Building Industry–University Research Centers: Some Strategic Considerations

This paper reviews the importance of industry–university relationships and the strategic considerations within the context of these partnerships in university research centers. We have identified several factors that are particularly important to industry in building relationships with university centers. These include: acquiring skills, knowledge and gaining access to university facilities; organizational cultures that are more organic; flexible university policies for intellectual property rights, patents and licenses; and the presence of champions. Firms also have explicit collaborative strategies for partnering with universities where firms can be segmented into three distinct clusters: Collegial Players, Aggressive Players and Targeted Players. Collegial Players are often large firms working with universities and university‐sponsored consortia on topics of interest that have long‐term value rather than promise immediate commercial opportunities. Aggressive Players are both large and small firms who employ university relationships specifically to develop and commercialize a wide range of marketable products and services. Targeted Players are often smaller firms, largely interested in using university relationships to address specific issues central to their business. We conclude by discussing key implications for both industry and universities.