Successful Technology Transfer to
SMEs: Main Factors
Findings of the
INSME Good Practice
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).
Service Package: the ability to offer an integrated
package of services, customized to the
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.
The offering of services at low prices.
The ability of intermediaries to network and of networks to
integrate among them.
Capability of launching self-financed activities and developing
partnerships with the private sector.
Developing Technological Vision
Developing a Technology
Technology Commercialization: Venture Pathways
Venture Investing in High-Tech Start-Ups
Technology Acquisition Chain
Technology Evaluation and Selection
Model Agreements and Contracts
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
⑤ Keep in close contact with your
client at all times. Invest time in building a relationship of
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
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
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
Protection in form of patents and/or
Well defined manufacturing procedures
Clear management commitment to sell