Initiate and Develop Industry Relationships Andrew Marsh Hothouse @ TU Dublin 13th March 2019 knowledge transfer entrepreneur programmes R&D Expertise incubation space investor network startup supports
Agenda Introductions Five elements of an engagement strategy Why collaborate? Who to target? Where to focus efforts? How will I present myself? When will I spend time on engagement?
Introductions
Me …. Andrew Marsh
Collaboration – Why?
Your Motivations ?
Academic Motivations Zhang et al. (2017) Universities, knowledge exchange and policy: A comparative study of Ireland and the UK
Academic Benefits Zhang et al. (2017) Universities, knowledge exchange and policy: A comparative study of Ireland and the UK
External Collaborator Motivations Access to students Hiring faculty Commercialise university technology Cost saving Tax exemptions/grants Enhance firm’s capabilities Develop expertise Access new knowledge, technology, expertise Leading edge technology is multidisciplinary Research networks Solve a specific problem Subcontract R&D Branding/image External Collaborator Motivations
Who to target Types of organisations Specific organisations What roles? Existing relationships Use colleagues, friends Focus on building deeper relationships with mutual advantage
Where to focus Conference s Online forum LinkedIn groups Industry showcase Student project showcase IRDG events Where to focus
How will I present myself Can I explain my work in 2 minutes? What about to non- technical people? Can I explain how my work can benefit target companies? Learn about person before meeting – common interests
When will I ….. Think about goals Develop and review my strategy Review successful/unsuccessful outcomes Keep notes and records
Strategy Why am I engaging with industry? Goals Who should I engage with? Where will I focus my efforts? How will I present myself and my work? When will I spend time planning and developing contacts?
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