Dr. Bozidar Etlinger

1
Dr. Bozidar Etlinger

• Associate Director
• Ruder Boskovic Institute
• Croatia
• Commercial Development Manager, RBI
• Former Head, Semiconductors Laboratory, Materials
  Research Electronics Department, RBI Governing
  Board Member

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Croatia SCIENCE TECHNOLOGY
PROJECT

• Bozidar Etlinger
• Business Plan
• and
• Inovation Strategy
• in
• Rudjer Boskovic Institute

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Republic of Croatia Republika Hrvatska

• Population 4,494,000
• Land Area 89,810 km2
• Number of islands 1,185
• Lenght of coast 5,835 km

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Croatian Communication Infrastructure

• From 1991 to 2001 realised fiber optical
  infrastructure across the Croatia
• Total lenght 18 000 km
• (In plastic pipe)
• monomodal optical fibre
• (1300 i 1550 nm).

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760 employees 330 PhD 80 MrSc 90 BSc 95
technicians 15 ha (surface)
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Board of Governors
Scientific Council
DIRECTOR
Board of division directors
Scientific divisions
Support departments
Executive Management Board
Theoretical Physics
Administration
Experimental Physics
Library and information center
Marketing
Material Physics
Molecular Genetics
Education affairs
Computer center
Electronics
Molecular Medicine
Physical Chemistry
Marine Research
NMR service
IPR
Organic Ch. Biochemist.
Marine Environmental
Technical and scientific services
MIS
Material Chemistry
Laser and Atomic RD
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Articles in Current Contests Journals Other
Journals Proceedings Books
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courses
lecturers
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lecturers
courses
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FIRST CONTACTS World Bank - IRB April, 2002
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COMMERCIALIZATION Rudjer Boskovic
Institute START 2002
November Many questions ????
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C ommunicationR esponsibilityO pportunityA
chievementT eamworkI ntellectual PropertyA
ttitude
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Developing ImplementingBusiness Plan

1. Fundamental Considerations
2. Planning, Writing Presenting
3. Implementation

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Fundamental Considerations

1. What is our PRODUCT?
2. What is the MARKET OPPORTUNITY?
3. FREEDOM TO OPERATE
4. Sources of information/ help
5. What to expect!

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What is our PRODUCT?

• Unique skill or capability
• Novel intellectual property
• Expertise/ knowledge
• Education
• Infrastructure
• Other exploitable asset
• Opportunity to meet an unmet need

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What are our Selling?

• Research
• Product
• Service
• License
• Combination

Be realistic, focus on core strengths
achievable deliverables
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What is the MARKET?

• What are we selling?
• Where do we intend to sell?
• Who are the CUSTOMERS?
• What is the size of the market?
• What share of the market do our projects?
• How will we be paid/ reimbursed?
• How will we actually market/sell the product?

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Freedom to Operate

• Do we have the rights to make/ use/ market/ sell
  our product?
• What elements comprise our product?
• Where do we intend to practice/operate/sell?
• Do we own all of the intellectual property?
• Is there dominating intellectual property?
• Do we need a license?
• Can we obtain a license?

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Types of Services

• Contract research development
• Contract testing
• Database
• Education
• Conferences training courses
• Consultancy

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Marketing Level

• Network potential clients
• Network advocates
• Present at key conferences and tradeshows
• Publish and present strong external profile
• Secure some key high profile accounts
• Ensure compliance deliverables
• Build profile and reputation for product
  service orientation

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Confidential Disclosure

• Confidentiality is critical to clients and to our
  Institute
• Execute Confidential Disclosure Agreements
• Mutual or one-way depending on project
• Always maintain confidentiality of data
• Do not disclose our own IP/ Trade Secrets

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What is the COMPETITION?

• Identify competitors
• Define their strengths and weaknesses
• Identify opportunities
• What are the unique attributes that will
  differentiate you from the competition and
  attract the clients?

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Ministry of Science Technology and WB RD
Institutes entry criteria

1. A clear and relevant vision, mission, objectives
   and strategy for the institute.
2. A completed business plan to the agreed template,
   which demonstrates long-term sustainability.
3. Viable financial projections for a period of 5
   years from the date of application to the
   program.

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RD Institutes entry criteria

1. A audit by international experts of the quality
   of the work produced by the institute and its
   staff.
2. A demonstration of active and effective
   leadership.
3. Sound Governance which demonstrates independence
   from any organization, group or vested interest
   and which can show expertise in areas relevant to
   the future work of the institute.

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RD Institutes entry criteria

1. Evidence of demand for the services to be offered
   by the institute.
2. A minimum agreed 5 year target for contract
   income which must exceed 40 of current
   Government grant support.
3. Plans in place to achieve a self sustainability
   ratio (contract income/ total cost as a ) of 40
   in 5 years.

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RD Institutes entry criteria

1. Plan in place to develop, protect and exploit
   intellectual property (IPR).
2. Plans in place to reduce support costs in 3 years
   equivalent to international best practice when
   benchmarked against equivalent European RD
   organizations.

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RD Institutes entry criteria

1. Plans in place to achieve business, HR,
   commercial, marketing and financial systems and
   processes to international best practice
   standards within 2 years.
2. Plans in place to achieve quality standards to
   equivalent of ISO 9001 within 3 years.
3. A training plan in place which demonstrates how
   the institute will develop the skills of existing
   staff.

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Essential conditions for APPRAISAL MISSION

• Business Plan RBI
• Business Plan accepted by Governing Board

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APPRAISAL MISSION MAY 2004

• Negotiations between
• Government RBI WB
• MSES BI
• MF BICRO
• (Test, Hitra, Razum)

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Business Plan RBI2004 - 2008
STP

• S T P (Science Technology Project)
• (48,00 M , WB 40,00)
• Government (MSES,MF) WB
• in 5 years

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Paricipants in STP
STP

• Government (MOF, MSES)
• RBI
• BI (Brodarski institut) - Maritime Institute
• BICRO (Business Innovation Center of Croatia)
• Maribic, TEST, HITRA, STIRP, VC, TC

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Financing
STP

• preliminary (small) amount
• TAL2 (Technical Assistannce Loan)
• (WB Loan no. 4460-HR, TAL-2)
• main (48 M) STP (WBMSES)

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STP Conditions
STP

• Croatia
• postpone 5 years,instalment 15 years,
• interest LIBOR 1
• RBI
• postpone 5 years,instalment 15 years,
• 65 grant, 35 loan,
• interest 0

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Business Plan RBI2004 - 2008
STP

• TAL-2
• 805.500 US
• TA, training, HR, BP, MIS, IPR, Web, IT,
• twinning,
• pilot projects (500.000 ),
• conferences, new staff,

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Business Plan RBI2004 - 2008
Start Selected Explotation Pilot Projects

• Chiral Technology Development
• Authorized Diagnostic Center for
• Aquatic Animal Diseases
• Smart Particle Analyzer
• Random Quantum Bit Generator

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Business Plan RBI2004 - 2008
STP

• 4 conditions
• Basic Research on the same level
• Increase of Commercial Projects
• Establish of Science Park
• SPREAD (Sponsored RD Program)
• - Joint-work with SME

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Business Plan RBI2004 - 2008
STP

• Basic Research on the same level
• 21 M US

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Business Plan RBI2004 - 2008
STP

• Commercial activities
• Contracts Income increase
• from 16 (2003.) to cca 40 (2008.)
• STP 8,0 M Equipment (3,4 M)
• TA, trening, ISO, IPR, Promotion,
• SPREAD, Severence Plan (0,445 M)

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Business Plan RBI2004 - 2008
STP

• IRA (Institutional Renewal Account)
• 2004 2005 2006 2007 2008 2009
• 5 7 9 11 11 11

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SCIENCE PARK
SCIENCE PARK
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(No Transcript)
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Operational Plan for 2004 MIS Business
Procedures HR IPR Marketing ISO standard
Science Park IRB Evaluation of Individual
Projects
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Evaluation of Individual Projects

• Project 1 (CHIRAL) - Chiral Technology
  Development
• Project 2 (ADD) - Authorized Diagnostic Center
  for Aquatic Animal Diseases
• Project 3 (ABD) - Advanced Biomedical Diagnostic
• Project 4 (SPA) Smart Particle Analyzer
• Project 5 (GMO) Genetically Modified Organisms
• Project 6 (STF) Silicon Thin Films
• Project 7 (PRM) Polymer and Related Materials
• Project 8 (IMP) Impendance Analyser
• Project - Development of a new and improved
  DNA vaccine against genital herpes
• Projekt - Random Quantum Bit Generator

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R esearchB e the best I nnovate

Try to
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Dr. Bozidar Etlinger

• Associate Director,
• Ruder Boskovic Institute,
• Croatia
• Commercial Development Manager, RBI
• Former Head, Semiconductors Laboratory, Materials
  Research Electronics Department, RBI Governing
  Board Member