1. Working with Industry: Culture and Expectations Jim Capistran November 18, 2010

2. 2 2010 Industrial Collaborations - Historically Working with Industry has changed over the decades 1980’s - wanted to be associated with good schools and people recruitment and ‘name dropping’ - people 1990’s – research had to be affiliated with a business unit BU’s controlled R&D dollars 2000’s – Academia became ‘out-sourced R&D’ centers philanthropy just about gone 2010’s – Companies are looking more for ‘ready to go’ technologies many are less interested in E&F research looking for more applied research & product support

3. 3 2010 University - Industrial Research Collaborations From UMass (Faculty) perspective Scientific or academic merit Must be free to publish (delay for patent protection acceptable) Avoid ‘ concrete ’ deliverables (target milestones and outcomes OK) Clear research plan and agreement with sponsor Faculty control of program Agreements must comply with BoT / UMass policies, MA state, U.S. federal and IRS laws

4. 4 2010 University – Industrial Research Collaborations From Industrial perspective Look at Universities as an extension of R&D Interested in ‘ application ’ and affect on bottom line Dollar amount is important Looking for future workforce – recruitment Use of analytical facilities University as a source of ideas – but compete with ‘ NIH ’ syndrome

5. 5 2010 University – Industrial Research Collaborations From ‘ the Collaboration ’ perspective The program / project must be a ‘ fit ’ for both Make sure the ‘ time-lines ’ work for both – avoid ‘ fire-fights ’ Long term partnerships are better than research projects There should be a ‘ champion ’ on both ends The outcomes should be beneficial to both publications and degrees for UMass solid research results and findings for Industrial partner Be mindful of ‘ who you ’ re working with ’ - competitors

6. 6 2010 Types of Research and Relationships Types of research … projects … programs … partnerships … ‘ Work for hire ’ (RSA) and sample evaluation analysis (should have a research component, avoid becoming a ‘ test lab ’ ) Short and long term sponsored research under a SRA Master research agreements … Correspond to types of relationships One time projects – usually not worth the time Long term partnerships and Master Partnership Agreements Small and mid-sized companies vs. traditional large companies

7. 7 2010 Building & Keeping the Relationships Long term Partnerships require work on both sides Need to get through IP, ECL/ITAR, etc. with minimal damage Good research collaborations: results and reports Maintaining contacts and ‘ champions ’ – have several POC ’ s Visits both ways – at UMass & at Industry Good relationships take time – usually 1 year to get to acquainted Be mindful of ‘ who you ’ re working with ’ - competitors

8. 8 2010 New mechanisms for moving research forward UMass Innovation Institute (UMII) Not-for-profit 501(c)(3) corporation in formative stages Will compliment research on campus; more applied; focus on moving research forward and technology translation Will extend the types of research UMass can do DOD and similar & Industrial development Will be set up to facilitate start-ups and spin outs Located mainly off campus and be set up to handle confidential information, IP, export control, etc. (not subject to public University rules & regulations)