1. This Project is funded by the
Improved SME Competitiveness and European Union
Innovation Project
“Innovation Coach”
Capacity Building for Business
Innovation Support Organisations

2. This Project is funded by the
Improved SME Competitiveness and European Union
Innovation Project
Improving success rates: Making
Collaborations Work
Dr Lisa Cowey MBA PG Cert IP

3. Practical Partnering with R&D Institutes and Universities
• Over-coming Barriers and Inhibitors to the
Commercialisation Process
• The need for Mutual Gains and Common
Goals
This Project is funded by the EU

4. Traditionally….
Publicly funded R&D Sector: Commercial Sector
• Publish • Protect
• Papers • Patents
• Academic freedom • Non Disclosure
• Shared information • Trade Secrets/
(conferences) know-how
• Increased knowledge • Increased profits
Lack of alignment between commercial and
educational goals.
This Project is funded by the EU

5. Successful and Profitable Partnerships
• Examine motivators and drivers
• Focus on individual benefits and reward
systems
• Define mutual goals.
• Manage expectations.
This Project is funded by the EU

6. Motivators and Drivers: research scientists
• Status through Peer Reviewed
Publication
• Good students
• Improved facilities
• Funding for interesting research
This Project is funded by the EU

7. Motivators and Drivers: Business
• Improved profits
• Patents
• New products
• Competitive advantage
This Project is funded by the EU

8. In the most successful partnerships,
such differences are accepted,
accommodated and turned to
mutual advantage.
This Project is funded by the EU

9. Individual benefits and reward systems: win win
There are clear benefits for each member of a
Knowledge Transfer Partnership.
Company Benefits
• the direct results of the project
• the expertise of the university academic
• they may also find a good future employee
This Project is funded by the EU

10. Individual benefits and reward systems: win win
KTP Associate Benefits
• Around 70% of KTP Associates are offered a full-time job by the
partner company at the end of the Knowledge Transfer
Partnership project, often in senior roles within the organization.
• A KTP Associate spends at least 10% of their time on personal
and professional development while working on a Knowledge
Transfer Partnership project.
• KTP Associates may already have a postgraduate qualification
at the start of the project or may register with the University for
one, if the project is appropriate.
This Project is funded by the EU

11. Individual benefits and reward systems: win win
University Academic Benefits
• University academics benefits from supervising a
project that will enhance the practical application of
their research and teaching.
• Academics also stand to gain from the formation of a
strong relationship with a company, which may lead to
further collaborations
• Finally they have the opportunity to produce
conference papers and journal articles.
This Project is funded by the EU

12. Mutual Goals and Separate Rewards
Do: Focus on goals - these can be joint.
Do not: focus on “mutual rewards” –reward
systems are different
Goal: KTP Proof of Concept Project
Reward(s)
Company: Entry in to new market
University Group: Published paper
This Project is funded by the EU

13. Manage expectations.
Expectations can best be managed though a
comprehensive and well though out Partnership
Agreement.
When exploring expectations on both sides ensure that
you can see:
•Compatible gains
•Good fit of both teams (not just the technology)
•Existence of mutual respect of different
environments and cultures
•Evidence of real commitment to the project on both
sides
This Project is funded by the EU

14. Industry-University partnerships: Common mistakes
•detrimental tendency to treat them as a
“special case”
•neglecting the elements that would be
brought to bear in any normal business
relationship.
•Not addressing the issue of IP from the
beginning
This Project is funded by the EU

15. Summary
• Examine: Motivators, drivers and rewards structure.
• Create: Mutual Gains and Common Goals.
• Use: Intermediaries who understand the needs of both sides
and can command respect from both parties.
Finally -make sure that the legal agreement is in place in
case the relationship breaks down.
This Project is funded by the EU

16. Best Practice Guide
A best practice guide to achieving the optimum
benefits from partnerships has been produced by
AURIL in association with the CBI, DTI, EPSRC,
HEFCE and UK Universities.
“Partnerships for Research and Innovation
between industry and universities - a guide to
better practise”
This Project is funded by the EU

17. Questions and comments
• Dr. Lisa Cowey MBA PGCert Intellectual Property
• Key Expert Competitiveness and Innovation
• EU IPA Serbia project Improved SME Competitiveness
and Innovation
• Obilićev Venac 8/III
• 11 000 Belgrade
• Tel.: +381(0)11 26 34 050; 26 33 941
• Fax: +381(0)11 30 33 588
• Mobile: +381 (0)61 6657715
• e-mail: lisa.cowey@icip-serbia.org
This Project is funded by the EU