4. Agreeing Common Objectives
• You need to give as well as take
http://creditmanagementassociation.org/wp-content/uploads/2011/09/286815461_efbf51d458.jpg

5. Agreeing Common Objectives
• Be clear on each other’s objectives –
misconceptions are what destroy relationships
http://blogue.edithluc.com/wp-content/uploads/2011/05/common_objective.jpg

6. Agreeing Common Objectives
• Aim for honesty and openness
http://kinslerpress.com/blog/wp-content/uploads/2008/10/honesty_ahead1.gif

7. Working with a big bureaucracy MLU
http://activistsandairplanes.com/2011/04/02/the-alternative-energy-bureaucracy/

8. Understanding of Commercial Pressures
•HEIs are primarily Government funded
http://www.memoryfoamexpress.co.uk/blog_images/WorkBetterUnderPressure.jpg

9. Understanding of Commercial Pressures
•Many staff are long-term if not lifetime employees
•Fixed academic timetables
http://motheringtimes.blogspot.co.uk/2011/01/timetable.html

10. Understanding of Commercial Pressures
•Most HEI staff have not experienced the consequences
of commercial failure
http://message.snopes.com/showthread.php?t=11192

11. Timeframe
• Important to clarify time and cost inputs and
returns
http://blog.thecompanywarehouse.co.uk/2010/07/29/business-start-up-myths-%E2%80%93-you-need-a-
lot-of-money-to-get-started/olympus-digital-camera-3/

12. Timeframe
• Important to understand the HEI calendar
• Build in a slippage margin
• Typically a project can take 24 months from
initial contact to completion
http://www.techwench.com/the-perfect-timeframe-for-preparing-a-company-for-sale/

13. Costs
• Collaboration with a HEI can help your
business to achieve accelerated growth
• Clarify costs and your needs early on
http://cdn.labourlist.org/wp-content/uploads/2011/10/growth_economy.jpg

14. Costs
EXERCISE: Identify the costs to your company of
collaborating with a HEI?
http://www.smartdriving.co.uk/Assets/Driving_Assets/Photos/money.jpg

15. Cost exercise - debrief
• Opportunity cost?
• Can you afford to be out of the loop – away
from the market?
http://www.richsmanagementblog.com/wp-content/uploads/2010/12/18women_1-articleLarge.jpeg

16. Cost exercise - debrief
• Time – you cannot delegate this to a junior!
http://danno375.files.wordpress.com/2011/01/monkey.gif

17. Cost exercise - debrief
• Travel
• Legal and other professional advice
• Training
http://marketingdotcom.com/wp-content/uploads/2011/03/money.jpg

18. Cost exercise - debrief
• Risk of failure
http://remixyourhealth.files.wordpress.com/2012/01/failed.jpg

19. IPR
• What is intellectual property?
• Registered rights
• Patents
• Trademarks
• Registered designs
• Unregistered rights
• Copyright
• Know-how
• Trade secrets
• Unregistered designs

20. IPR
• Case study, video

21. IPR
• Be clear:
• what it is you want to protect
• what it is you want to achieve
• what are you prepared to give?
http://www.hv-designs.co.uk/tutorials/magnify/step1.gif

22. IPR
• Take advice!
http://www.iamstaggered.com/usa/files/2011/01/advice-uncle-joey.png

23. IPR
• Identify a sympathetic internal HEI contact
http://thriveworks.com/wp-content/uploads/2010/12/counselor-big.jpg