– Std dev: $11,117Std dev: $11,117

– Range: $0 - $50,000Range: $0 - $50,000


Research Centers

Identifying potential membersIdentifying potential members

1) Consider how your center/site identifies potential industry 1) Consider how your center/site identifies potential industry members. How effective have you found the following members. How effective have you found the following activities in generating leads for new members?activities in generating leads for new members?

ITEM TEXTITEM TEXT % use% use MeanMean

g) Networking through your own personal contacts g) Networking through your own personal contacts 100%100% 3.793.79

h) Networking through other site stakeholders (e.g., IAB h) Networking through other site stakeholders (e.g., IAB members, faculty) members, faculty)

100%100% 3.173.17

d) Presenting at scientific meetings or conferences d) Presenting at scientific meetings or conferences 97%97% 2.792.79

j) Building traffic on your center/site’s website j) Building traffic on your center/site’s website 93%93% 1.961.96

b) Sponsoring industry-related events (e.g., seminars) b) Sponsoring industry-related events (e.g., seminars) 83%83% 2.502.50

i) Sending out direct mailings with center/site information i) Sending out direct mailings with center/site information 69%69% 2.152.15

e) Publishing articles in trade journals or trade websites e) Publishing articles in trade journals or trade websites 66%66% 2.162.16

f) Doing PR like news releases and general media coverage f) Doing PR like news releases and general media coverage 48%48% 2.212.21

c) Presenting at tradeshows c) Presenting at tradeshows 34%34% 2.702.70

a) Advertising in trade journals or trade websites a) Advertising in trade journals or trade websites 3%3% 3.003.00

Scale4= highly eff.3= Moderately eff.2= Somewhat eff.1= Not at all eff.

0= Do not use


Research Centers

Identifying potential members Identifying potential members (2)(2)

1

2

3

4

Perso

nal c

onta

cts

IAB co

ntac

ts

Mtg

s/ Con

fs

Web

site

Spons

orsh

ip

Direct

Mail

Article

sPR

Trade

show

s

Trade

ads

0%

20%

40%

60%

80%

100%Mean

% Use

1) Consider how your center/site identifies potential industry 1) Consider how your center/site identifies potential industry members. How effective have you found the following activities in members. How effective have you found the following activities in generating leads for new members?generating leads for new members?

Eff

ecti

vene

ss

Per

cent

rep

orti

ng u

se


Research Centers

Marketing activity outcomesMarketing activity outcomes

• Non-significant bivariate correlation between the number of Non-significant bivariate correlation between the number of different marketing activities (count of Q1a-Q1j) and the number of different marketing activities (count of Q1a-Q1j) and the number of new leads generated (Q2).new leads generated (Q2).

• On average, 70% of new leads emerge from existing relationships On average, 70% of new leads emerge from existing relationships (Q3 / Q2). (Q3 / Q2).

MeanMean Std Std DevDev

RangeRange

2) Over the past 12 months, about how 2) Over the past 12 months, about how many new leads for membership has your many new leads for membership has your center/site been able to generate?center/site been able to generate?

12.9712.97 10.1610.16 2 – 402 – 40

3) Over the past 12 months, about how 3) Over the past 12 months, about how many of those new leads emerged from many of those new leads emerged from existing relationships, whether through existing relationships, whether through your own personal network or the network your own personal network or the network of another center/site stakeholder? of another center/site stakeholder?

8.398.39 7.787.78 1 – 351 – 35


Research Centers

Marketing ToolsMarketing Tools

4) How effective are the following marketing materials, 4) How effective are the following marketing materials, documents or similar information pieces at documents or similar information pieces at communicating the strengths of your center/site?communicating the strengths of your center/site?


d) Document with the mission/ vision of the centerd) Document with the mission/ vision of the center 100%100% 2.592.59

e) List of members/ industry partners e) List of members/ industry partners 100%100% 2.932.93

k) A website for the center k) A website for the center 100%100% 2.792.79

a) Center brochure a) Center brochure 93%93% 2.522.52

c) Document with an overview of member benefits c) Document with an overview of member benefits 93%93% 2.592.59

b) Abstracts of current research projects b) Abstracts of current research projects 90%90% 2.732.73

f) List of primary investigators f) List of primary investigators 90%90% 2.422.42

g) References to Center technical reports or publications g) References to Center technical reports or publications 83%83% 2.422.42

h) Full text technical reports or publications h) Full text technical reports or publications 79%79% 2.352.35

j) Description and/or images of center facilities including j) Description and/or images of center facilities including equipment equipment

62%62% 2.392.39

i) Center newsletters i) Center newsletters 45%45% 2.152.15


0= Do not use


Research Centers

Recruiting approachesRecruiting approaches

6) For those organizations interested in learning more 6) For those organizations interested in learning more about your center/site, how effective have you found about your center/site, how effective have you found the following approaches at securing new members? the following approaches at securing new members?


a) Visiting the organization a) Visiting the organization 97%97% 3.543.54

c) Hosting organization representatives at your site c) Hosting organization representatives at your site during non-IAB meeting timesduring non-IAB meeting times

93%93% 3.443.44

f) Holding conference calls with organization f) Holding conference calls with organization representativesrepresentatives

79%79% 2.302.30

b) Visiting the organization with some of your scientistsb) Visiting the organization with some of your scientists 76%76% 3.323.32

d) Hosting organization representatives at your site d) Hosting organization representatives at your site during an IAB meetingduring an IAB meeting

76%76% 3.003.00

e) Meeting with organization representatives at a neutral e) Meeting with organization representatives at a neutral location (e.g., breakfast, lunch venue)location (e.g., breakfast, lunch venue)

76%76% 2.552.55


0= Do not use


Research Centers

Recruiting responsibilitiesRecruiting responsibilities

7) To what degree are the following individuals or groups 7) To what degree are the following individuals or groups actively involved in the recruitment of industry actively involved in the recruitment of industry members? members?

ITEM TEXTITEM TEXT % % involved involved

MeanMean

a) Yourselfa) Yourself 97%97% 3.963.96

b) Faculty PI's b) Faculty PI's 90%90% 2.272.27

c) IAB members c) IAB members 90%90% 2.232.23

e) University administration e) University administration 55%55% 1.251.25

d) Graduate studentsd) Graduate students 52%52% 1.731.73

f) Directors from other sitesf) Directors from other sites 52%52% 2.872.87

g) Consultant or staff member dedicated g) Consultant or staff member dedicated to recruitment to recruitment

34%34% 2.802.80

Scale4= To a great extent3= To a moderate extent2= To some extent1= To a little extent

0= Not at all/ Does not apply


Research Centers

Recruiting responsibilities (2)Recruiting responsibilities (2)

1

2

3

4

Yourself Faculty PI's IAB members Univ. admin Grad students Otherdirectors

Consultant

0%

20%

40%

60%

80%

100%

Mean

% Involved

7) To what degree are the following individuals or groups actively 7) To what degree are the following individuals or groups actively involved in the recruitment of industry members? involved in the recruitment of industry members?

Deg

ree

of in

volv

emen

t

Per

cent

rep

orti

ng in

volv

emen

t


Research Centers

Multi-site center recruiting Multi-site center recruiting

[If your site is part of a multi-site center, please answer item 9][If your site is part of a multi-site center, please answer item 9]

9) Which of the following best describes how your multi-9) Which of the following best describes how your multi-site center handles recruiting? (n=19)site center handles recruiting? (n=19)

– 37%: Each site handles recruiting independently of other sites 37%: Each site handles recruiting independently of other sites

– 21%: Each site establishes their own leads, but other sites help 21%: Each site establishes their own leads, but other sites help 'sell' the center 'sell' the center

– 42%: Sites work closely together throughout the recruitment 42%: Sites work closely together throughout the recruitment process process


Research Centers

Recruiting Success RatesRecruiting Success Rates

MeanMean Std DevStd Dev RangeRange

10a) Over the past 12 months, about how many 10a) Over the past 12 months, about how many organizations have you been actively pursuing for organizations have you been actively pursuing for membership in your center/site?membership in your center/site?

10.2110.21 8.128.12 3 – 303 – 30

10b) Of those organizations you've been actively 10b) Of those organizations you've been actively pursuing over the past 12 months, about how pursuing over the past 12 months, about how many have many have committed to membershipcommitted to membership in your in your center/site?center/site?

2.592.59 3.603.60 0 – 180 – 18

10c) Of those organizations you've been actively 10c) Of those organizations you've been actively pursuing over the past 12 months, about how pursuing over the past 12 months, about how many many remain undecidedremain undecided about membership? about membership?

5.215.21 4.094.09 1 – 181 – 18

10d) Of those organizations you've been actively 10d) Of those organizations you've been actively pursuing over the past 12 months, about how pursuing over the past 12 months, about how many have explicitly many have explicitly turned down membershipturned down membership??

2.142.14 3.573.57 0 – 160 – 16

• On average, directors reported a 26% success rate in recruiting new On average, directors reported a 26% success rate in recruiting new members (Q10b / Q10a), and a 16% rejection rate (Q10d / Q10a).members (Q10b / Q10a), and a 16% rejection rate (Q10d / Q10a).


Research Centers

Acceptance factorsAcceptance factors

11) Consider those organizations that have decided to join the center/site 11) Consider those organizations that have decided to join the center/site recently. In your opinion how important were the following factors to their recently. In your opinion how important were the following factors to their making an affirmative decision?making an affirmative decision?

ITEM TEXTITEM TEXT MeanMean SDSD % Top3% Top3

a) Relevance of research to organization needsa) Relevance of research to organization needs 3.793.79 0.410.41 86%86%

b) High probability of future knowledge and technology transfer benefitsb) High probability of future knowledge and technology transfer benefits 3.463.46 0.740.74 59%59%

g) Success of past Center/PI research accomplishmentsg) Success of past Center/PI research accomplishments 2.932.93 0.800.80 41%41%

c) Quantity and/or quality of graduate students to recruitc) Quantity and/or quality of graduate students to recruit 2.692.69 0.890.89 24%24%

e) High financial leveraging provided by your center/sitee) High financial leveraging provided by your center/site 2.662.66 0.900.90 21%21%

f) Complimentary interests with IAB members f) Complimentary interests with IAB members 2.792.79 0.820.82 21%21%

d) Quality of facilities and equipmentd) Quality of facilities and equipment 2.622.62 0.940.94 14%14%

k) Access to PIs for informal consultingk) Access to PIs for informal consulting 2.822.82 0.770.77 14%14%

i) Center/site's association with NSFi) Center/site's association with NSF 2.622.62 0.780.78 10%10%

m) Existing ties or relationship with the university m) Existing ties or relationship with the university 2.302.30 1.061.06 7%7%

j) Opportunity to participate in setting industry standardsj) Opportunity to participate in setting industry standards 2.002.00 0.920.92 3%3%

h) Proximity of the organization to the center/site h) Proximity of the organization to the center/site 1.761.76 1.021.02 0%0%

l) Opportunity to showcase new equipment at the center/sitel) Opportunity to showcase new equipment at the center/site 1.851.85 0.990.99 0%0%

Scale4= Very important3= Important2= Somewhat imp.1= Not important.

0= Not sure

Total respondentsN= 29


Research Centers

Rejection factorsRejection factors

14) Consider those organizations that explicitly turned down membership or 14) Consider those organizations that explicitly turned down membership or remain undecided. In your opinion, how important do you think the remain undecided. In your opinion, how important do you think the following factors were in their failure to join?following factors were in their failure to join?

ITEM TEXTITEM TEXT MeanMean SDSD % Top3% Top3

d) Cost of membership feed) Cost of membership fee 2.662.66 1.141.14 59%59%

a) Lack of relevance of research to organization needsa) Lack of relevance of research to organization needs 2.542.54 1.221.22 41%41%

i) Concerns about IP and licensing rightsi) Concerns about IP and licensing rights 2.562.56 1.051.05 41%41%

k) Organization rep did not have access to real decision makersk) Organization rep did not have access to real decision makers 2.842.84 0.940.94 38%38%

j) Organization research priorities are very short termj) Organization research priorities are very short term 2.522.52 1.161.16 28%28%

m) Center/site not on organization's preferred university listm) Center/site not on organization's preferred university list 2.042.04 1.021.02 21%21%

l) Conflicting opinions within the organization about joiningl) Conflicting opinions within the organization about joining 2.502.50 0.930.93 17%17%

n) Organization able to obtain research [elsewhere] cheaper/easiern) Organization able to obtain research [elsewhere] cheaper/easier 1.961.96 1.001.00 17%17%

e) Limited financial leveraging provided by our centere) Limited financial leveraging provided by our center 1.481.48 0.640.64 10%10%

f) Conflicting interests with IAB members f) Conflicting interests with IAB members 1.841.84 1.111.11 10%10%

h) Distance of the organization from center/siteh) Distance of the organization from center/site 1.571.57 0.790.79 7%7%

b) Limited quantity and/or quality of graduate students to recruitb) Limited quantity and/or quality of graduate students to recruit 1.351.35 0.880.88 3%3%

c) Limitations of our facilities and equipmentc) Limitations of our facilities and equipment 1.191.19 0.400.40 0%0%

g) Lack of a research track recordg) Lack of a research track record 1.151.15 0.490.49 0%0%

Scale4= Very important3= Important2= Somewhat imp.1= Not important

0 = Does not apply

Total respondentsN= 29


Research Centers

Changes to membership Changes to membership structurestructure

17) Has your center made any changes to membership format or structure 17) Has your center made any changes to membership format or structure (like adding tiered membership) or offering special services (like testing) (like adding tiered membership) or offering special services (like testing) that have helped build your membership? (n=27)that have helped build your membership? (n=27)

• 33% Yes33% Yes

• Select comments (verbatim): Select comments (verbatim): – Membership payments "in kind" (e.g., equipment suppliers) are being Membership payments "in kind" (e.g., equipment suppliers) are being

discussed discussed

– Expanded to 3 levels of membership. Expanded to 3 levels of membership.

– We have guaranteed new sponsors that they will get a research project. We have guaranteed new sponsors that they will get a research project. Veteran sponsors have no such guarantee. Veteran sponsors have no such guarantee.

– Provide samples for testing to members. Do instrumental analysis on samples Provide samples for testing to members. Do instrumental analysis on samples from company. from company.

– Allowing IAB Chair to "broker" multiple, outside small company investments Allowing IAB Chair to "broker" multiple, outside small company investments into full Member fee for common action within Center prospectusinto full Member fee for common action within Center prospectus


Research Centers

Recruiting Government Recruiting Government AgenciesAgencies

18) Has your center/site tried to recruit government agencies or research groups in 18) Has your center/site tried to recruit government agencies or research groups in the past? (n=29)the past? (n=29)

– 90% Yes90% Yes

[If 18 = Yes][If 18 = Yes]

18a) Is your center/site's recruitment process for government agencies different from 18a) Is your center/site's recruitment process for government agencies different from your efforts to recruit member firms? (n=26)your efforts to recruit member firms? (n=26)

• 35% Yes35% Yes

• Select comments (verbatim):Select comments (verbatim):

– We are more flexible in handling membership fee. We are more flexible in handling membership fee.

– I would let them participate at a lower membership cost. I would let them participate at a lower membership cost.

– Some federal agencies prefer grants. Some federal agencies prefer grants.

– Mostly through direct research contactsMostly through direct research contacts


Research Centers

Some Key PointsSome Key Points

• 58% of directors spent most of prior careers in academia.58% of directors spent most of prior careers in academia.

• Few (7%) directors have a formal marketing plan, and only 35% Few (7%) directors have a formal marketing plan, and only 35% have formal recruiting goals.have formal recruiting goals.

• Networking is the dominant and reportedly most effective form of Networking is the dominant and reportedly most effective form of recruiting; Tradeshow presentations may be a promising yet recruiting; Tradeshow presentations may be a promising yet untapped source of new leads.untapped source of new leads.

• About 70% of new leads emerge from existing relationships. About 70% of new leads emerge from existing relationships.

• The most effective marketing tools are IAB lists, websites, and The most effective marketing tools are IAB lists, websites, and abstracts of current projectsabstracts of current projects

• Visiting the organization and hosting visits during non-IAB meetings Visiting the organization and hosting visits during non-IAB meetings are utilized most frequently and rated as most effective at securing are utilized most frequently and rated as most effective at securing new members.new members.


Research Centers

Some Key Points Some Key Points cont’dcont’d

• Directors rate themselves as most involved in recruiting; Faculty PI’s and Directors rate themselves as most involved in recruiting; Faculty PI’s and IAB members are utilized frequently in recruiting, though their level of IAB members are utilized frequently in recruiting, though their level of involvement is limited. involvement is limited.

• Other site directors and consultants are utilized in recruiting less frequently, Other site directors and consultants are utilized in recruiting less frequently, though they tend to be more involved in the process compared to faculty though they tend to be more involved in the process compared to faculty PIs and IAB members. PIs and IAB members.

• Multi-site centers reported varied approaches to teaming up during the Multi-site centers reported varied approaches to teaming up during the recruitment process. recruitment process.

• On average, directors experience a 26% success rate in new member On average, directors experience a 26% success rate in new member recruitment, and a 16% rejection rate. recruitment, and a 16% rejection rate.

• According to directors, firms join for relevant research, tech transfer, and According to directors, firms join for relevant research, tech transfer, and past research accomplishments at the center. past research accomplishments at the center.

• According to directors, firms do According to directors, firms do notnot join due to cost of membership fees, join due to cost of membership fees, lack of relevance in research, and IP and licensing issues.lack of relevance in research, and IP and licensing issues.

• One in three directors have changed their membership structureOne in three directors have changed their membership structure

• 90% of directors have pursued government agencies for membership90% of directors have pursued government agencies for membership


Research Centers

Next StepsNext Steps

• Increase response count (to ~ 50)Increase response count (to ~ 50)

• Merge with existing center data (e.g., center Merge with existing center data (e.g., center size, age, productivity)size, age, productivity)

• Run multivariate stats (e.g., ID predictors of Run multivariate stats (e.g., ID predictors of recruitment success) recruitment success)

• Conduct follow-up interviews with directorsConduct follow-up interviews with directors

• Initiate industry studyInitiate industry study– Exploratory interviewsExploratory interviews

– Quantitative survey (joined, undecided, did not join)Quantitative survey (joined, undecided, did not join)


Research Centers

AppendixAppendix

Verbatim commentsVerbatim comments


Research Centers

Item 1- Other ways to identify Item 1- Other ways to identify prospectsprospects

• Focused WorkshopFocused Workshop

• Holding Open Houses for prospective sponsorsHolding Open Houses for prospective sponsors

• Hosting sessions for prospects along with faculty to discuss prospect's Hosting sessions for prospects along with faculty to discuss prospect's problems they need help on.problems they need help on.

• Identification of competitors to present IAB membersIdentification of competitors to present IAB members

• Networking at technical meetingsNetworking at technical meetings

• Networking through contacts of Center sponsors and faculty far and away Networking through contacts of Center sponsors and faculty far and away produces the best resultsproduces the best results

• Organizing center-sponsored conferencesOrganizing center-sponsored conferences

• Organizing Workshops and TutorialsOrganizing Workshops and Tutorials

• Participating in related technical society activities; Writing proposals with Participating in related technical society activities; Writing proposals with industry partnersindustry partners

• Respond to industry need for consulting and then turning this into Respond to industry need for consulting and then turning this into opportunity to gain a new sponsoropportunity to gain a new sponsor

• Responding to any and all invitation to give a talk at a professional meeting Responding to any and all invitation to give a talk at a professional meeting of colleagues.of colleagues.


Research Centers

Item 4: Other marketing toolsItem 4: Other marketing tools

• Talking about center membership during recruiting visits to the school form companies Talking about center membership during recruiting visits to the school form companies

• Visits to companies in addition to our own workshop and tutorials Visits to companies in addition to our own workshop and tutorials

• Informational CD Informational CD

• Center presentation delivered on-site to potential sponsors Center presentation delivered on-site to potential sponsors

• Virtual Tour in Video Format Virtual Tour in Video Format

• Getting publications in trade magazines Getting publications in trade magazines

• Reprints of publications Reprints of publications

• attendance at Standards committee meetings (ASME) attendance at Standards committee meetings (ASME)

• Branding via multi-year, multi-site use of unique logo Branding via multi-year, multi-site use of unique logo


Research Centers

Item 6: Other recruiting Item 6: Other recruiting approachesapproaches

• Use existing members to recruit new ones Use existing members to recruit new ones

• Attending International professional meeting! Attending International professional meeting!

• Invitations to participate in tele-seminars. Invitations to participate in tele-seminars.

• Doing "free" demonstration research projects, to establish Doing "free" demonstration research projects, to establish credentials and goodwill. credentials and goodwill.


Research Centers

Item 8: Others involved in Item 8: Others involved in recruitingrecruiting

• CATT (New York State Center of Excellence at Poly) CATT (New York State Center of Excellence at Poly)

• Primarily Center Directors Primarily Center Directors

• Local "public interest" group participants, like Asthma Coalition Local "public interest" group participants, like Asthma Coalition

• Director of Centers and Institutes at EMU Director of Centers and Institutes at EMU


Research Centers

Item 13: Other acceptance Item 13: Other acceptance factorsfactors

• Because others joined. Because others joined.

• Health of candidate companies. How tight is their budget? Health of candidate companies. How tight is their budget?

• Membership of other government agency Membership of other government agency

• Track record of working with industry Track record of working with industry

• Have a large number of international competitor companies in the center Have a large number of international competitor companies in the center

• Economic climate Economic climate

• Networking-new business contacts Networking-new business contacts

• Recruiting international level companies, competitors also structure to the membership, companies Recruiting international level companies, competitors also structure to the membership, companies interested in materials, devices and systems interested in materials, devices and systems

• Collaboration with industry & government, education & student contact, networking Collaboration with industry & government, education & student contact, networking

• Linkage with organization's strategic plans Linkage with organization's strategic plans

• Quick turn-around on industry requests; outreach to companies' customers Quick turn-around on industry requests; outreach to companies' customers


Research Centers

Item 16: Other rejection Item 16: Other rejection factorsfactors

• It was almost all about the money. Hard times in Detroit.... It was almost all about the money. Hard times in Detroit....

• Company policy does not support affiliate programs Company policy does not support affiliate programs

• Some companies prefer to pay for contract research specific to their product portfolio Some companies prefer to pay for contract research specific to their product portfolio

• Ability to commit long term funding from industry Ability to commit long term funding from industry

• Government politics-as where FDA is putting its $s, or Natick-they sell what makes Government politics-as where FDA is putting its $s, or Natick-they sell what makes them look good. them look good.

• Only support local university Only support local university

• Complications of Membership Agreement requirements, per I/U CRC standards Complications of Membership Agreement requirements, per I/U CRC standards


Research Centers

Item 17: Changes to Item 17: Changes to membership structuremembership structure

• We have a complimentary testing facility available but not directly to my CACC We have a complimentary testing facility available but not directly to my CACC

• Membership payments "in kind" (e.g., equipment suppliers) are being discussed Membership payments "in kind" (e.g., equipment suppliers) are being discussed

• Expanded to 3 levels of membership. Expanded to 3 levels of membership.

• We have guaranteed new sponsors that they will get a research project. Veteran sponsors have no such We have guaranteed new sponsors that they will get a research project. Veteran sponsors have no such guarantee. guarantee.

• Explicitly guarantee that a new member will receive the project of their choice Explicitly guarantee that a new member will receive the project of their choice

• 3-tiered membership. Offered workshop based on training provided to FDA. 3-tiered membership. Offered workshop based on training provided to FDA.

• Project based operation Project based operation

• Provide samples for testing to members. Do instrumental analysis on samples from company. Provide samples for testing to members. Do instrumental analysis on samples from company.

• We have established a tiered membership, became multi-site, but most importantly we changed our focus to We have established a tiered membership, became multi-site, but most importantly we changed our focus to meet the interest of new members. meet the interest of new members.

• Introduced an associate membership status that gives organizations additional flexibility in interacting with us Introduced an associate membership status that gives organizations additional flexibility in interacting with us

• Allowing IAB Chair to "broker" multiple, outside small company investments into full Member fee for common Allowing IAB Chair to "broker" multiple, outside small company investments into full Member fee for common action within Center prospectus action within Center prospectus


Research Centers

Item 18: Recruiting Item 18: Recruiting government agenciesgovernment agencies

• NHTSA will likely join as a non-voting member through a cooperative research agreement. NHTSA will likely join as a non-voting member through a cooperative research agreement. Very difficult to get this through the lawyers. Very difficult to get this through the lawyers.

• Focuses on access to industrial needs rather than solving problems of a particular Focuses on access to industrial needs rather than solving problems of a particular sponsoring company sponsoring company

• We emphasize how the membership fee payment can be simplified via a MPPIR through We emphasize how the membership fee payment can be simplified via a MPPIR through NSF. NSF.

• We are more flexible in handling membership fee. We are more flexible in handling membership fee.

• I would let them participate at a lower membership cost I would let them participate at a lower membership cost

• Joint research is emphasized Joint research is emphasized

• Some federal agencies prefer grants. Some federal agencies prefer grants.

• Mostly through direct research contacts Mostly through direct research contacts


Research Centers

Open CommentsOpen Comments

• Finding the right person to champion the center. Our members are very Finding the right person to champion the center. Our members are very committed. We have champions in other companies but they haven't been committed. We have champions in other companies but they haven't been able to turn their efforts into $$. able to turn their efforts into $$.

• Statistics about the number of center supported graduates and the Statistics about the number of center supported graduates and the companies where they found employment after graduation companies where they found employment after graduation

• Only a dedicated and active effort produces positive results. Only a dedicated and active effort produces positive results.

• The CFSP is a new multi-university I/UCRC established in October 2004. we The CFSP is a new multi-university I/UCRC established in October 2004. we established an intensive mailing and telecom system to obtain our initial 18 established an intensive mailing and telecom system to obtain our initial 18 members. The most important factor in recruiting membership is the one-on-members. The most important factor in recruiting membership is the one-on-one interaction with potentialone interaction with potential

• If one wants to sell shoes you must have the best shoes in the world. We If one wants to sell shoes you must have the best shoes in the world. We have to not only sell memberships but we have to have something to sell. We have to not only sell memberships but we have to have something to sell. We have always recruited PIs from all over the country-the best science and the have always recruited PIs from all over the country-the best science and the best PIs!-that is what sells!best PIs!-that is what sells!


Research Centers

Open Comments cont’dOpen Comments cont’d

• From conferences you can see what companies are attending, From conferences you can see what companies are attending, what level of research a company does and how far reaching that what level of research a company does and how far reaching that research is, also companies that sponsor meetings and seminars research is, also companies that sponsor meetings and seminars will have a more generous out look and would see value in an will have a more generous out look and would see value in an IUCRC. IUCRC.

• Access to students for internships and employment Access to students for internships and employment

• Need a MAJOR common mission, and intense multi-year effort, to Need a MAJOR common mission, and intense multi-year effort, to create sustainable Center membership base-- and then I/U CRC create sustainable Center membership base-- and then I/U CRC program requires shifting from that every 5 years--- leading to program requires shifting from that every 5 years--- leading to Center "fatigue" [ as anticipated by "not to be perceived as an Center "fatigue" [ as anticipated by "not to be perceived as an 'entitlement'" philosophy ].'entitlement'" philosophy ].

IUCRC Marketing & Recruiting Survey

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Transcript of IUCRC Marketing & Recruiting Survey