Difference between revisions of "How to talk to Industry"
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(New page: == How to make contacts? == Main idea: Select companies necessary for the project, identify and exploit interests * Use existing networks with companies * Networking events (like ICT prop...) |
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Main idea: Select companies necessary for the project, identify and exploit interests | Main idea: Select companies necessary for the project, identify and exploit interests | ||
* Use existing networks with companies | * Use existing networks with companies | ||
| − | * Networking events (like ICT proposer’s days) | + | * Networking events (like ICT proposer’s days), Workshops/Exhibitions |
*Asking companies for open problems / challenges ? | *Asking companies for open problems / challenges ? | ||
** Are companies willing to tell you? | ** Are companies willing to tell you? | ||
| + | * Become visible | ||
| + | ** Conferences with industry participation | ||
| + | ** Webpage | ||
| + | ** Be present also in non-scientific media (TV, newspaper) | ||
| + | ** Show your research and work in the media (we may then get contacted) | ||
| + | ** Sit and wait: Companies knows about group work in some way | ||
| + | |||
* Important issues | * Important issues | ||
** Concrete vision about what to give/what is required | ** Concrete vision about what to give/what is required | ||
| Line 11: | Line 18: | ||
** Location of the company does matter: important for sustainable cooperation | ** Location of the company does matter: important for sustainable cooperation | ||
| + | * It is a long process to approach and concretize results with industry contacts | ||
| + | * Informally at conference, from network events, from personal contacts | ||
| + | * Social networking | ||
| + | * Join local IEEE chapters, Informatics societies | ||
| + | * Have a beer .. | ||
| + | |||
| + | * Think about who to approach, it is a lot of effort to maintain the relationship | ||
== How to motivate a partnership? == | == How to motivate a partnership? == | ||
| Line 21: | Line 35: | ||
* Free advertisement / being in the media (?) | * Free advertisement / being in the media (?) | ||
| + | * Build up trust via small projects | ||
| + | * Show maturity of your work | ||
| + | * Give away master thesis students to company? | ||
| + | * Give company ~6 months planning time for a joint project | ||
| + | |||
| + | * Show there is a benefit: | ||
| + | ** Financial | ||
| + | ** Standing: how to help your partner in the company improve his own standing, his own department inside his organisation | ||
== How to communicate with industry partners? == | == How to communicate with industry partners? == | ||
| Line 34: | Line 56: | ||
** Classified, crucial information for their business | ** Classified, crucial information for their business | ||
** Privacy concerns | ** Privacy concerns | ||
| + | |||
| + | * Be yourself | ||
| + | * Show abilities / R&D profile | ||
| + | * Refer to successful projects/cooperations | ||
| + | * Present best practise / working devices | ||
| + | * Empower the communication partner to make decisions | ||
| + | * Find „happy medium“ for level of abstraction | ||
Latest revision as of 13:10, 14 July 2011
How to make contacts?
Main idea: Select companies necessary for the project, identify and exploit interests
- Use existing networks with companies
- Networking events (like ICT proposer’s days), Workshops/Exhibitions
- Asking companies for open problems / challenges ?
- Are companies willing to tell you?
- Become visible
- Conferences with industry participation
- Webpage
- Be present also in non-scientific media (TV, newspaper)
- Show your research and work in the media (we may then get contacted)
- Sit and wait: Companies knows about group work in some way
- Important issues
- Concrete vision about what to give/what is required
- Size of the company does matter: SME, big companies
- Location of the company does matter: important for sustainable cooperation
- It is a long process to approach and concretize results with industry contacts
- Informally at conference, from network events, from personal contacts
- Social networking
- Join local IEEE chapters, Informatics societies
- Have a beer ..
- Think about who to approach, it is a lot of effort to maintain the relationship
How to motivate a partnership?
- Improving their products
- Testing some novel approaches
- Use and apply their products – new applications (“killer application”)
- Benefits of funding itself ( getting money ;-) )
- Contacts to future personnel
- Joint publications (?)
- Free advertisement / being in the media (?)
- Build up trust via small projects
- Show maturity of your work
- Give away master thesis students to company?
- Give company ~6 months planning time for a joint project
- Show there is a benefit:
- Financial
- Standing: how to help your partner in the company improve his own standing, his own department inside his organisation
How to communicate with industry partners?
- Different ways to approach partners providing:
- Products, services
- Personnel/knowledge
- Governmental-near with social interest
- “Sell” the vision and explain potential outcome
- Have to identify value for them – possible outcome (profit)
- Be aware of IPRs and “strategic secrets”
- Data sets they don’t want to share
- Classified, crucial information for their business
- Privacy concerns
- Be yourself
- Show abilities / R&D profile
- Refer to successful projects/cooperations
- Present best practise / working devices
- Empower the communication partner to make decisions
- Find „happy medium“ for level of abstraction
