1. Initiate and Develop Industry Relationships
Andrew Marsh
TU Dublin
13th March 2019
knowledge transfer
entrepreneur programmes
R&D Expertise
incubation space
investor network
startup supports

2. 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?

3. Introductions

4. Me …. Andrew Marsh

5. Collaboration – Why?

6. Your Motivations ?

7. Academic Motivations
Zhang et al. (2017) Universities, knowledge exchange and policy: A comparative study of Ireland and the UK

8. Academic Benefits
Zhang et al. (2017) Universities, knowledge exchange and policy: A comparative study of Ireland and the UK

9. 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

10. Who to target Types of organisations Specific organisations
What roles?
Existing relationships
Use colleagues, friends
Focus on building deeper relationships with mutual advantage

11. Where to focus Conference s Online forum LinkedIn groups
Industry showcase
Student project showcase
IRDG events
Where to focus

12. 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

13. When will I ….. Think about goals Develop and review my strategy
Review successful/unsuccessful outcomes
Keep notes and records

14. 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?

15. hothouse Knowledge Transfer Office Hothouse TU Dublin – City Campus
Aungier Street
D02 HW71