INNOVATIONALLIANCE (SHIP)

TRAINING COURSE

Understanding Academia (UIIN)

Institutional rigidity in HEIsBureaucracy

Most have SME collaboration/outreach programmes

Interested in work experienceopportunities for students/staff

Source of revenueOpportunity to spin out research withcommercial potential

HEI motivation not just about monetary return

Academic rankings (HIRSCH index)Reseachers can feel undervalued

Insufficient sensitivity to commercial pressures

Kudos in working with the private sector

IP protectionismHow to extract value from Ip?

The academic timetable constraintFormal structure of work hours

Mindset

The constraint of terms & conditions of academic staff

Access to specialist people and equipment

HEIs can draw on expertise frominternational networks

Understanding and presentingyour needs (Univations)

Understand your motivation?Who will be your representative?

You?

Member of staff/Board?

Third party?

Intermediaries can help with clarificationand presentation

Share/seek and independent view

Critique which anticipates the critique of the HEI

Use a structured analytical framework

What, Why, When, Where questions

Be prepared for the implications

Time commitment

Financial contribution

Handing over of IPSharing control

Partnership parametersWhat are you prepared to give?

What do you want in return?

Decide on presentation mode/platform

Business Plan almost always a pre-requisite A cogent executive summary is critical

Face to Face meetings should be prepared for Presentaion tools?

Demonstrate the extent of your prepatory work

Third party/intermediary testimonials canbe very influential

Growing your collaborativecompetences (NMEA/LEO)

Understand what's involved incollaboration

iOTAmodule/Sci-net

Know your own/your company's strengths and weaknessesUnderstanding why you want to collaborate Self awareness Life Rose

Understand/make use of the tools whichare available to support collaboration

Sci-net/iOTA

Draw up a plan to boost your collaborative competences

Intermediary help can be transformational

key developmental areas that all can benefit from Exercise:Tool

MarketingFinance

Time Management

Focus on listening skills

Presenation techniques

How to initiate contact with theHEI and demonstrate capacity(UPB)

Use an intermediary to help

Select the intermediary

State/NGO Development Agency

Private consultants

Research Foundations

Business Incubators

Representative Organisations

Chambers of CommerceSector bodies

Business Lobby Groups

Financing bodiesVenture Capital teams

Know what people/equipment/resourcesare available within HEIs

Partner selection - draw up criteria - Whatare you looking for?

Design the pitch

Know how to best present a pitch

Make contact

Rehearse in advance

Get to the right personVarious HEI 'Entry Points'

General AdministrationFaculty

Department

Specialist Academic/Research staff

First step: e-mail setting out your intention to make contact

Second step: phone

Third step: a one to one meetingaccompanied by the intermediary toscope out the potential for a collaboration

Opportunity to determine the potential/level of commitment from the prospectivecollaborators

Fourth step: Make formal application

Assuming a collaboration is approvedclarify who key contacts are: who is thelead/decision-maker? who is the day today interface?

Draw up a mutually acceptable agreementEnsure clarity on the legals, costs, timescale, IP ownership

How to get funding (Canice)Use an intermediary to help

Select an intermediary

Accountant

Consultant

State/NGO Development Agency

Determine Funding Need in The ContextOf The Overall Business

Cashflow Needs Of The Business (Short,Medium & Long-term)

Demonstrate Value For Money

Show Contribution This InvestmentProject Will Make To The OverallBusiness

Show That This Investment Can BeAccommodated Within The Business -That The Money Can Be Matched, Spentand Loans Serviced On-time

Identify Sources of FundingDifferent funding sources may havedifferent priorities and selection criteria

Determine decision making structure inthe funding body

Sources of Funding

Central Government Programme Grants & Loans

Local Government grants

HEI Foundation MoniesBank loans

Venture Capital Investment

Business Angel Investment

Family & FriendsPrivate individuals (e.g.. colleagues,business partners)

Specialist Donors - e.g. Medical orEnvironmental Research Foundations

Philanthropic

Design the Pitch

Application Form

Business Plan

Testimonials

Other Platforms?

Person to person interviews

Make contact

Rehearse in advance

Get to the right personPhone first to clarify options; then e-mail;then meet; then formally submit proposal

Assuming a funding application isapproved clarify who key contacts are:who is the lead/decision-maker? who isthe day to day interface?

Sign up to Funding Agreement

Ensure you are clear on and can satisfy its terms

Draw-down timeframe

Time constraintsRepayment Terms For Loans

Equity Sharing Terms for Venture Capital& Angel Investors

Exit Criteria (especially with Venture Capital)Penalty Clauses

Decision MakingControl/Constraints

Match-funding requirements

Seek Specialist Legal Advice forLarge-Scale Finance

Put a Delivery Structure In Place

GANT chart: Whats To be done by When and by Whom

Clear Agreement by all Parties that theyknow what has to be done, by whom andWhen

Future-proof (e.g.: key personnel changes)

INNOVATION ALLIANCE (SHIP) TRAINING COURSE.mmap - 14/08/2015 - Mindjet