1. HEIs
9.00 – 9.30 registration
9.30 - 10.00 Intro and icebreaker
10.00 – 11.00 Benefits /Why bother?
10.00 – 10.15 – Commercializing research
10.15 – 10.30 - Publication opportunities
10.30 – 10.45 - Legitimacy
10.45 – 11.00 - Funding
11.00 – 11.30 - Tea Break
11.30 – 13.00 Challenges
11.30 – 12.00 - SME Structure – Understanding what an Entrepreneur
offers
• Video & power point slides
12.00 – 12.30 -Understanding the needs of the Market
- Clarify research
- Simplify HEI bureaucracy
12.30 - 13.00 - IPR
•Technical presentation – SMEs IPR concerns

4. Facing the SME

6. Understanding the Entrepreneur
• Many SMEs have very limited capital, human or financial.
• Time is literally money – 6 months is forever
http://jimbaker.files.wordpress.com/2012/01/time-vs-money1.png

7. 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
http://upload.wikimedia.org/wikipedia/commons/c/cc/8_-_AmStar_7.JPG

8. Understanding the Entrepreneur
Multi-tasking!
(Finance Director, marketeer,
researcher....)

9. Understanding the Entrepreneur
• Operate in an extremely competitive environment
• Often obsessed about protecting IPR

10. Understanding the Entrepreneur
• Usually strong connection to particular region – may be
culturally constrained

11. • Entrepreneurs can be intimidated by legalese
http://www.glennsasscer.com/wordpress/wp-content/uploads/2010/12/judge.gif

12. • Entrepreneurs hate bureaucracy!
http://www.thedailystar.net/photo/2011/04/12/2011-04-12__ed03.jpg

13. • Entrepreneurs are impatient (so make
boundaries clear from the outset)

14. What the Entrepreneur can offer
• Prepared to embrace new ideas (but only if
the benefits are obvious)
http://2.bp.blogspot.com/_H1glYM2IBI/S1JicxJSyeI/AAAAAAAABRg/dYEQxGS3XTk/s1600/6a00
d8341c59be53ef0115712a0217970c-320wi.jpg

15. What the Entrepreneur can offer
• Intuition for what has commercial potential
and what hasn’t
https://lh3.googleusercontent.com/-3rPeDBKybsw/TjdNm8soBTI/AAAAAA
AAAa8/p6oXlugVLTA/6225428_s.jpg

16. What the Entrepreneur can offer
• Pragmatism:
• Can handle disappointment
• Can make decisions quickly
http://djmarsay.files.wordpress.com/2011/02/pragmatism-maths2.gif

17. 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
http://lh3.ggpht.com/_xKKz0XnhScI/SnLvdoheRzI/AAAAAAAACJQ/2wSfD9ZChvk/light-bulb-
idea-hand%5B3%5D.jpg

18. 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
http://ecommercecenter.net/wp-content/uploads/2009/09/intellectual-property2thumb1.jpg