the changing art of corporate relations more partnership…less tin cup

The Changing Art of Corporate RelationsMore Partnership…Less Tin Cup

July 16, 2012

AICADDevelopment

DirectorsGathering

Daryl WeinertAVP for Research

weinert@umich.edu

Who is Daryl?

The Evolution at Michigan

• Nov. 1999, I arrive as Director, Corporate Relations at the College of Engineering

• Jan. 2000, Establish Engineering Corporate Relations Board (Research, Professional Development, Recruiting, Licensing)

• Jan. 2002, Reporting Lines for Corporate Relations are Expanded Dual Report: Assoc. Dean Research; Exec. Director Development

• Oct. 2006, Government Relations is Added Sr. Director, Corporate & Government Relations

• Jan. 2006, Advanced Planning Group Report (OUD)

• May 2007, Advancing Innovation Committee Report (OVPR)

• Dec. 2007, Business Engagement Center Established

Context & Observations

• I’m Really Worried that my Experience at Michigan isn’t Fully Relevant for AICAD Institutions…if my presentation sucks, you can blame Karen

• In General, Corporate Philanthropy is on a Downward Trajectory

• Industry Research is an Opportunity• It Affects Federally Funded Research• The University has a Bunch More to Offer…• Companies Prefer a Single Point of Contact…and a

Customer Service Mentality• Regional Economic Development is a Growing

Priority• Our Experience Shows…by Focusing on the Whole

Relationship, Philanthropy Improves• Personalities Matter…ALOT• Leadership Support Matters…ALOT

A New Model…the BEC

• Integrate university functions to fundamentally improve partnerships with industry

• Connect industry needs with university assets

• Promote economic development

• Maximize engagement…on all levels

What This Really Means

A Single Interface to Assist Companies With:• Student Recruiting• Joint Research Projects• Student Design Projects/Team Projects• Technology Utilization/Commercialization • Faculty Consulting• Professional Development(short courses, distance learning, special programs)• Utilizing Lab Space/Facilities• Speaking Opportunities• Advisory Board Participation • Vendor Relationships• Strategic Philanthropy

A Matrix of Connections

1,248 Companies

32 Community

Organizations

41 U-M Units

BEC Relationship

Managers

Other Enhancements

• BEC Co-located with Office of Technology Transfer• Reduced Indirect Cost Rate for Industrial Research• Cost-Sharing for Industrial Research• Streamlined Contracting Process• Higher Profile for Industry Research• Revisions to Technology Transfer Policies• Enhanced Focus on Small Companies• On-line Comprehensive “Expertise Database”• On-line Comprehensive “Facilities Database”• Improved Communications…

Tools for Business

Metrics

• Revenue Research Philanthropy Tech Transfer Fees Professional Dev Misc.

• Recruiting• Interaction Data• PR• Advisory Boards• Vendor Data