suport 2.0 challenges hei - en
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• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
How to get there?
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Challenges of Collaboration with SME
Possible obstacles: • Structural differences
• Different goals
• Different ways to get there
• Systematical differences
HEI – SME interaction in applied research is an essential tool in the context of knowledge transfer
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Challenges of Collaboration with SME
• Trust
• Professionalism
• Awareness
• Commitment
Social implications for troubleshooting:
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Challenges of Collaboration with SME-SME Structure – Understanding an SME-
To work together with SME it is important to get a sense of their decision processes
Management
Private Customers
Business Clients
Intern
Sales Buying Center Logistics
Matrix Organisation
Management
Sales Buying Center Logistics
Hierarchy
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Challenges of Collaboration with SME-SME Structure – Understanding an SME-
• Time is money
• Understaffed SME’s.
• Management unable to delegate.
• Competitive pressure.
Most SMEs have very limited capital, human or financial. They are very time-constrained
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Challenges of Collaboration with SME-SME Structure – Understanding an SME-
Being your own boss is a dream of every company owner. Unfortunately it is to remain that way– merely a dream
Competitors
(local) Government
Media & Community
NGOs
Banks and other
finance sources
Customers
…
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Challenges of Collaboration with SME-SME Structure – Understanding an SME-
What to expect from an SME:
• The key driver-financial benefit
• Reasonable timeframes
• Owner/manager holds multiple responsibilities
• Intimidated by legalese
• Impatient
Pragmatism might be the word – and the key!
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Challenges of Collaboration with SME-SME Structure – Understanding an SME-
• SME owner/managers are pragmatic
• “Real world” players
• They are used to disappointment
• Firm, but fair
• They value honesty
SME’s are a very interesting partner for your research
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Challenges of Collaboration with SME-SME Structure – Understanding an SME-
• SME owner/managers are intuitive
• SME owner/managers can make decisions quickly
• SMEs are very agile
• Usually prepared to embrace new ideas
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Summary
Challenges of Collaboration with SME-SME Structure – Understanding an SME-
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Understanding the Entrepreneur
• Many SMEs have very limited capital, human or financial.
• Time is literally money – 6 months is forever
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Understanding the Entrepreneur
• Outside pressures can shipwreck an SME e.g. bank, Increasingly return has to be within a timeframe that an SME can justify to banks and investors
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Understanding the Entrepreneur
Multi-tasking!(Finance Director, marketeer, researcher....)
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Understanding the Entrepreneur
• Operate in an extremely competitive environment• Often obsessed about protecting IPR
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Understanding the Entrepreneur
• Usually strong connection to particular region – may be culturally constrained
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• Entrepreneurs can be intimidated by legalese
Understanding the Entrepreneur
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• Entrepreneurs hate bureaucracy!
Understanding the Entrepreneur
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Understanding the Entrepreneur
• Entrepreneurs are impatient (so make boundaries clear from the outset)
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• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
How to get there?
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Challenges of Collaboration with SME-Understanding the needs of the market-
Customer needs are a part of innovation. This is called market orientation – or if you are an SME: Surviving.
• The Market
• The Customers
• Innovation
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Challenges of Collaboration with SME-Understanding the needs of the Market-
• HEIs don‘t understand the Current Market
• Trust the SME
• SMEs have to Communicate
• SMEs must Convey
Trust and communication
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Challenges of Collaboration with SME-Understanding the needs of the Market-
• Narrow thinking in businesses
• SME focuses on what makes them excited
• As an SME grows in size, the more difficult it becomes to be innovative
• The collaboration of a HEI and SME better satisfies the market!
http://academicearth.org/lectures/innovate-in-technology-and-business-founding-google
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• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
How to get there?
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Challenges of Collaboration with SME-Clarifying Research-
• Distinction
• Increasing tension
• Emphasis on research teams and alliances
• Growth of research commercialization
Changing research practices.
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• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
How to get there?
![Page 30: SUPORT 2.0 Challenges HEI - EN](https://reader033.vdocuments.mx/reader033/viewer/2022061113/5457a92caf795953128b47bd/html5/thumbnails/30.jpg)
Challenges of Collaboration with SME-Simplifying HEI Bureaucracy-
• Universities not well informed
• Not sufficiently focused
• Pre-disposition towards US solution/ methods
There is a subtext in current technology transfer policies and the media
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Challenges of Collaboration with SME-Simplifying HEI Bureaucracy-
• Taking a proactive, outreaching role
• HEIs can be very intimidating for SME’s
• R & D should be established.
• R & D involved in collaboration.
• Establish a visible “entry point”
• Guide SMEs
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Challenges of Collaboration with SME-Simplifying HEI Bureaucracy-
• Given that research practices are
changing and the pressures to deliver
significant outputs are intensifying,
“[t]he key question is how to structure
and organise teaching and research in
the universities” (Gibbons et al, 1994).
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Challenges of Collaboration with SME-Simplifying HEI Bureaucracy-
• Build strategic alliances and enable synergies
• Help with public funding
• Integrate entrepreneurial culture
• Shape what should be done
• Optimal use of scarce resources
• Align institutional competencies
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Challenges of Collaboration with SME-Simplifying HEI Bureaucracy-
• Map priorities and competences
• Identify goals and objectives
• Implementation plan
• Appropriate structures
• Encourage faculty
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Challenges of Collaboration with SME-Simplifying HEI Bureaucracy-
• Widen definition of research.
• Determine the teaching and research
• Distinguishing
• Linking research/ commercialization
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Challenges of Collaboration with SME-Simplify HEI Bureaucracy-
• Greater research time
• Targeted grants
• Promotional opportunities
• Enhanced facilities
• Internships with industry or other partners
• Salary increases
• Sabbatical leave
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• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
How to get there?
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What the Entrepreneur can offer
• Prepared to embrace new ideas (but only if the benefits are obvious)
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What the Entrepreneur can offer
• Intuition for what has commercial potential and what hasn’t
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What the Entrepreneur can offer
• Pragmatism: • Can handle disappointment • Can make decisions quickly
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• Understanding an Entrepreneur• Understanding the needs of the market• Clarify Research• Simplify Bureaucracy• Understand what an entrepreneur offers you• IPR
How to get there?
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Intellectual Property (IP)
• What is Intellectual Property?
• What rights do I have concerning IP?
• And what is an IP Agreement?
http://www.youtube.com/watch?v=pvWEvkom-8s&feature=related
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Intellectual Property (IP) Agreement
• Be knowledegable
• Establishing a commercialised relationship
• The process
An essential aspect of collaboration with a SME is working together with them in protecting your innovations.
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Intellectual Property (IP) Agreement
• Substantial confidentiality agreements
• Seem to exclusively focus on protecting the HEI
• SMEs can’t always afford to appoint solicitor specialists
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Summary
Challenges of Collaboration with SMEIPR
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The Entrepreneur and IPR
• Entrepreneurs:– Are often reluctant to open up and share ideas (Crown
Jewels)– Need to be reassured that they will benefit - building a
trusting relationship is essential
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The Entrepreneur and IPR
• Entrepreneurs are: – Easily spooked – Turned off by weighty confidentiality agreements – Suspicious that agreements will favour the HEI to their
detriment– often unwilling to appoint specialists to check agreements
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Summary of Presentation
Posed challenges:
-Structural differences
-Different goals
-Different ways to get there
-Systematical differences
HEI benefits:
-Extra income
-Seed money
-Better teaching
-Satisfaction of work
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End Results
Everybody’s happy…
• Highly qualified personnel
• Wonderful innovation systems
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End Results
• Commercialization of Research
• Publication Opportunities
• Legitimacy
• Image
• Public Funding
The type of collaboration and results we are striving for!
http://www.youtube.com/watch?v=Leh74zliLyw