Technology Brokers: Who Are They and How to Become one?

University-establishment interactions today

In the end of 2012, European University at Saint Petersburg in collaboration with JSC "Russian Venture Company", JSC "Saint Petersburg's Technopark" and ITMO University conducted the "Technology brokers in Russia" study. Twenty experts from industry, corporations and venture funds surveyed 34 representatives from academic structures and consulting companies in Moscow, Saint Petersburg and Tomsk. The study results showed many pressing problems in the university-establishment interactions.

Generally, these interactions have to do with R&D. Also, old ties play an important role in them, so for newcomers, it is often hard to join in. This means that if an establishment already had a successful collaboration with a university, it will continue doing so. The universities also find it hard to find new customers.

Thus, universities get orders during conferences (this method is typical for western companies), foresight sessions are organized by the government, during visits of representatives of governmental corporations and by word of mouth. The universities themselves rarely communicate their offers to enterprises.

There is also the interaction through affiliated degree departments. Real projects that are sought-after by the industry are sometimes the basis of graduation theses.

The researchers underlined that, as of now, there are interactions between establishments and universities, but they have to be corrected. For that, collaborative laboratories and independent technology transfer centers are to be opened, and the academic staff is to possess up-to-date knowledge of real manufacturing operations so as to give it to the students. At the same time, all the respondents pointed out the need for specialists who will act as mediators. Unfortunately, now the academic staff and their more entrepreneurial students have to act as marketing specialists. The only advantage of this situation is that such students can become excellent technology brokers.

So who are technology brokers?

A technology broker is the mediator between science and industry, and even something more. The deep understanding of both sides of the process can not only lead to developing new innovative decisions on existing markets, but contribute to the appearance of new markets as well. A technology broker has to create new communications. Technology brokers have already become common abroad, underlined Nikolai Bovtunov. Generally, people who've worked in science or industry for some time and have had the necessary experience and contacts become such brokers — they understand that interactions between science and manufacturing is what's necessary for further development in their fields.

There already are special agencies, where the staff work on different projects and receive payment for helping a university or an establishment get an order or the necessary innovative technology.

"A technology broker has to speak two languages: both of industry and science. In Russia, the market is still more regulated than abroad, where the "free market" concept is popular — so strengthening communication with the government is also important. A broker does not necessarily have to be well-versed in all areas of science. He can specialize in a particular field or just know how to deal with scientists. The ability to discern real innovative technologies from "fake" ones is most important, as well. A successful broker must be familiar with the scientific community so as to not make mistakes", explained Nikolai Bovtunov.

Having ties and connections in industry and universities is also an important requirement. Those make it easier to connect people with each other, also it shows that the broker can deal with people from both sides.

From a technology broker's point of view, "communication" means more than just looking for contacts — it also has to do with working on commercialization of inventions. So, such a specialist has to be able to read the road maps of universities and establishments, make proposals and such.

Can one learn to become a technology broker?

"Well, I can’t say that one can literally learn it. It's like you can't learn to become an entrepreneur. Technology brokers are the same. One might get the necessary experience and skills during his professional career, or just be naturally good at it. Still, it's possible to share the methods, the "instruments" to connecting universities and establishments", explained Nikolai Bovtunov.

So, both in Russia and abroad there are no educational programs that make one a technology broker. Still, one can get some competencies from programs in management, PR, communication, as well as other programs that deal with economics and manufacturing. The so-called "soft skills" are also really important for anyone who wants to become a technology broker.

ITMO's School for Technology Brokers starts in November. During its lessons, experts give their students the basics necessary for successful commercialization of scientific projects. The School's organizers are sure that such knowledge will be of relevance not only now, but in the nearest five to ten years, as well. To apply for the school, one has to send in a letter of motivation or a description of a project the student wants to commercialize. The students for the course are chosen on a competitive basis.