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Private sector organisations have experienced significant commercial benefits as a result of adopting and embracing customer relationship management (CRM) practices. Some have found value in simply structuring, formalising, prioritising and planning their customer contact. Others have taken CRM to its fullest extent: segmenting markets by present and future value, prioritising investment accordingly and designing customised contact and account management programmes that successfully encompass very extensive and often fragmented customer bases.

Pro-active marketing is critical to dramatically increase KEC success, as measured by, amongst other measures, number of transactions. Marketing is easier for some than others, since some individuals are inhibited by perceiving it as boastful rather than providing information.

The importance of being able to

(i) articulate the value proposition clearly and concisely and;

Although institutional staff profiles and social media make it possible to make contact with people you’ve never met, face-to-face networking is still absolutely essential: if a person can put a face to a name your request is more likely to be passed on to the right person or responded to quickly.

Some people love networking, but other people would rather hide in a bathroom than drink coffee with strangers. So using the unscientific approach of Google, office anecdotes and personal experience, I’ve generated these top tips:

Croke Park may be the home of champions, but Ireland is the home of a vibrant technology and knowledge transfer community and reflects PraxisUnico's wider network. PraxisUnico represents a broader knowledge transfer base than just the UK - our network extends overseas, and many Irish technology transfer practitioners have been to PraxisUnico conferences, and attended training.

This year's Conference theme is Expanding Horizons and this is demonstrated by our choice to be located in Ireland, which provides a great opportunity to see some different ways of doing things.