1. ValorisationCentre Building Strategic Relations With Large Scale Companies Tempus Unchain Rolph Segers, MSc

2. ValorisationCentre The Main Questions Is your organisation ready and willing In what research do you excel How to approaching companies and which ones: o Creating Strategic one on one relations – where to start o Creating the right Ecosystem – how to Is there (enough) Funding

3. ValorisationCentre Is your organisation ready and Willing Create Incentives for valorising – work is judged on: o Scientific Output o Educational Output o AND Valorisation Output Train both Scientists AND supporting staff in: o Creating a proffessional network o Making good proposals o Understanding companies Create organisation for valorisation: o Accountmanagers o Contractmanagers o Technology Transfer Officers

4. ValorisationCentre In what research do you excel Focus and Choice The Delft Research Initiatives Fundamental Sciences EnergyEnvironmentInfrastructuresHealth

5. ValorisationCentre Approaching Companies Steps in creating a strategic relation

6. ValorisationCentre Approaching Companies Decision Process – market analysis and creating a shortlist

7. ValorisationCentre Revenue Analysis

8. ValorisationCentre Boston Matrix – Overview Potentials

9. ValorisationCentre Approaching Companies The ‘menu’ – Strategic Relation Research Finance a new Chair Personnel exchange Strategic Research (years) by PhD Research (months) by Post-Doc Consultancy (hours) by Professor Exposure to Students Traineeships Excursions Graduation projects Life Long Learning custom made trainings

10. ValorisationCentre Key Learnings TU Delft Biggest interest of companies Research Exposure to students Biggest success factors in strategic relations Proximity !!! Pro-actively participating scientists Personnel exchange Good contract

11. ValorisationCentre Creating the right ecosystem New approach TU Delft  BuILD (Business Innovation Link Delft) The 5 E’s: Excellent Research Exposure to Students Expertise Events & Network Education

12. ValorisationCentre BuILD Excellent Research Facility Sharing Contract research (Post Doc) Phd research Access to IP portfolio Establish and/or Fund a Chair

13. ValorisationCentre BuILD Exposure to Students Sponsorships  visible in college hall, sponsoring educational clubs Traineeships / graduation projects / Excursions On campus recruitment Events (careerdays)

14. ValorisationCentre BuILD Expertise Consultancy Visionary talk \ Futurologist Lectures Brainstorm Strategic Session

15. ValorisationCentre BuILD Events & Network 5 conferences with a theme: Health, Infrastructures, Energy, Environment, ICT Advisory roll to the university (e.g. VIP dinner with board of directors) VIP reception on big events e.g. Dies Natalis, Inaugural lectures Campus tour by students News letter Dedicated Liaison Officer

16. ValorisationCentre BuILD Education Post Master Degrees Master Degrees In company training

17. ValorisationCentre (Government) Funding Valorisation - Strategic Knowledge Exploitation Policy experiment – Large Scale Companies

18. ValorisationCentre Strategic Knowledge exploitation Ministry of Economic Affairs 4 year program (2006-2009) Screening & Scouting (Business Development) Patenting Start-Ups Pre-Seed Loan

19. ValorisationCentre Strategic Knowledge exploitation Ministry of Economic Affairs Total budget5.8 mln Subsidized2.5 mln (43%) Allocation pre-seed2.1 mln Screening & Scouting1.2 mln Patents1.7 mln Project management600 k Coaching & equipment invent.200 k

20. ValorisationCentre Facts & Figures Research (2008) Academic staff including 214 professors 2762 Dissertations 236 Academic publications 7025 Specialist publications 1219 Income 450 mln EUR

21. ValorisationCentre Facts & Figures Exploitation (2009) Patent Staff5 Patent requests (central)75 Patents total190 (1300) Costs1 mln EUR Business Developers13 Business Cases90 Business Cases Total170 Costs350 kEUR

22. ValorisationCentre SKE – The Good – The Bad The Good All of the above Enormous incentive 12k pre-seed loan Big trade-off The Bad Bureaucracy / Misunderstanding No incentive on deal making 30/50/70 % rule on patent costs Uncertain continuity

23. ValorisationCentre Facts & Figures YES!Delft Incubator 2005 - 2009 Total start-up companies 73 (162) Currently active in incubator44 (60%) Continued after incubation24 (33%) Discontinued 5 (7%) Pre-Seed (loan)1.5 mln EUR

24. ValorisationCentre Rolph Segers, MSc Relations - Large Scale Companies r.segers@tudelft.nl