ResearchHighlights

June 2000

Inside This Issue:

Private industry is a source of research funding for faculty from a variety of disciplines. This month’s Faculty Focus offers guidance in getting started.

Developing Relationships with Industry

More and more, universities and their faculty are turning to private industry for research funding and the development and marketing of products discovered and researched in university laboratories. Private industry offers much needed research funds, realized potential of discoveries, and professional acclaim for researchers. But with all the competition for precious private research dollars, how can faculty members develop productive relationships with private industry?

“The first step,” says Dr. James Vaughan, Barnard Distinguished Professor of Mechanical Engineering, “is to shake hands and talk to people.” Travel to industry conferences; learn about the research topics that interest industry. Make sure they are aware of the research opportunities UM has to offer. The second step, says Dr Vaughan, is to “publish in industrial journals” as well as in academic journals. “Develop a strong reputation as a solid and trustworthy researcher,” says Dr. Vaughan, “and companies will check you out.”

The third step, says Dr. Walter Chambliss, Associate Director in the National Center for Natural Products Research and Professor of Pharmaceutics, is to “make sure that the investment is cost justified for the company.” This means that you must have completed all of the preliminary research before trying to develop a partnership with a company. Companies want to be sure the product in which they are investing will ultimately lead to profits.

Working with industry for the first time can be daunting, particularly because there are several differences in working with industry as opposed to a government agency or another university, say Vaughan and Chambliss. The first difference is that industry is working for profit and is more interested in the results of research than in the value of the research itself. This means that, before taking any new research to industry representatives, you should first be sure that the marketable aspects are well defined. This also means that, when pitching your research topic to industry leaders, you should be sure that the presentation is goal oriented. Within the first five minutes of any presentation, it should be apparent to what extent the research will affect the market.

Secondly the research timelines may be much shorter than with federal agencies or other non-industrial sponsors. Again, industry is interested in bringing new products to market. The faster they are able to market your research, the longer they are likely to profit and the more likely to beat their competition to a market niche.

Thirdly, there is no full proposal submission process involved with industry. Contracts and statement of work forms, however, will be essential. Make sure to clear all such documents through the UM Transmittal procedures (as required anytime documents referencing work to be performed or funding to be received are submitted to potential external sponsors).

Agreements emanating from industry contacts may vary quite a bit from the standard federal agreement. For instance, they will very likely involve clear-cut deadlines for work and any deliverables. The necessary agreements may also specify limitations on publication of results. There may be, for example, a “delay of publication clause” in any industry contract: industry may require you to wait until any patents are obtained before you can publish your research. You also may find that you will be requested or required to omit any “trade secrets” from your published work.

However unfamiliar the processes of developing relationships with industry, there are many advantages to working with industry, and when University faculty are able to transfer new and innovative products from the lab to the market, everyone wins. For assistance with developing research for and with private industry, please contact Patrick Brown, Associate Director for Sponsored Programs (915-7482) or Vic Sullivan, EPSCoT Project Coordinator (915-3177).

-contributed by Vic Sullivan

External Grants and Contracts/Awards 2000-2001

March Awards $ 5,719,821 25 Awards for March
April Awards $ 3,296,638 19 Awards for April
YTD Awards $ 24,271,558 228 Awards for year-to-date

16.3% increase in total number of dollars awarded year-to-date

Proposals Submitted

March 2000 $8,458,290 24 Proposals Submitted
April 2000 $7,364,807 30 Proposals Submitted
YTD Proposals $122,500,468 327 Proposals year-to-date

44% increase in total amount requested year-to-date

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