4. Agreeing Common Objectives
• You need to give as well as take

5. Agreeing Common Objectives
• Be clear on each other’s objectives –
misconceptions are what destroy relationships

6. Agreeing Common Objectives
• Aim for honesty and openness

7. Working with a big bureaucracy MLU

8. Understanding of Commercial Pressures
•HEIs are primarily Government funded

9. Understanding of Commercial Pressures
•Many staff are long-term if not lifetime employees
•Fixed academic timetables

10. Understanding of Commercial Pressures
•Most HEI staff have not experienced the
consequences of commercial failure

11. Timeframe
• Important to clarify time and cost inputs and
returns

12. Timeframe
• Important to understand the HEI calendar
• Build in a slippage margin
• Typically a project can take 24 months from initial
contact to completion

13. Costs
• Collaboration with a HEI can help your
business to achieve accelerated growth
• Clarify costs and your needs early on

14. Costs
EXERCISE: Identify the costs to your company
of collaborating with a HEI?

15. Cost exercise - debrief
• Opportunity cost?
• Can you afford to be out of the loop – away
from the market?

16. Cost exercise - debrief
• Time – you cannot delegate this to a junior!

17. Cost exercise - debrief
• Travel
• Legal and other professional advice
• Training

18. Cost exercise - debrief
• Risk of failure

19. IPR
• What is intellectual property?
• Registered rights
• Patents
• Trademarks
• Registered designs
• Unregistered rights
• Copyright
• Know-how
• Trade secrets
• Unregistered designs

20. IPR
• Be clear:
• what it is you want to protect
• what it is you want to achieve
• what are you prepared to give?

21. IPR
• Take advice!

22. IPR
• Identify a sympathetic internal HEI contact