SUPORT 2.0 Challenges HEI - EN
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Transcript of SUPORT 2.0 Challenges HEI - EN
• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
How to get there?
Challenges of Collaboration with SME
Possible obstacles: • Structural differences
• Different goals
• Different ways to get there
• Systematical differences
HEI – SME interaction in applied research is an essential tool in the context of knowledge transfer
Challenges of Collaboration with SME
• Trust
• Professionalism
• Awareness
• Commitment
Social implications for troubleshooting:
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
Management
Private Customers
Business Clients
Intern
Sales Buying Center Logistics
Matrix Organisation
Management
Sales Buying Center Logistics
Hierarchy
Challenges of Collaboration with SME-SME Structure – Understanding an SME-
• Time is money
• Understaffed SME’s.
• Management unable to delegate.
• Competitive pressure.
Most SMEs have very limited capital, human or financial. They are very time-constrained
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
Competitors
(local) Government
Media & Community
NGOs
Banks and other
finance sources
Customers
…
Challenges of Collaboration with SME-SME Structure – Understanding an SME-
What to expect from an SME:
• The key driver-financial benefit
• Reasonable timeframes
• Owner/manager holds multiple responsibilities
• Intimidated by legalese
• Impatient
Pragmatism might be the word – and the key!
Challenges of Collaboration with SME-SME Structure – Understanding an SME-
• SME owner/managers are pragmatic
• “Real world” players
• They are used to disappointment
• Firm, but fair
• They value honesty
SME’s are a very interesting partner for your research
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
Summary
Challenges of Collaboration with SME-SME Structure – Understanding an SME-
Understanding the Entrepreneur
• Many SMEs have very limited capital, human or financial.
• Time is literally money – 6 months is forever
Understanding the Entrepreneur
• 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
Understanding the Entrepreneur
Multi-tasking!(Finance Director, marketeer, researcher....)
Understanding the Entrepreneur
• Operate in an extremely competitive environment• Often obsessed about protecting IPR
Understanding the Entrepreneur
• Usually strong connection to particular region – may be culturally constrained
• Entrepreneurs can be intimidated by legalese
Understanding the Entrepreneur
• Entrepreneurs hate bureaucracy!
Understanding the Entrepreneur
Understanding the Entrepreneur
• Entrepreneurs are impatient (so make boundaries clear from the outset)
• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
How to get there?
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-
• HEIs don‘t understand the Current Market
• Trust the SME
• SMEs have to Communicate
• SMEs must Convey
Trust and communication
Challenges of Collaboration with SME-Understanding the needs of the Market-
• Narrow thinking 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
• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
How to get there?
Challenges of Collaboration with SME-Clarifying Research-
• Distinction
• Increasing tension
• Emphasis on research teams and alliances
• Growth of research commercialization
Changing research practices.
• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
How to get there?
Challenges of Collaboration with SME-Simplifying HEI Bureaucracy-
• Universities not well informed
• Not sufficiently focused
• Pre-disposition towards US solution/ methods
There is a subtext in current technology transfer policies and the media
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
• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
How to get there?
What the Entrepreneur can offer
• Prepared to embrace new ideas (but only if the benefits are obvious)
What the Entrepreneur can offer
• Intuition for what has commercial potential and what hasn’t
What the Entrepreneur can offer
• Pragmatism: • Can handle disappointment • Can make decisions quickly
• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
How to get there?
Intellectual Property (IP)
• What is Intellectual Property?
• What rights do I have concerning IP?
• And what is an IP Agreement?
http://www.youtube.com/watch?v=pvWEvkom-8s&feature=related
Intellectual Property (IP) Agreement
• Be knowledegable
• Establishing a commercialised relationship
• The process
An essential aspect of collaboration with a SME is working together with them in protecting your innovations.
Intellectual Property (IP) Agreement
• Substantial confidentiality agreements
• Seem to exclusively focus on protecting the HEI
• SMEs can’t always afford to appoint solicitor specialists
Summary
Challenges of Collaboration with SMEIPR
The Entrepreneur and IPR
• 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
The Entrepreneur and IPR
• 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 of Presentation
Posed challenges:
-Structural differences
-Different goals
-Different ways to get there
-Systematical differences
HEI benefits:
-Extra income
-Seed money
-Better teaching
-Satisfaction of work
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