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7-Steps to Find a Collaborative Industry Partner

Embarking on a collaborative research and development (R&D) project with a business can feel like a daunting task for many university researchers. The challenges of finding the right partner can be substantial. This is largely due to having to initiate contact and develop a project that aligns academic goals with business needs. 

However, breaking the process into manageable steps and working on them for an hour each week can significantly increase the likelihood of success.

This 7-step guide will help university researchers navigate the complexities of initiating a collaboration with an industry partner. 

Step 1: Define Your Research Interests and Objectives 

It’s important to consider the project in detail. Clearly define the research interests and objectives you aim to achieve through collaboration. be specific. Once you’ve got clarity on the project, the next step is to identify the broad field of study. Then, you can break it down into niches where a collaboration could yield the most impact. By adopting a sequential approach, you will ensure a focused exploration of potential areas for collaboration within the broader scope of the study.

This clear, concise statement about your research has a number of benefits in this process. Firstly, you will establish a foundation for identifying potential industry partners who share your interests and could benefit from your expertise. And, this statement also serves as a guide to keep you on track as you work through the rest of the process.


  • List your key research areas in order to narrow your research interests to specific topics that are interesting for collaboration. 
  • Identify potential applications and consider how your research could be applied in a real-world industry context. 
  • Set clear objectives that define what you aim to achieve through the collaboration. This could include developing a new product, improving a process, or gaining access to industry data. 

Step 2: Research Potential Industry Partners  

With this clear understanding of your research interests, you can progress to identify businesses that operate in sectors relevant to your work. Concentrate your search on companies actively involved in R&D, those with a track record of collaborating with academia, or those who have recently faced challenges your research could address.

There are number places to search for businesses – online databases, industry publications, or contact the industry engagement team at your university. 


  • Use targeted keywords to search for businesses using keywords related to your research interests. 
  • Leverage academic networks by consulting with colleagues who may have connections or insights into businesses interested in academic collaboration. 
  • Identify industry events including conferences, webinars, and workshops, where you could potentially meet business representatives. 

Step 3: Narrow Down Your List of Businesses 

Once you’ve got a list of potential partners, the next step is to quickly evaluate each business based on their alignment with your research objectives. You should also consider if they are they open to collaboration, and is there potential for mutual benefit?

In order to finalise your list, prioritise the businesses that align with your research interests and demonstrate a need for academic insight or have a track record of successful partnerships with universities. 


  • Assess alignment and evaluate how the business’ needs and goals and your research objectives complement each other.
  • Research collaboration history to identify evidence of any previous successful collaborations between the business and academia.
  • Consider mutual benefits and seek businesses where the potential for mutual benefit is most apparent. 

Step 4: Develop a Tailored Outreach Strategy 

Once you have your shortlist of potential businesses, it’s crucial to devise a personalised outreach strategy for each. This entails crafting tailored communications that highlight the relevance of your research to their specific challenges or goals. Your message should articulate the potential benefits of collaboration, demonstrating how your expertise can address their needs or advance their objectives. Express genuine interest in discussing possible R&D projects and emphasise the value of working together to achieve mutual goals.


  • Customise your message in order to address the specific interests and needs of each business. 
  • Highlight mutual benefits so you can clearly articulate how the collaboration could benefit both parties. 
  • Propose a preliminary meeting. Suggest a brief, informal meeting to explore potential collaboration opportunities further. 

Step 5: Initiate Contact with Businesses 

With your tailored strategy in place, it’s essential to identify the most appropriate channel to make your approach: email, LinkedIn, or a phone call. Consider the preferences of the recipient and the nature of your relationship, aiming to establish a connection and express interest in exploring opportunities to work together. Be concise yet informative in your communication, conveying enthusiasm for the potential collaboration. Regardless of communication channel, the goal is to capture their attention, spark interest, and initiate a dialogue that paves the way for future collaboration.


  • Personalise your outreach by addressing recipients by name and reference specific aspects of their business that relate to your research. 
  • Be concise and clear so that your initial outreach is brief but informative. You should clearly state your purpose for contacting them. 
  • Follow-up if no response is received within a week or two. Don’t be put off, it is appropriate to send a polite follow-up message. Various reasons may explain the lack of response, most of which don’t mean there is a lack of interest.

Step 6: Prepare for Initial Meetings  

As you begin to receive responses, it is important to set aside time to prepare for initial meetings with interested businesses. Your preparation should include researching the business’s recent activities. it would also be prudent to be aware of any historic projects that relate to the work or collaboration you are interested in pursuing. You should also refine your messaging to highlight potential collaboration benefits, craft questions you’d like to ask them, and prepare answers to potential questions about your research.  


  • Research each business to understand their market position, challenges, and recent achievements. 
  • Brainstorm questions so you can develop a series of questions you’d like to ask them to learn about their challenges and opportunities. Be curious. Ask follow up questions that demonstrate listening and genuine interest.
  • Refine your pitch so that you present a clear and simple explanation of your research that demonstrates how you will address their specific challenges. You may have to make an educated guess on their challenges. Be positive and non-critical in how you approach this. Where possible, clarify the challenge exists before you present your solution.  
  • Anticipate questions you might be asked about your research, its applications, and your vision for the collaboration. Put yourself in your contact’s shoes; what would you want to know and why?

Step 7: Conduct Initial Meetings and Follow Up 

The final step in your seven-step plan involves conducting the initial meetings with businesses that have expressed interest. Even if these meetings are brief, they are crucial for establishing rapport, discussing your research in more depth, and exploring potential areas of collaboration. Build momentum by following-up to thank your contact for their time and express your enthusiasm for further conversation.


  • Be engaging and informative so you can use the meeting to make a strong impression. Clearly communicate the value of your research, and listen actively to the business’s ideas. 
  • Ask questions and listen. Put the focus on them. You should spend the majority of the time trying to understand their challenges and opportunities.
  • Discuss next steps and agree any actions before the meeting ends. You should always leave the meeting with a clear next step and who is responsible for taking it.  

Fortunately, despite the number of steps, this approach can be implemented with very little time. Find one hour per week and work through the steps to identify potential partners, connect with them and explore opportunities for collaboration.  

This approach not only helps in finding a suitable business partner but also in laying the foundation for a successful and mutually beneficial collaboration. Consistency is the key to this process, along with a strategic approach to each step to ensure that every effort is focused and purposeful. Through this methodical approach, researchers can turn the daunting task of initiating industry collaborations into a manageable and rewarding part of their academic endeavours. 

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