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Business Environment
Successful Technology Transfer to
SMEs: Main Factors
Findings of the
INSME Good Practice
Research |
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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.
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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 Don’t 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
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Most Common
Partner
Selection Criteria |
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Technology Demand |
Technology Offer |
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Clear management commitment
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Existing manufacturing function
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Existing marketing function
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Existing R&D function OR
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History of new product introduction
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Resources available - financial/managerial
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Well defined new product/process
specification
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Capability to effect and support
technology transfer agreements
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A potential on world markets
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Technology reached the required
development stage: early stage; advanced stage; or already
commercialized
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Protection in form of patents and/or
know-how
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Well defined manufacturing procedures
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Clear management commitment to sell
technology
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