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
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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 eligible
Not
• Other universities /university ‘owned’ entities
• Some Government research agencies**
Why Researchers Partner
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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
Partnerships
Dr 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’t
Time from submission to start of project
Researcher objectives not compatible with industry
Long term project and relationship – budget commitment
Research team goes off at tangents
Publishes bad news
Doesn’t deliver what expected or promised
Passes on our confidential or personal details
Doesn’t report or discuss problems
Personnel 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 2009
2) ARC Linkage Projects Funding Outcomes – last 2 rounds ARC Linkage Projects by
FOR/RFCD codes for Law and Commerce
Both available at: www.arc.gov.au
Who partners ? –
business/commerce examples
Companies
National 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
UniSuper
Norwood Football Club
PureProfile
GESB
Associations/Professional Groups
CPA 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 Australia
Business Associates Network
Government
Department of Innovation, Industry,
Science and Research,
Victoria State Emergency Service
Queensland Department of Main
Roads
Business Associates Network
Western Australia Police
Not for Profit
Baptist 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
Companies
Self-Employed Barrister, Victorian Bar
PSMA Australia Ltd
Not for Profit
Fitzroy Legal Service Inc
Job watch Inc
Associations/ professional organisations
Australasian 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)
Government
New South Wales Police Force
Western Australia Police
Australian Federal Police
NSW Department of Attorney General
Corrections Victoria
Victorian Equal Opportunity and Human
Rights Commission
Australian Human Rights Commission
Australian 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)
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 important
that 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