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Building Strategic Relations With Large Scale Companies Tempus Unchain

Building Strategic Relations With Large Scale Companies Tempus Unchain. Rolph Segers, MSc. The Main Questions. Is your organisation ready and willing In what research do you excel How to approaching companies and which ones: Creating Strategic one on one relations – where to start

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Building Strategic Relations With Large Scale Companies Tempus Unchain

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  1. Building Strategic Relations With Large Scale CompaniesTempus Unchain Rolph Segers, MSc

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

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

  4. Energy Environment Infrastructures Health In what research do you excelFocus and ChoiceThe Delft Research Initiatives Fundamental Sciences

  5. Approaching Companies Steps in creating a strategic relation

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

  7. Revenue Analysis

  8. Boston Matrix – Overview Potentials

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

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

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

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

  15. 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. BuILD Education • Post Master Degrees • Master Degrees • In company training

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

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

  19. Strategic Knowledge exploitationMinistry of Economic Affairs Total budget 5.8 mln • Subsidized 2.5 mln (43%) Allocation • pre-seed 2.1 mln • Screening & Scouting 1.2 mln • Patents 1.7 mln • Project management 600 k • Coaching & equipment invent. 200 k

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

  21. Facts & Figures Exploitation (2009) • Patent Staff 5 • Patent requests (central) 75 • Patents total 190 (1300) • Costs 1 mln EUR • Business Developers 13 • Business Cases 90 • Business Cases Total 170 • Costs 350 kEUR

  22. 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. Facts & Figures YES!Delft Incubator2005 - 2009 • Total start-up companies 73 (162) • Currently active in incubator 44 (60%) • Continued after incubation 24 (33%) • Discontinued 5 (7%) • Pre-Seed (loan) 1.5 mln EUR

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

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