NETWORK for BUSINESS ENGAGEMENT A ONE-STOP Destination for

NETWORK for BUSINESS ENGAGEMENT A ONE-STOP Destination for

NETWORK for BUSINESS ENGAGEMENT A ONE-STOP Destination for Business, Industry, & Investor Engagement Part of an integrated approach to University engagement with the private sector MSUs place for connecting to the private sector 02/13/2020 2 Our focus is Faculty were here to make you more successful Connecting your research to companies that are interested in what you do. Company perspectives enrich your program $11 Million in grants last year Taking your ideas to the marketplace seeing you ideas put to practice. $4.2 million in royalty revenue last year >$500,000 distributed to faculty Creating companies from your ideas. Professional help to create the best chance for success.

Engaging students in alternative careers. 02/13/2020 3 02/13/2020 4 Part of an integrated approach to University engagement with the private sector MSU-T Licensing activities lead to further research investment or faculty engagement Business-CONNECT Spartan Innovations Market and Patent research identify partners for licensing, sponsored research & philanthropy Sponsored Research involves a negotiation of licensing terms and

leads to follow-on engagements Corporations donate money and goods, in exchange for access and visibility for hiring & collaborating CFR Each group has a focus but we share relationships and we do our homework together. Working as a team is critical to success, so the Innovation Center is organized as a unit under the VP for Research, with MSU Foundation ownership interest in SI. OVPRGS Steve Hsu VP-Research & Grad Studies Innovation Center Charley Hasemann Asst VP for Innovation & Economic Development MSU Foundation

Business-CONNECT MSU Technologies Spartan Innovations, L3C Charley Hasemann Rich Chylla Dave Washburn Executive Director, Bus-CONN Executive Director, MSUT Executive Director, MSU Foundation 02/13/2020 6 Working with Business-CONNECT Research Collaborations with Company Sponsors Connecting our strength to their needs

02/13/2020 7 Stephen Hsu VP Research Charley Hasemann Brice Nelson Jeff Myers Associate Director Associate Director Marta Palmer Executive Assistant Guangming He

Randy Sheets Charlene Fortin Data Analyst Contract Attorney Contract Admin Tina Ramos Contract Review 02/13/2020 8 There are several groups that engage in different ways to established sponsored research at MSU: Business-CONNECT Corporate-sponsored Research and Fee-for-Service Agreements Industry-sponsored Clinical Trials OSP (Pre-award) Federal Grants and Contracts

Foundation Grants Federal Clinical Trials Federal pass-through contracts even through corporate channel (in cooperation with B-C) CGA (Post-award) Account creation and compliance monitoring for all awards 02/13/2020 9 Business-CONNECT: The Front Door to MSU Identify MSU Resources: we help companies find researchers & facilities; we navigate the university for them Build Partnerships: we do proactive business development to build on strategic opportunities bring us your ideas One-Stop Shop: We act as an advocate for the deal, translating among stakeholders to find the win-win; we negotiate and sign the agreements 10 Working with MSU Business-CONNECT MSU Network

External Business Partners Understand what the business Understand what thewhere business really wants, and there really wants, and where there is room to negotiate. is room to MSU negotiate. Explain policies. Explain MSU

policies. BUILD RELATIONSHIPS. BUILD RELATIONSHIPS. 02/13/2020 Understand faculty needs and Understand needs and necessary faculty resources to deliver. necessary resources to deliver. MSU Business-CONNECT Conducting Honest Broker negotiations that bring all viewpoints to the table MSU Research Ensure deals fit University Ensure dealspolicies fit University

policies MSU Admin and Policies 11 MSUs goal is to develop the whole relationship Get the graphic of partnership from Lucille Adapted from The Collaboration Imperative: Universities and Industry as Partners in the 21st Century Knowledge Economy. Wayne Johnson, VP Hewlett-Packard April 25, 2006 Strategic Partner Sponsorship Level of Engagement Support Research Awareness Career Fairs Interviews Phase One 02/13/2020

Involvement Workshops Industry Affiliates Support contracts Research Grants Student Organizations Internships Philanthropic Consortia Guest lectures

Phase Two Traditional Engagement Phase Three University Initiative Sponsorship Grad Student Collaborative Research Outreach Executive sponsorship Joint partnerships State Education lobbying Major gifts Business development Education proposals

Phase Four Phase Five Holistic Engagement 12 MSU has a large variety of industry partners 02/13/2020 13 How can you work with Business-CONNECT? Start early. As soon as you are aware of a possibility of partnering with industry, come to Business-CONNECT. Companies may need to move fast; the sooner you get us involved, the better we can match that pace. Build relationships. MSU wants to build solid bridges to commercial partners. Engage with colleagues in industry when you meet them; treat a sponsored research project as a real partnership; follow through on obligations. Protect MSU assets. Be aware of how your work can generate new intellectual property. Work with Business-CONNECT and MSUTechnologies by discussing any IP potential of your work. Again, start early.

02/13/2020 14 Working with MSU Business-CONNECT What are the key aspects of a corporate research agreement? Company and Faculty collaborate to create a clear description of project the scope of work Faculty and Business-CONNECT work together to develop an appropriate budget that captures the full cost of the project We will always retain your right to publish We will give the company rights to use your results for internal research, and we will negotiate their rights to make commercial use of the results Our goal is ALWAYS to find a win-win balance. We want long-term partnerships Engaging with us early is critical. We can help avoid the missteps that can make this hard.

02/13/2020 15 How can you work with Business-CONNECT? The Process: AGREEMENT Draft Negotiate Execute (signature authority) TRANSMITTAL Department College

Review and acceptance CGA: Account, invoicing, compliance Generate draft protocol (statement of work) and budget for both agreement and transmittal processes Start both processes in parallel do this before you agree on budget with company 02/13/2020 16 A typical company-sponsored agreement is Fixed-price, non-reimbursable, no audit rights Promise to deliver best effort Full cost of the project, including IDC, but quoted as a single cost, or simplified budget. Budget work at MSU Category Salary

Fringe Supplies Equipment Travel 02/13/2020 Amount $ 50,000 $ 15,000 $ 30,000 $ 10,000 $ 2,000 $ 107,000 53.5% IDC $ 26,750 $ 8,025 $ 16,050 $ $ 1,070 $ 51,895 Budget as presented to Sponsor Total

$ 76,750 $ 23,025 $ 46,050 $ 10,000 $ 3,070 $ 158,895 Category Personnel Supplies Equipment Travel Total $ $ $ $ $ 99,775 46,050 10,000 3,070 158,895

17 Where do we stumble in this process? Promises made by faculty or staff that we cant live up to Gift vs. grants, IDC rates, research vs. fee-for-service, budgets, etc. Companies that overreach want to have too much control over publication or patents Both can be fixed by engaging us early. Were good at navigating these issues 02/13/2020 18 Research vs. Fee-for-Service Research Project means work which University conducts to uncover new and different trends or facts leading to a discovery. The pathway to discovery and the creativity of new ideas is in the hands of Principal Investigator (PI) and other University employees and usually starts as a Research Proposal which outlines a promising area of research. Research is an investigation aimed at the discovery and interpretation of facts, revision of accepted theories in light of new facts, development of new analytical and experimental protocols, or practical applications of

such new theories, analysis, data gathering and experiments. University faculty, staff and employees may produce research results, materials and inventions, which lead to University Intellectual Property. Fee for Service Project is work where the Deliverable requested is generated using known practical applications of standard procedures and established theories, methods and standard experiments. The results of such work are of specific interest to the sponsor and may involve offthe-shelf tools and established protocols. Fee-for-service projects do not include analysis or interpretation of data sets and the deliverables are limited to the results generated using the standard procedures, established theories, methods and experiments utilized in the performance of the work. There is no University Intellectual Property expected in this type of Project. Contracts vs. Gifts (we like them both but theyre different) Gift #1: A gift is a nonreciprocal transfer with no implicit or explicit reciprocal transfer with no implicit or explicit statement of exchange, procurement of services or provision of exclusive information (CASE). There is no Quid Pro Quo and benefits would accrue to the general public. The gifts purpose or use may be restricted or unrestricted. Gift #2: An unconditional, voluntary, nonreciprocal transfer with no implicit or explicit reciprocal transfer of assets (including unconditional promises) from a private entity to a not reciprocal transfer with no implicit or explicit for-profit organization. The donor may have certain expectations but there cannot be any actual control over expenditure of funds or any quid pro quo. The donor may not benefit from the execution of the gift. 02/13/2020 20

Contracts vs. Gifts (we like them both but theyre different) Contract #1: A contract is a legally enforceable agreement between two or more parties with mutual obligations. Contract #2: A contract is an agreement between two or more competent parties in which an offer is made and accepted, and each party benefits. Research can clearly be supported by a gift Gift classification must be bona fide (e.g., not just to avoid indirect cost assessment) Gift classification does not alter: legal risks and accountability associated with research treatment of research for cost accounting purposes. 02/13/2020 21 How can you work with Business-CONNECT? The Process: Talk to Business-CONNECT re: Gift vs. Grant Research vs. Fee-for-Service

Export Control, IRB, etc. AGREEMENT Draft Negotiate Execute (signature authority) TRANSMITTAL Department College Review and acceptance

CGA: Account, invoicing, compliance Generate draft protocol (statement of work) and budget for both agreement and transmittal processes Start both processes in parallel do this before you agree on budget with company 02/13/2020 22 Visit us at our web portal http://innovationcenter.msu.edu 325 E. Grand River Ave., Suite 375 East Lansing, Michigan 48823 517-884-2370 FAX: 517-884-2373 02/13/2020 23

MSUs place for connecting to the private sector - come visit any time 300 Room Q&A 02/13/2020 325 E Grand River, 3rd floor. (Used to be Jacobsons department store) 24

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