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SUPORT 2.0 Challenges HEI - EN

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  • 1. How to get there?• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
  • 2. Challenges of Collaboration with SME HEI – SME interaction in applied research is an essential tool inthe context of knowledge transferPossible obstacles:• Structural differences• Different goals• Different ways to get there• Systematical differences
  • 3. Challenges of Collaboration with SME  Social implications for troubleshooting:• Trust• Professionalism• Awareness• Commitment
  • 4. 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 processesMatrix Organisation Hierarchy Management Management Sales Buying Center Logistics Private Customers Sales Buying Center Logistics Business Clients Intern
  • 5. Challenges of Collaboration with SME -SME Structure – Understanding an SME-Most SMEs have very limited capital, human or financial. Theyare very time-constrained • Time is money • Understaffed SME‟s. • Management unable to delegate. • Competitive pressure.
  • 6. 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) Customers Government Banks and other Media & finance Community sources NGOs
  • 7. 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
  • 8. 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
  • 9. 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
  • 10. Challenges of Collaboration with SME -SME Structure – Understanding an SME-Summary
  • 11. Understanding the Entrepreneur• Many SMEs have very limited capital, human or financial.• Time is literally money – 6 months is forever
  • 12. 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
  • 13. Understanding the Entrepreneur Multi-tasking! (Finance Director, marketeer, researcher....)
  • 14. Understanding the Entrepreneur• Operate in an extremely competitive environment• Often obsessed about protecting IPR
  • 15. Understanding the Entrepreneur• Usually strong connection to particular region – may be culturally constrained
  • 16. Understanding the Entrepreneur• Entrepreneurs can be intimidated by legalese
  • 17. Understanding the Entrepreneur• Entrepreneurs hate bureaucracy!
  • 18. Understanding the Entrepreneur• Entrepreneurs are impatient (so make boundaries clear from the outset)
  • 19. How to get there?• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
  • 20. Challenges of Collaboration with SME -Understanding the needs of the market-Customer needs are a part of innovation. This is called marketorientation – or if you are an SME: Surviving.• The Market• The Customers• Innovation
  • 21. Challenges of Collaboration with SME -Understanding the needs of the Market- Trust and communication• HEIs don„t understand the Current Market• Trust the SME• SMEs have to Communicate• SMEs must Convey
  • 22. 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
  • 23. How to get there?• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
  • 24. Challenges of Collaboration with SME -Clarifying Research- Changing research practices.• Distinction• Increasing tension• Emphasis on research teams and alliances• Growth of research commercialization
  • 25. How to get there?• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
  • 26. 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
  • 27. 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
  • 28. Challenges of Collaboration with SME -Simplifying HEI Bureaucracy-• Given that research practices arechanging and the pressures to deliversignificant outputs are intensifying,“[t]he key question is how to structureand organise teaching and research inthe universities” (Gibbons et al, 1994).
  • 29. 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
  • 30. Challenges of Collaboration with SME -Simplifying HEI Bureaucracy-• Map priorities and competences• Identify goals and objectives• Implementation plan• Appropriate structures• Encourage faculty
  • 31. Challenges of Collaboration with SME -Simplifying HEI Bureaucracy-• Widen definition of research.• Determine the teaching and research• Distinguishing• Linking research/ commercialization
  • 32. 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
  • 33. How to get there?• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
  • 34. What the Entrepreneur can offer• Prepared to embrace new ideas (but only if the benefits are obvious)
  • 35. What the Entrepreneur can offer• Intuition for what has commercial potential and what hasn’t
  • 36. What the Entrepreneur can offer• Pragmatism: • Can handle disappointment • Can make decisions quickly
  • 37. How to get there?• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
  • 38. 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
  • 39. Intellectual Property (IP) Agreement An essential aspect of collaboration with a SME is working together with them in protecting your innovations.• Be knowledegable• Establishing a commercialised relationship• The process
  • 40. Intellectual Property (IP) Agreement• Substantial confidentiality agreements• Seem to exclusively focus on protecting the HEI• SMEs can‟t always afford to appoint solicitor specialists
  • 41. Challenges of Collaboration with SME IPRSummary
  • 42. 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
  • 43. 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
  • 44. Summary of PresentationHEI benefits: Posed challenges:-Extra income -Structural differences-Seed money -Different goals -Different ways to get there-Better teaching -Systematical differences-Satisfaction of work
  • 45. End Results Everybody‟s happy…•Highly qualified personnel•Wonderful innovation systems
  • 46. End Results• Commercialization of Research• Publication Opportunities• Legitimacy• Image• Public FundingThe type of collaboration and results we are striving for!http://www.youtube.com/watch?v=Leh74zliLyw