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Jerry L. Smith: Social Entrepreneurs and Universities
Q: I work for a university providing technical assistance in rural economic development. However, I am not able to advise a new client, a startup social entrepreneur, on how to work with the university's Research & Development people on the client's cutting edge ideas and subsequent patents. Rather than the relationship being client-driven and all-in-the-client's-interest, I've known of too many instances at other universities where such clients are taken advantage of.
This person has very little money but a tremendous idea for rural revitalization using green technologies. She would be my first client to work directly with the other side of the campus.
Do you know of any helpful studies or reports, or do you have any advice, on working with universities so as to gain the most and lose the least?
Patrick O'Heffernan responds:
I don't know of any studies or reports but I have worked with a university incubator and can offer some advice there. I would start with a meeting with the R&D staff first, without your client, and determine what ground rules they are operating under. Make sure before you meet that you have a clear idea of what services you will want from the university before starting the process.
Often college incubators have policies passed by the trustees and vetted by their lawyers that they must follow. Get copies of guidelines and policies if you can (it should be public information) in advance of the meeting so that you have an idea of where they will start from and what kind of flexibility there is in their position. If it appears from your discussion that they will not operate fairly, this may not be your best strategy. But, chances are that the guidelines lay out processes for negotiating profit and cost sharing.
Try and reach a consensus with them before bringing your client in. Although you will ask them to sign secrecy pledges/non-compete, etc papers, these may or may not be useful. What may be more useful is a non-binding MOU that you work out with them regarding, in general, how the negotiation of costs and earnings will be shared.
Give all of this information to your client and discuss the MOU with her. Bring them together only if she wants to move forward. If not, you likely have clarified what is needed if you are going to meet next with the private sector.
This person has very little money but a tremendous idea for rural revitalization using green technologies. She would be my first client to work directly with the other side of the campus.
Do you know of any helpful studies or reports, or do you have any advice, on working with universities so as to gain the most and lose the least?
Patrick O'Heffernan responds:
I don't know of any studies or reports but I have worked with a university incubator and can offer some advice there. I would start with a meeting with the R&D staff first, without your client, and determine what ground rules they are operating under. Make sure before you meet that you have a clear idea of what services you will want from the university before starting the process.
Often college incubators have policies passed by the trustees and vetted by their lawyers that they must follow. Get copies of guidelines and policies if you can (it should be public information) in advance of the meeting so that you have an idea of where they will start from and what kind of flexibility there is in their position. If it appears from your discussion that they will not operate fairly, this may not be your best strategy. But, chances are that the guidelines lay out processes for negotiating profit and cost sharing.
Try and reach a consensus with them before bringing your client in. Although you will ask them to sign secrecy pledges/non-compete, etc papers, these may or may not be useful. What may be more useful is a non-binding MOU that you work out with them regarding, in general, how the negotiation of costs and earnings will be shared.
Give all of this information to your client and discuss the MOU with her. Bring them together only if she wants to move forward. If not, you likely have clarified what is needed if you are going to meet next with the private sector.
