1. Dr. D. ROUACH, ESCP-EAP Technology Transfer is the sale or concession, in order to make profit, of a written or oral set of knowledge which will allow the buyer to use tools, techniques and methods, in the same way than the seller for him to be able to manufacture and to make profit out of this operation DEFINITION

2. Dr. D. ROUACH, ESCP-EAP DEFINITION Dr. D. ROUACH, ESCP-EAP. BD:Definition The art of transferring progressively and in an orderly fashion, within a product and/or market expansion plan (internationalization, delocalizations, diversifications), and with a view to making a profit: technologies, knowledge, know-how, formalized methodologies (technical documentation, software, trademarks, licences) or implicit methodologies (organisational learning), enabling the receiver to appropriate and benefit form new processes (production, innovation), technique (marketing, management, accounting) and key competencies

3. Dr. D. ROUACH, ESCP-EAP T.R.A.N.S.F.E.R.  Key issues The ‘ F ’ to act  Transfer and... ‘ TransFAIRE ’ of technology TransFAIR of technology TransFEAR of technology TransFARE of technology 1 2 3 4 Acting with METHOD Acting with EQUITY Acting without FEAR Acting to GET PAYED The « F » to act T ransmit R eproduce A utonomise Negotiate S elect F ormalise E xchange p R ofitability Evaluating the transferability Adapting the technologies Training progressively Negotiating abroad Choosing a partner Simplifying and making the procedures easier Building a network Building a business plan Transferring step by step Defining Technology & Knowledge Transfer

4. Dr. D. ROUACH, ESCP-EAP The speed of the Know-How transfer is the basis of firms organization: This transfer is done through human networks: - Inside the R&D, - Between Production and Commercial departments, - Between Production and Marketing departments, - Between Development and Fundamental Research. Human communication is a matter of behaviour: It is better to communicate twice or three times. - no Know-How holding-back. - Buildings, offices and cafeterias are designed to make communication easier among people. - Network culture is omnipresent. COMMUNICATION Transfers are made by people Source : SFJTI 95

5. Dr. D. ROUACH, ESCP-EAP Reaching a better level of expertise as quickly as possible and for a minimal cost. Taking part in the ulterior development of the product. getting a quality label known at an interna- tional level, and garanteed by the partner's reputation Widening its market and changing the constraints of competition OBJECTIVES FOR THE TECHNOLOGY PURCHASER Source : J.P. Lorain, ex-Dassault, 1996

6. Dr. D. ROUACH, ESCP-EAP Taking part in large industrial and scientific schemes, which are sometimes kept only by the country that offer their financial help. Obtaining the authorisation to benefit from transfers of advanced technologies OBJECTIVES FOR THE COUNTRY BUYING THE TECHNOLOGY Orientating technological developments and induced investments to : - industrial areas that need to be strenghtened, - geographic areas to deve- lop in priority. Source: J.P. Lorain, ex-Dassault, 1996

7. Dr. D. ROUACH, ESCP-EAP THE MANAGEMENT OF TECHNOLOGY & KNOWLEDGE TRANSFERS TECHNOLOGY TRANSFERS: Are to be managed over long periods and in continuity. Allow to reconsider: * given positions and competences, * habits, mentalities and some finalities of the company. Become a key and an unavoidable element of an international firm's culture and strategy. Source: J.P. Lorain, ex-Dassault, 1996

8. Dr. D. ROUACH, ESCP-EAP The management of Technology Transfer fits into a global policy of long term development Mobilizes all the departments and functions of the company TechnicalCommercialFinancialSocial Requires a good communication in the company Goals and results expected Means to implement and efforts to be done Source: J.P. Lorain, ex-Dassault, 1996 deadlines and contractual performances

9. Dr. D. ROUACH, ESCP-EAP A COMPROMISE BETWEEN: t The expectation of the receiver, its ability to assimilate and use the transferred technology t Its abilities or its will to transfer t Its control of the technology t Its ability to conceptualize, t Formalizing its know-how and its experience by using a language and a process that be understood by others. THE TECHNOLOGY TRANSFER Each partner has different goals. These goals are often contradictory, or even opposed to each other... Source: J.P. Lorain, ex-Dassault, 1996

10. Dr. D. ROUACH, ESCP-EAP 1. 1. Technology Transfer is first of all based on trust and the quality of human resources within multifonctional teams. 2. 2. Technology Transfer necessitates a rigorous approach to limit risks (boomerang effect, diffusions, coopetitions…). 3. 3. The selection process for the partner and the transfer mode (licensing, franchising, joint-venture, turnkey, various cooperations) has to take into account strategic visions. 5 Principles 5 Principles The Management of Technology Transfer

11. Dr. D. ROUACH, ESCP-EAP 4. 4. A progressive transfer within a milestone plan allows the receiver through organizational learning to acquire its strategic autonomy 5. 5. Cross fertilization and network management of licences, franchises, and joint-ventures, allow the issuer to fully benefit from technical improvements and financial rewards (royalties, dividends) 5 Principles 5 Principles The Management of Technology Transfer