Identifying and Developing industry/external partners for

Linkage Research Projects

17 May 2010

Jenny Wilson, Strategic Development Manager, Griffith Institute for Social and Behavioural

Research

(and experts from Centre for Work, Organisation and Wellbeing, and Socio Legal Research Centre!)

Format

• Linkage partners – the rules - reminder• Identifying possible partners• Making contact• Seeking support for a specific research project• Questions, comments and advice

ARC Linkage Project

Industry Partner involvement needed• Cash and in-kind commitment• Active involvement in research program• Project relevant and of use

Contributes directly to 25% of weighting

Who is an eligible industry partner?

• Private company• Charity or not for profit agency• Government agency *• Overseas organisations eligible• More than one partner eligibleNot• Other universities /university ‘owned’ entities• Some Government research agencies**

Why Researchers Partner

• Access to data• Sample groups and research subjects• Application of research to real problems• Practical ‘on the ground’ expertise &

understanding

Why industry partners – ARC view

Source: Academia-Industry Linkages Forum. The University of Queensland March, 2009 An ARC Perspective on Research PartnershipsDr Ian D R Mackinnon, Executive Director, Engineering and Environmental Sciences, Australian Research Council Coordinator: Linkage Projects and Linkage Infrastructure, Equipment and Facilities Schemes: http://www.arc.gov.au/pdf/P_AILF_09Mar09.pdf

Why industry partners - some other reasons

• Independent validation • To collaborate with others on issue of

common importance• To test new system, strategy, idea that is

outside immediate organisation priorities• Personal interest in research or improving

research skills• Forming a link with University

And why they don’tTime from submission to start of projectResearcher objectives not compatible with industryLong term project and relationship – budget commitmentResearch team goes off at tangentsPublishes bad news Doesn’t deliver what expected or promisedPasses on our confidential or personal detailsDoesn’t report or discuss problemsPersonnel that we are working with are not those with

whom we discussed the project – difficult relationships with project staff

Who partners?Following material is drawn from 1) ARC Annual Report 20092) ARC Linkage Projects Funding Outcomes – last 2 rounds ARC Linkage Projects by

FOR/RFCD codes for Law and CommerceBoth available at: www.arc.gov.au

Who partners ? – business/commerce examples

CompaniesNational Australia Bank SMSF Professionals’ Association of Australia Ltd Compdata Pty Ltd, LG Electronics Australia Ltd, TNT Australia Ltd Australian Football League ESS Super Westpac Banking Corporation UniSuperNorwood Football Club PureProfile GESB

Associations/Professional GroupsCPA Australia Franchise Council of Australia Australian Senior Human Resources Roundtable CFMEU Mining & Energy Division National Tertiary Education Union Universities Australia Construction Industry Institute Australia Australian Institute of Management Western AustraliaBusiness Associates Network

GovernmentDepartment of Innovation, Industry, Science and Research, Victoria State Emergency Service Queensland Department of Main Roads Business Associates Network Western Australia Police

Not for ProfitBaptist Community Services (NSW and ACT), Lutheran Community Care Meals on Wheels SA Cancer Council New South Wales Cancer Council South Australia

Who Partners ? – Law & Legal examples

CompaniesSelf-Employed Barrister, Victorian BarPSMA Australia Ltd

GovernmentNew South Wales Police Force Western Australia Police Australian Federal PoliceNSW Department of Attorney GeneralCorrections VictoriaVictorian Equal Opportunity and Human Rights Commission Australian Human Rights CommissionAustralian Agency for International Development (AusAID) Landgate Land Victoria Department of Lands NSW Guardianship and Administration Tribunal (Qld) Office of the Adult Guardian (Qld) Office of the Public Advocate (Qld) Victorian Civil and Administrative Tribunal Office of Public Advocate (Vic) Guardianship Tribunal (NSW) Office of Public Guardian (NSW)

Associations/ professional organisationsAustralasian Institute of Judicial Administration (AIJA) Victorian Association for the Care and Resettlement of Offenders (VACRO) United Nations Inter-Agency Project on Human Trafficking in the Greater Mekong Sub-region (UNIAP) International Organization for Migration (IOM)

Not for ProfitFitzroy Legal Service Inc Job watch Inc

Identifying partners -What is your project/research really about?

Suggest concept paper to: • clarify your thinking & why you need partners• Identify potential partners• use as a briefing for prospective partners• Identify other possible funding sources

. . . .And at some point a briefing / concept document will be needed

Identifying possible partners – starting points

• Self knowledge & existing relationships (including conference attendances)

• Ask colleagues• Previous ARC linkage partners• Reference material (trade associations,

industry lists)• Library almanacs and directories• Online searches

Who could be interested

• Obvious – organisations who work in your field or have similar objectives

On line searches

Who could be interested

• And not so obvious. . . .

What are their objectives and priorities?

Connecting with prospective partners

• ‘Cold Calling’ – luck and timing – relationship development – not necessarily immediate linkage partner

• Conferences, associations and professional bodies

• Existing relationships – including ‘consultancy clients’

• Joining established academic-industry partnerships

Talking specifics

Discuss project idea and be prepared to modify• Cold call – send project details, send latest

research reports• Conferences – follow up on meetings and

business card swaps• Contact existing colleagues in industry and

consultancy clients

Cold calling Relationship building to establish future linkage

partner• Linkage is long term relationship• Don’t just look for the potential cash providers• Short term projects to explore working

relationship and establish trust (internal grants, small consultancies, presentations, contribute in workshops and project committees)

communicating –DON’T SEND YOUR ‘WORK IN PROGRESS’ ARC

DRAFT APPLICATION !

Using a briefing note/concept paper

written overview of project to inform lay reader • Concise but comprehensive (2 pages)• Clear and easy to follow• Reliable• Relevant to reader

Relationship matters

• Linkage is long term relationship• Will need compromises• Be clear on what you will not or cannot

compromise upon• Be clear about who will be doing the work,

when you expect to deliver outputs, that research involves ‘unknowns’ and how you will address these in the partnership

• How the partner will be involved

Every funding approach is an exercise in trust:

the project is importantthat the researcher/team has sufficient expertise to

undertake the project (external evidence, project plan and costs) and really understands what the ‘problem’ is; and

The proposed project offers a credible way that the ‘problem’ might be addressed.

Key points of discussion

• Discussion covered a variety of ways that successful industry partners have emerged but examples provided pointed to the importance of establishing and maintaining a relationship with the prospective partner.

Researchers’ experience with gaining linkage partners• Build on opportunities for further research highlighted in consultancies or

smaller research projects • Develop personal relationships with potential partners based on similar

interests• Build up relationships during consultancies or other research projects• Attention gained through widespread dissemination of one’s own research

through talks, media and publications gains interest from potential partners • Capitalise on your own or your institution’s research expertise or build a cluster

of experts with long-term reputations• Unusual opportunities – eg. A small advertisement for university research

partners was spotted in an industry magazine• A former RHD student who worked for the government became the link with

the industry partner• A consultant wanted to improve their credibility, so initiated teaming up with

university researchers• With indigenous partners, spend substantial time with them building up and

maintaining relationships and trust

Further tips• Researchers generally don’t like asking for money, but if you don’t ask you

don’t get it• If unsuccessful the first time, rework it or bring in extra partners• Industry loves to use government research money• Don’t underestimate the expertise that university researchers have to

offer• Internal granting schemes are useful as a way to establish a relationship

with a potential partner and baseline data – utilise the GUICS scheme• Try not to be too modest about one’s expertise nor overconfident – take a

colleague to help profile your expertise if you feel uncomfortable about self promotion

• Build on the potential partner’s ‘bright idea’ to create enthusiasm and encourage them to go through the linkage process

• Get your research out into public/industry events/media• Follow up on business card swaps – build relationships• Spend time with people who have similar interests – make friends

Help to prepare your ARC Linkage• The Office for Research has resources and personnel to help

you prepare your application – eg. The budget• Your research Centre can assist with preparation of the

application (eg. sourcing costs for budgets)• If government won’t commit to a project due to an impending

election, the university can receive all the 3 year funding commitment up front and release it appropriately

• Importance of developing the ability to 'talk costs' to partners• See if OR is available to assist at meetings when discussing

budget or legal/ IP requirements

Some of the questions asked raised the following advice:• - it is possible to agree that some data and information from the project

remains confidential , or confidential for an agreed period of time, but this should be balanced with the expectation that public (ARC) funding should result in publications that further knowledge in the discipline ( - Jenny comment: if the partner wants control or to lock up results indefinitely, then it is probably a consultancy and will not advance the publication measures for academic career, and the researcher might not be able to meet his/her ARC obligations)

• - important that you stay engaged with the partner, attending meetings, briefings and discussions through out the project - this is particularly important for projects with indigenous communities

• Use OR support to plan project. There is a team to support GBS applicants – contact Graham Wise

• problems can arise if the application is unsuccessful - particularly if ARC does not give full feedback

• - industry is often frustrated by the length of time for the application to be decided - might be possible to do interim consultancy or internal grant but important that you ensure that the consultancy/ internal grant funded work are seen as distinct - arc can build on work but it must be clear that it is not an ongoing already funded project