Navigating industry partnerships

The workshop featured both practical advice and real-world examples to provide a roadmap for bridging the gap between academia and industry. A primary task for researchers wishing to commercialise is to find industry partners who have a problem your research expertise can potentially solve.

“I cannot emphasise how important it is that you start networking by getting out and talking to people. This is how you are going to find your potential clients and partners,” Andrew said.

“Talk to potential partners, attend industry events and read industry literature. This is how you can see who's active in fields where your research might make a difference.”

I cannot emphasise how important it is that you start networking by getting out and talking to people. This is how you are going to find your potential clients and partners.

Andrew said that LinkedIn has become another very useful way to research potential contacts.

“Through common connections, you can ask for a warm introduction,” he explained.

Establishing relationships

Once you have identified potential collaborators, Andrew said that building trust is crucial for developing a successful partnership. He recommends starting a collaboration with a smaller project first so that you and the client can get to know each other, establish trust and understand each other’s background and interests.

"Everything is built on trust. You build trust by listening carefully to the client and understanding their problems. It is not about your research, it’s about their needs,” Andrew said.

Another foundational aspect of collaborating successfully with an industry partner is to clearly define what will be the project deliverables.

Defining project deliverables

From the outset, it’s important that both parties are clear on what a joint project will entail.

“Scope out what the project involves. Be very, very clear on the deliverables as well as the timeline for who's giving what and by when,” Andrew said.

As an example of the clarity and detail required for the deliverables, Andrew referred to the commonly used term "prototype”.

“Being clear includes by describing the level of prototype you will deliver to ensure all parties understand and agree on what will be provided,” Andrew said, referring to how UTS Rapido defines four different levels of prototypes.

Be very, very clear on the deliverables as well as the timeline for who's giving what and by when.

During a project, you may identify further avenues to research.  If this extends beyond the project scope, be sure to stay on track to deliver what was agreed.

“You need to focus on the deliverable you have agreed to and address the client's need. If you find something that is relevant to the project but outside the scope, you can suggest it be added.  If the client agrees and is interested, a contract variation must be drafted to include that extra component, with an increased price to cover the extra work,” Andrew explained.

Negotiating fees

When negotiating fees with a business partner, Andrew advises researchers to focus on their expertise rather than competing on price. 

“When you're dealing with partners, you are committing to solve their problem. The driver for this is not your research. Nor is the driver price. The driver is the expertise and facilities available at our university. Your expertise, your facilities and your colleagues.” he said, adding that when businesses are looking for solutions to their problems, they value how the expertise and facilities will be applied to it.

The costing and pricing tool will help you calculate the full cost of research, including indirect costs such as contract management, HR and use of facilities.

UTS has a Costing and Pricing tool in Research Master that allows you to estimate the true cost of your research project.

“This tool has been set up to be across all current salary costs and includes all the other costs of the university. It will help you calculate the full cost of research, including indirect costs such as contract management, HR and use of facilities. From there you can set an accurate price,” Andrew said.

Working to agreed timelines

Andrew stressed the importance of being clear on what can be achieved within your timeline so you can deliver professional and timely outputs and meet all agreed deadlines.

“Ensure your timeframe is realistic and includes buffering, including around key milestones,” he said.

“If there is a risk of delay during the project, despite having a time buffer, you should notify the client promptly and formalise a variation to the existing agreement.”

Ensure your timeframe is realistic and includes buffering, including around key milestones.

Confidentiality, publishing and intellectual property

Andrew said it is important to mark documents as Commercial-in-Confidence to identify the sensitivity of the content and to ensure they are handled appropriately. This also demonstrates respect and trust to the client, that we understand the commercial sensitivity and will protect their information and intellectual property.

Non-disclosure agreements, also known as confidentiality agreements, may also be necessary to discuss concepts and methods before entering a contract.

In terms of publishing, Andrew said there are ways to publish research outcomes when partnering with businesses.

“We can draft contract clauses that allow for publication without compromising commercial confidentiality, for example after a certain period of time, or focussing on the fundamental research findings, or with permission, so that you can continue to pursue professional research outputs,” he said.

By focusing on finding the right partner, articulating clear deliverables and ensuring professionalism, trust and transparent IP management, Andrew said that researchers can successfully navigate industry partnerships and achieve impactful outcomes from research expertise.

• UTS staff can watch a recording of this session here
• For more information, contact the Business Research Engagement Team in the UTS Research Office.

Attend research translation IP workshops

UTS researchers are invited to attend two IP workshops in August to learn more about how to protect inventions and understanding the timeline and process for obtaining a patent.

No registration required - just come along!
 

Workshop 1:

When: Tuesday 19 August, 1pm – 2:30pm 

Where: RES Hub event space, CB02.05.250 

Workshop 2:

When: Wednesday 27 August, 1pm – 2:30pm 

Where: the grid room, CB04.05.430