Blueberry TraininG

Identifying a Potential Client and Understanding Their Needs


To help academics, research students and support staff to approach, engage and understand the needs of an external organisation which may lead to commercial opportunities for the institution.


  • Recommend plans to protect and exploit intellectual property
  • Plan to bring new IP to market
  • Assess your competitive position
  • Evaluate benefits for potential clients
  • Select potential clients
  • Initiate a commercial relationship
  • Evaluate customer needs


1 day


Managing intellectual property

  • Why build commercial partnerships?
  • Identify, protect, exploit and defend intellectual property
  • The Commericalisation Continuum
  • Managing opportunities: capability and capacity

Identifying your commercial advantage

  • Competition and your unique offering
  • How to avoid working for free
  • Why people buy: the importance of the call to action

Selecting your clients

  • The partner search: networking and Communities of Practice
  • Identifying target audiences
  • Reputational due diligence

Making the first approach

  • Establishing credibility
  • Making first contact
  • Building rapport
  • Understanding client needs

© Andrew Corcoran, 2015

Training Provider to universities