Technology Innovation:

Technology Transfer

Support Tools for Technology Transfer Agencies and Intermediaries

By: Vadim Kotelnikov, Founder, 1000ventures.com

 

Business Environment

Successful Technology Transfer to SMEs: Main Factors

Findings of the INSME Good Practice Research

Effective Intermediaries: Strong rooting of the intermediaries at local level and an effective relationship with local enterprises (in many cases, the involvement of local actors - that is local administration, business associations, universities, banks, etc - and their participation as stakeholders in the selected intermediaries are regarded as a key success factor).

Integrated Service Package: the ability to offer an integrated package of services, customized to the SME requirements.

Specialization: Specialization and deep knowledge of one or more target industrial sectors, and/or of a specific technology to be applied to or developed within the enterprise.

Cost Effective Service: The offering of services at low prices.

Networking: The ability of intermediaries to network and of networks to integrate among them.

Partnerships: Capability of launching self-financed activities and developing partnerships with the private sector.

SERVICING CLIENTS:

Developing Technological Vision

Developing a Technology Strategy

Technology Commercialization: Venture Pathways

Corporate Venture Investing in High-Tech Start-Ups

Technology Acquisition Chain

Technology Evaluation and Selection

Model Agreements and Contracts

TECHNOLOGY FLOWS:

Technology Commercialization

Strategic Alliances

Joint Ventures

Mergers & Acquisitions

7 Tips for Technology Transfer Intermediaries

① Take the time to analyze the exact needs of your client

② Make sure your clients are serious before you dedicate significant time and resources.

③ Donít hesitate to suggest the payment of a non-refundable deposit to ascertain their commitment.

④ Present technology transfer not in isolation, but as a part of an approach to enhance business competitiveness.

⑤ Keep in close contact with your client at all times. Invest time in building a relationship of trust with the client. Manage your client's expectations.

⑥ Ensure that the final decision on the deal is taken within a matter of weeks.

⑦ Produce success stories to tell to your clients

Most Common Partner Selection Criteria

Technology Demand

Technology Offer

  • Clear management commitment

  • Existing manufacturing function

  • Existing marketing function

  • Existing R&D function OR

  • History of new product introduction

  • Resources available - financial/managerial

  • Well defined new product/process specification

  • Capability to effect and support technology transfer agreements

  • A potential on world markets

  • Technology reached the required development stage: early stage; advanced stage; or  already commercialized

  • Protection in form of patents and/or know-how

  • Well defined manufacturing procedures

  • Clear management commitment to sell technology