ucea panel on partnering & collaboration june 10, 2008 gary w. matkin dean, continuing education...
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Sustainable International Initiatives Key Elements The “Right” Partner The “Right” Product Problems Legal Cultural Resource Disparity Mitigating Actions People Business Planning Financial Planning ReciprocityTRANSCRIPT
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UCEA Panel on Partnering & UCEA Panel on Partnering & CollaborationCollaboration
June 10, 2008June 10, 2008
Gary W. MatkinGary W. MatkinDean, Continuing EducationDean, Continuing Education
UC IrvineUC Irvine
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WHAT DEFINES A PARTNERSHIP?
• Shared goals• Shared risk and reward• Shared problem solving
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Sustainable International InitiativesKey Elements
The “Right” Partner
The “Right” Product
Problems
Legal
Cultural
Resource Disparity
Mitigating Actions
People
Business Planning
Financial Planning
Reciprocity
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The “Right” Partner• Identifying• Qualifying• Importance of Rhythm and putting “Skin in the Game”• Strategic Fit
– Resources available?– Compatibility business models – do they have a model?
• Quality• Marketing
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The “Right” Product
• What you want to “push” vs. what the market wants to “pull”
• Having the right partner is crucial • Solving the price point dilemma
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Legal Problems
• Liability Insurance• Indemnification• Copyright• Venue
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Cultural
Translation means more than just languageLocalizationManaging, if not synchronizing expectations
Intellectual propertyLiabilityProtecting your brand
Language
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Resource Disparity
• Resources to travel among other expenses• Cost of high band width• Marketing capability• Price Point
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• Nurture and develop internal capacity to manage 00partnerships• Adopt a business planning model that asks tough questions• “Court” your legal and risk mgt departments• Plan to manage financials across normal operating cycles• Distinguish upfront, sunk costs early and be prepared to 00accept some degree of same• Avoid being a “colonialist” by offer programming reciprocity• Make sure to have an appropriate accounting infrastructure
Steps You Can Take
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LIU/UCI Summary of Income ReceivedReceived by
LIU UCI2004 $293,651 2004 X2005 $333,236 2005 $14,9992006 $358,668 2006 $54,1152007 $977,214 2007 $614,5522008 (est.) $743,000 2008 (est.) $541,056TOTAL $2,705,769 TOTAL $1,224,722
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TYPES OF UNIVERSITYON-LINE PARTNERSHIPS
• Vendor/service supplier• Co-development• Marketing• Testing/evaluation• Consortium• Investor
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WHAT DEFINES A PARTNERSHIP?
• Shared goals• Shared risk and reward• Shared problem solving
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LESSON 1
Have a strategic purposefor a partnership.
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LESSON 2LESSON 2
Be open to partnerships,even when you don’t havea strategic goal.
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LESSON 3LESSON 3
Determine the realistic value ofcontributions of all partners, and identify gaps.
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Partnership ResponsibilitiesEXTENSION PARTNER
Market Assessment
Content & Instruction
Delivery SystemDelivery SystemDelivery System
Development Funds
Develop Curriculum
Marketing
Instructional Design
Academic Support
Technical Support
Evaluation
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LESSON 4LESSON 4
Define and quantify risk and create a balance between risk assumption andcontributed value.
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LESSON 5LESSON 5
Have an exit strategy and createa priori criteria for successand failure.
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LESSON 6LESSON 6
Develop a due diligence process that continues after the contractis signed.
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LESSON 7LESSON 7
Don’t be mad when your partner competes with you.
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LESSON 8Use your own “paper” when possible (which means you have to have your own paper).
A. Easy TerminationB. No ExclusivesC. Use of EscrowsD. Arrange for “Back-End” PaymentsE. Use of NameF. Own IP, but Liberalize LicenseG. Use of Standards
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LESSON 9LESSON 9
Make your contract officer your best friend - (they have problems too).
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LESSON 10LESSON 10
Establish a rhythm of interactionwith your partner.
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LESSONS FROMON-LINE PARTNERSHIPSA PRESENTATION FOR THE UCEA EXECUTIVE
ASSEMBLYCHICAGO
SEPTEMBER, 2001BY
GARY W. MATKINDEAN, CONTINUING EDUCATION
UNIVERSITY OF CALIFORNIA, IRVINE