Improving customer orientation and revenue generation in a commercial research organization

ISEA identified opportunities for collaboration between the forest industry and a research institute.

Situation

The client, a research organization, was looking for new ways it could service the forest industry with its research and development expertise, and at the same time improve its own revenue generation.

Approach

ISEA experts together with Triathlon consultants helped building an understanding between the research institute and the industry, by identifying ways to establish effective ways of collaboration. A number of large international corporations in forest and forest-related areas were interviewed and benchmarked on how and how closely they worked with external institutes, identifying potential gaps in understanding. The need within the industry for novel technology and innovations was also analyzed and documented. 

Result

The study showed a large potential for external research and development support provided by the institute, as the industry is facing a major technology shift. However, to meet the industry demand, the research institute needed to become more customer-oriented and also more effective in helping the industry identify key new opportunities and projects. The industry expressed a preference towards bilateral projects with well-defined objectives and where intellectual property rights are managed clearly and effectively. 

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