Internal support
The Business Development team works closely with academics to build compelling propositions that drive successful industry engagement and research impact.
We provide a business development framework and support growth areas to engage with industry partners.
Types of engagement we support
We work closely with key stakeholders to provide business development support on collaboration and service delivery activities:
Contract research
Contract research is REF-attributable research actively funded by industry or government which will lead to new knowledge generation. These projects are likely to be time-bound and involve specific deliverables.
We will support the delivery of contract research from the initial scoping phase, to account management and delivery. We have the tools and processes to develop contract research partnerships, including proposition creation, business plans, value propositions, pricing, and negotiation.
Collaborative research
Collaborative research involves different research partners, from academia and industry, working together to deliver a joint research project. These projects are usually funded by grants from external bodies. Partners can either make direct financial contributions to the project, or ‘in kind’ contributions, such as staff time, access to facilities, or recruitment of research participants.
We can support collaborative research bids through landscaping and giving insight into specific market sectors, scoping potential industry partners, and assisting with engagement. You can also ask us to assist with providing relationship management when working with industry partners.
Consultancy
Consultancy is the provision of expert advice, analysis and interpretation which draws upon the expertise and knowledge of University staff or facilities.
Unlike research, it does not have a prime purpose in the generation of new knowledge. The ownership of results belongs to the external client, and publication is only permitted with client approval. Project deliverables are defined and time limited.
Consultancy can often be used as a stepping stone to larger research projects and is a good first step to engaging with non-academic partners.
We can support engagement with external partners by providing you with assets and guidance. We can also advise on business planning, proposition development and engagement.
Continuing professional development
Continuing professional development (CPD) is delivered to individuals in work to upskill them and support the growth of businesses and organisations regionally, nationally and internationally. The University offers online and face-to-face CPD provision.
We can support CPD activities by providing a view on industry sectors and the alignment of potential industry partners. For example, we could assist with marketing and promotion of courses with external partners and refer opportunities.
Facilities
The Bioscience Technology Facility provides open access to technology and research services for the biosciences in academia and industry. Our clients include research groups from within the University and many external universities throughout the world, as well as an array of commercial enterprises of all sizes.
We can support by promoting the service, and by aligning our expertise and facilities with the needs of industry partners.
How we work with delivery teams
We support each delivery team at different stages of the gate process:
- Contract research: Gate 0 to Gate 6
- Collaborative research: Gate 0, Gate 2, Gate 3 and Gate 6
- Consultancy: Gate 0 to Gate 2
- CPD: Gate 0, Gate 4 and Gate 6
- Facilities: Gate 0 and Gate 6
Infographic summarising the gate processes for each delivery team. Each gate process is explained in more detail later.
Gate processes
Gate 0 is a chance for idea generation and developing concepts and opportunities for engagement with external partners.
Depending on the potential opportunity, we can support in the following areas:
Contract research
Scoping industry partner options. We can offer insight on:
- Industry sector landscape
- Insight and alignment of potential partners
- Build portfolio of industry sector partners
Collaborative research
Scoping industry partner options. We can offer insight on:
- Industry sector landscape
- Insight and alignment of potential partners
- Build portfolio of industry sector partners
Consultancy
Scoping industry partner options. We can offer insight on:
- Industry sector landscape
- Insight and alignment of potential partners
CPD
Scoping industry partner options. We can offer insight on:
- Industry sector landscape
- Input into portfolio management based on research strengths and industry sector engagement
Facilities
We can offer insight on:
- Industry partner scope and promote
- Industry sector landscape
- Marketing support
- Promote with industry partners
At Gate 1, we begin scope and preparation for engaging with potential industry partners. This includes:
- Creating key assets such as presentations built around industry needs.
- Support with pitching, pricing and negotiation
- Contract guidance including NDAs, etc
- Market research and validation
Depending on the potential opportunity, we can support in the following areas:
Contract research - opportunity focus
- Discovery meeting/workshop
- Value proposition
- Pitch presentation/positioning
- NDA/agreements
- Pricing/negotiation
Consultancy - opportunity focus
- Discovery meeting
- Value proposition
- Pitch presentation/positioning
- NDA/agreements/pricing guide
At Gate 2, we take a detail focused approach to developing an opportunity with external partners. This can include:
- Scoping potential, selection and prioritisation of partners
- Providing support on details for the project to assure sign off
- Support with costing and pricing
- Projects tracking – customer relationship management
Depending on the potential opportunity, we can support in the following areas:
Contract research
Delivery definition:
- Business canvas
- Business case
- Pricing
- Deliverables
Collaborative research
We can assist with industry partner selection, from searching for potential partners to evaluating options and ultimately selecting a partner.
Once you have a partner selected, we can support with partnership engagement:
- Making contact
- Meeting
- Presentation pitch
- Coordination
Consultancy
Delivery definition:
- Business canvas
- Business case
- Pricing
- Deliverables
At Gate 3, we confirm essential elements for project sign-off, such as:
- Scope of work, requirements, outputs
- Quotation
Depending on the project, we can support in the following areas:
Contract research
We can support with the quote phase:
- Negotiation/coordination
- Account management
Collaborative research
We can support with the bid writing process and partner management:
- Industry support
- Account management
Gate 4 is the contract stage where agreement from the external partner(s) is gained. Depending on the project, we can support in the following areas:
Contract research
We can support with:
- Contract phase - Business Development Support
- Negotiation / coordination
- Account management
CPD
We can support with:
- Marketing
- Marketing support
- Promoting with industry partners
Gate 5 focuses on the delivery of the project. In this phase, we can support by providing account management on larger scale collaborations and with strategic partners.
We can support with:
Contract research
Delivery phase – account management.
- Support
- Feedback
- More opportunities
At Gate 6, we review the project at defined milestones or on its completion.
Depending on the project, we can support in the following areas:
Contract research
- Completion phase – account management
- Feedback/more opportunities
Collaborative research
- Completion phase – account management
- Feedback/more opportunities
CPD
- Completion phase – opportunity development
- Feedback/more opportunities
- Cross-sell additional services
Facilities
- Completion phase – opportunity development
- Feedback/more opportunities
- Cross-sell additional services