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Outsourcing - how to identify a partner and avoid loss of IP? David Corkill Senior Manager Pall Europe Limited Pall Industrial R&D Group Wednesday 18 th October 2006 www.pall.com© 2006 Pall Europe Limited
2 How to identify opportunities and the right partners? Outsourcing - how to identify a partner and avoid loss of IP? Why outsource in a technology activity? How to share and protect intellectual property? www.pall.com © 2006 Pall Europe Limited
3 www.pall.com © 2006 Pall Europe Limited "It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change." - Charles Darwin Why outsource in a technology activity?
4 www.pall.com © 2006 Pall Europe Limited Outsourcing - how to identify a partner and avoid loss of IP? Task One: How do you get a giraffe into a fridge? How do you get an elephant into a fridge? Tarzan invites all the animals to a party, which animal does not make it? You need to cross a crocodile infested river – how do you cross?
5 Founded by Dr. David Pall in July 1946, we are solely dedicated to filtration, separation and purification technologies. Annual sales of $2 billion in FY06; trading symbol on NYSE: PLL. c.11,000 employees worldwide. Operations in 80 locations in 30 countries; HQ in New York. $57.4 million investment in R&D. Operates in two broad markets: Life Sciences Industrial Dr. David B. Pall An Introduction to Pall Corporation www.pall.com © 2006 Pall Europe Limited
6 Our Vision “One day all fluids will pass through Pall products” Why outsource in a technology activity? www.pall.com © 2006 Pall Europe Limited
7 Six Year Performance $US Millions 1,000 800 600 400 200 0 1,200 04030201 1,400 $2 Billion 1,600 1,800 2,000 05 www.pall.com © 2006 Pall Europe Limited 06
8 Sales Analysis FY06 Europe 40% Western Hemisphere 36% Asia 24% Sales by Geography General Industrial 38% Microelectronics 13% Aerospace 10% Medical 22% BioPharm 17% Sales by Segment Life Sciences 39% Industrial 61% www.pall.com © 2006 Pall Europe Limited
9 Pall Corporation Today Life Science Sales Markets BioPharmaceuticals Medical Blood Biosciences Specialty Materials Life Sciences www.pall.com © 2006 Pall Europe Limited
10 Pall Corporation Today Industrial Sales Markets Industrial Water Processing Food and Beverage Microelectronics Heavy Industries Fuels & Chemicals Industrial Manufacturing Power Generation Transportation inc. Powertrain, Marine, & Mobile Equipment Aerospace www.pall.com © 2006 Pall Europe Limited
11 Market Potential for Filtration, Separations & Purification Technologies $35 Billion Food & Beverage $2,200M 6% Power Generation $2,300M 6% Aerospace $1,000M 3% www.pall.com © 2006 Pall Europe Limited
12 www.pall.com © 2006 Pall Europe Limited Outsourcing - how to identify a partner and avoid loss of IP? Task Two: What is a perfect partner? 1. Next 1 minute – No talking Write separate ideas on each Post-Its Stack in front of you Pass stack of Post-Its to LEFT 3. Next 1 minute – No talking Read only Pass Stacks to me 4. Review findings at the end of the talk 2. Next 1 minute - No talking Read ideas and write additional ideas on separate Post-Its Add to the stack Pass Stack to the LEFT
13 How to identify opportunities and the right partners? Key considerations: Observing Partners Strategic Outsourcing Capability Development Technology Sharing IPR Building Linkages to Facilitate Learning Observant Organisation www.pall.com © 2006 Pall Europe Limited
14 How to identify opportunities and the right partners? Observing Partners www.pall.com © 2006 Pall Europe Limited Networked Organisations Searching Organisation
15 How to identify opportunities and the right partners? Observant Networks with: Customers Competitors Work Colleagues Partners Associations Institutes Suppliers/Vendors Consultants Academia Conference Delegates Chance Meetings/Comments Level of understanding of the technology/opportunity by external parties Level of insight of the technology/opportunity by the acquiring business www.pall.com © 2006 Pall Europe Limited
16 How to identify opportunities and the right partners? Strategic Outsourcing The searching organisation coordinates outsourcing among partners, initiates actions and coordinates problem solving www.pall.com © 2006 Pall Europe Limited Searching Organisation
17 How to identify opportunities and the right partners? Strategic Outsourcing Searching Organisation Prototyping Services Testing Services Consulting Engineers/Scientists Technology Brokers Contract R&D facilities ICT Services Technical Publishers Standards Institutions Consultancies Conferences & Seminars Chambers of Commerce Universities Technology Centres Research Institutes Government Laboratories Government Research Agencies Suppliers Competitors Trade Associations Professional Institutes Advice Centres Work Colleagues Customers – adjacent space www.pall.com © 2006 Pall Europe Limited
18 How to share and protect intellectual property? Capability Development and Technology Sharing The searching organisation manages the development and sharing technology- based ideas among network partners Attempts to lever and develop each partners’ core competencies Provides incentives for network to share their capabilities and competencies with partners 5Cs = Capability + Capacity + Credibility + Culture + Compliance www.pall.com © 2006 Pall Europe Limited Searching Organisation
19 How to share and protect intellectual property? Building Linkages to Facilitate Learning Searching Organisation The searching organisation emphasizes to partners the need to build linkages between value chains and networks of value chains. The strategic network seeks to develop a competitive advantage in primary or support activities www.pall.com © 2006 Pall Europe Limited
20 Potential impediments to sharing and IP protection Absence of a Plan for Joint Value Capture Lack of appropriate symmetry with partners can lead to early termination of relationships, leaving true capabilities untapped Overprotective Approach to Innovation Sharing Partners are reluctant to share details on early stage projects, preventing obscured technology-application matches Undifferentiated Value Proposition for Partners Reliance on currency as the sole “deal driver” leaves a company without advantage over competitors Uncoordinated Partnership Management Poorly aligned incentives within peer functions (such as accounts, procurement, R&D etc) create conflicting messages to current and potential partners www.pall.com © 2006 Pall Europe Limited
21 Outsourcing - how to identify a partner and avoid loss of IP? Some Concluding points: 1.What is your vision – what are you good at and do it in-house 2.Value for investment – a key driver 3.Select your partners carefully – keep searching for the 5Cs: Capability + Capacity + Credibility + Culture + Compliance 4.Manage your partners strategically: a.A mutual trusting contract – but balanced with the R&D usefulness b.Flexibility and open – being able to work with networks www.pall.com © 2006 Pall Europe Limited
22 How to identify opportunities and the right partners? Outsourcing - how to identify a partner and avoid loss of IP? Why outsource in a technology activity? How to share and protect intellectual property? www.pall.com © 2006 Pall Europe Limited
23 www.pall.com © 2006 Pall Europe Limited and Pall are trademarks of Pall Corporation. Outsourcing - how to identify a partner and avoid loss of IP? "If change is happening on the outside faster than on the inside then the end is in sight." - Jack Welch “… there are always more smart people outside your company than within." - Bill Joy
24 www.pall.com © 2006 Pall Europe Limited Outsourcing - how to identify a partner and avoid loss of IP? Task One Answers: How do you get a giraffe into a fridge? How do you get an elephant into a fridge? Tarzan invites all the animals to a party, which animal does not make it? You need to cross a crocodile infested river – how do you cross? Open the fridge’s door, place the giraffe in the fridge, close the door. Open the fridge’s door, release the giraffe, place the elephant within, close the door. The elephant – he is in the fridge. However you want – the crocodiles are at Tarzan’s party.
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