Essential skill sets needed for successful Corporate Relations Officer at a Research University, presented to NACRO Aug 2015 with Kathy Lynch, Boston University

1. Building Skills of a Great CRO
Anne O’Donnell
Executive Director, Corporate Research Partnerships
Jacobs School of Engineering, UC San Diego

2. Art or Science?
2
Intuition
Experience
Instinct
Relationships
Trust
Data
History
Calculation
Roles
Proof

3. 3
Range of
Competencies
Matter!

4. 4
The Key to the Deal is YOU!
1. Verbal and Non-Verbal Literacy - business lexicon, body language, signals,
articulation, tone, volume
• Faculty own the content, you own the process
2. Presence - the use of self to advance the work—Facilitator and Observer
• Sit at the Table as an equal; a Colleague with your own expertise
• What is your personal brand?
3. Courage to Challenge - catch a habit or attitude in the act
• “Why should we subsidize the cost of you doing business on our campus?”
• “What is the reputation of our school in your company?”
• “How should I interpret your lateness?”
• “How do you think your style works in building business partnerships?”

5. 5
The Key to the Deal is YOU! (continued)
4. Stakeholder’s View - map view and salience on every issue and meeting
• Must use Systems thinking for both internal and external stakeholders
• Lots of resources for this online
• e.g. What is their experience coming to your experience really?
5. Agility – organizationally and in the moment
• Know how to move up and around a company to recruit engaged POCs
for a holistic approach e.g. C-level, HR, Marketing, R&D
• Lean into the ambiguity that interest could develop in new areas
• How agile do you consider yourself?
6. Managing Boundaries – clear roles and mission assignments so
expectations and managed and results are the focus
• How are you managing the relationship?
• Is everyone clear on outcomes and their unique roles?
• In what way do you ‘make it happen’ or are the ‘go to’ person?

6. 6
Rank your skills 1-6
#1 strongest
#6 can grow more
Cite examples:
‘like the time I…”