With the development of market economy, the transformation of scientific and technological achievements needs professionals with economic mind and scientific and technological knowledge to complete it, so "technical brokers" came into being.
definition of occupation
as a kind of broker, a technical broker refers to a citizen who engages in intermediary, brokerage, agency, etc. for the purpose of promoting the transformation of results in the technology market and obtains legal commission. Their professional scope includes: intermediary brokers provide information and conditions for both parties to the transaction and business activities that match the success of the transaction between the two parties; A commercial act in which a brokerage broker trades with a third party in his own name and assumes the prescribed legal responsibilities, as entrusted by the principal; A business act in which an agent conducts transactions with a third party in the name of the principal within the scope of authorization, and the principal directly bears corresponding legal responsibilities.
required knowledge and skills
1. Technical brokers should have extensive knowledge
1. Technical brokers should have extensive knowledge of science and technology
In the technology market, buyers and sellers trade technical achievements or technical labor services, that is to say, technical commodities are the objects that technical brokers broker. This special commodity determines that technical brokers should first keep abreast of the development trend of science and technology in various periods, the present situation of multi-disciplinary development and the future development trend if they want to do their own work well. In the specific technical brokerage activities, we should fully understand the advanced level, maturity and practicability of the technical commodities we broker, and have a clear understanding of the internal quality of the commodities. Because the technical fields involved in the commodities brokered by technical brokers are not fixed, it also determines that technical brokers should have comprehensive technical knowledge covering multiple disciplines and technical fields, and should have a proper understanding and grasp of the extension of a single discipline and the intersection of multiple disciplines. Extensive scientific and technological knowledge is the basic quality of a qualified technical broker, and it is also an important foundation for doing a good job in technical brokerage. For example, China Metallurgical Technology Company introduced the project of "Recovery of Iron Tailings by Floating Ship Magnetic Separation" developed by Changchun Gold Research Institute of State Gold Administration for Saquan Iron and Steel Company, which applied the technology of gold mining by floating ship in gold production to the recovery and mining of iron tailings. In order to do a good job in the intermediary work of this project, the technical broker should not only have technical knowledge in steel production, but also know and understand the technology in gold production. Only by knowing and mastering some technical knowledge of the above two aspects at the same time can we gain the full trust of buyers and sellers and successfully complete the brokerage work of this technology.
2. Technical brokers should have extensive non-scientific knowledge.
Technical commodity trading is different from other material commodity trading. Trading is not a simple and instantaneous buying and selling process, and it generally takes a long time for technical transformation. The complexity and delay of technology trading require that technology brokers should not only have extensive scientific and technological knowledge, but also have some relevant non-scientific knowledge.
in the technology market, the buyers and sellers trade the technical achievements held by the buyers, and the basis of the transaction is the technology contract signed by both parties. Therefore, technical brokers should be familiar with and master the Patent Law of the People's Republic of China and the Contract Law of the People's Republic of China and other relevant legal knowledge.
In technology trading, the purpose of technology holders to sell technology is not only to recover the R&D cost, but also to make a certain profit, which requires technology brokers to know and understand the knowledge of economy, trade, finance and intangible assets evaluation. With China's entry into WTO and the accelerated development of global economic integration, China's technology trade with other countries has been developing and expanding, so technology brokers should also know some relevant international laws and know some knowledge of international finance and trade.
second, technology brokers should have the comprehensive ability to promote the transformation of scientific and technological achievements
the ultimate goal of technology trading is to promote the transformation of scientific research and scientific and technological development achievements into productive forces, so as to produce good economic and social benefits. In order to achieve this goal, technical brokers should have the comprehensive ability to promote the transformation of scientific and technological achievements.
1. Technical brokers should have the ability to hunt and screen scientific and technological information extensively. In modern society, information is extremely important in any line of work, and so is a technical broker. In terms of obtaining information, technical brokers should "keep an eye on all directions and listen to all directions". Without information, they don't know where technology is available and where technology is needed, and technical brokers can't talk about it. Similarly, technical brokers will not know which information is useful, which information is useless, which technology is available and which technology is not available if they can't effectively subdivide and screen the complex information they have obtained, and "get rid of the rough and get the essence, get rid of the false and keep the true".
2. Technical brokers should be able to correctly evaluate and demonstrate technical projects and accurately investigate and predict the existing and potential markets of technical projects. As an intermediary, professional ethics requires technical brokers not only to facilitate technology transactions, but more importantly, to be responsible for both parties to the transaction, so that they can get the benefits they deserve. To achieve this "win-win" (or "win-win-win-win"), technical brokers should conduct a serious and objective feasibility study on the technology to be traded, and be aware of the transformation prospects of technological achievements.
3. Technical brokers should know how to operate and promote sales. Technical goods are different from other ordinary physical goods, and it is difficult for ordinary people to make a correct judgment on their value and quality, which makes their trading process more complicated and there are many human factors that affect their success or failure. Therefore, in the process of technology trading, distribution strategy and skills are particularly important.
4. Technical brokers should have certain organizational, public relations and social skills. In a sense, a technology broker is the organizer of technology trading, and he should have good coordination and organizational skills; At the same time, as a link and bridge between buyers and sellers, he should also have strong public relations and social skills, make friends in the fields of scientific and technological development and production, and become an envoy of friendship and cooperation.
Third, technical brokers should have noble professional ethics
In technology trading, one shoulder of the technical broker is the seller who has worked hard and laboriously to develop technology, and the other shoulder is the buyer who wants to spend some money to buy technology. No matter which party is entrusted, in order to promote fair and just transactions between the two parties, technical brokers should perform their intermediary duties in the spirit of honesty and trustworthiness.
can the technology transaction be successful? What is the transaction price? This is the problem that buyers and sellers are most concerned about. The characteristics of technical commodities make it difficult for ordinary people to determine its intrinsic value. How much benefit a technology can bring to the buyer after it is transformed into production is one of the main factors that determine the transaction price. This requires technical brokers to truthfully introduce what they know and master, and help both parties correctly analyze and predict the possible benefits after technology transformation, so as to clinch a deal at a reasonable price.
to sum up, due to the particularity of technical brokers, it is objectively required that technical brokers should be high-quality compound talents with extensive knowledge, sociability, management, comprehensive ability, law-abiding, honesty and trustworthiness.
Present situation and prospect
Statistics show that at present, there are 3, scientific and technological achievements that have passed the appraisal in China every year, but only 2% of them can be converted into mass production and only 5% can form an industrial scale, while the conversion rate of scientific and technological achievements in western developed countries is generally above 6%-8%. Locking up at home to engage in scientific research, although "full of knowledge", is useless and can no longer adapt to the development of market economy, and technical brokers are the bridge between scientific research institutions and enterprises. In the technology market, technology brokers aim at promoting the transformation of results and facilitating others' technology transactions. Although the technical broker business has a history of nearly 1 years, there is still a shortage of professionals, and less than 1% of all employees have obtained the qualification certificate of "technical broker" issued by the Ministry of Science and Technology. In the current science and technology intermediary services, there are too few institutions that really engage in science and technology evaluation, legal consultation, auditing, arbitration, venture capital and other businesses; There is a lack of compound talents who know both technology and law and are good at management.
It is reported that the technical transaction volume in Shanghai reached 14.2 billion last year, but at present, only more than 1, people in Shanghai have obtained the qualification of technical brokers. The huge demand from the technology trading market has made high-level technical brokers almost to the point where rare goods can live. At present, there are more than 3, scientific and technical personnel engaged in scientific research activities in Beijing, and only about 1,4 qualified technical brokers. Among them, there are almost no specialized brokers who have nothing to do with scientific and technological research and development units or enterprises. There are some problems in the team of technical brokers, such as insufficient quantity, low quality, lack of compound and high-level professionals, and some brokers have limited service scope and low service quality and level. Last year, the transaction volume of technology contracts registered only by government agencies in Shenzhen reached 2.25 billion yuan. At the same time, among the more than 1, science and technology intermediaries in Shenzhen, there are less than 3 licensed senior professional technical brokers, and technical brokers are in a state of "extreme scarcity".
On the whole, China's technology brokerage industry is still in the primary stage, and the number of qualified technology brokers in China is very limited. The serious absence of technical brokers, one of the main players in the technology market, makes the flow of technical commodities lack of regulation and guidance, and forms a "bottleneck" problem in which the information of supply and demand of scientific and technological achievements is not smooth. The market is thirsty for technical brokers, and technical brokers have become a rare and popular profession.
professional remuneration
although there will be great uncertainty about the income level of the business engaged in technical brokerage-because technology transfer and industrialization are high-risk investments, engaging in such transactions and industrialization, a specialized profession-technical brokerage, naturally has great risks and professional thresholds. However, once the brokerage business model, especially the channels between brands and venture capital, is opened, technology brokerage institutions will have stable technology transfer income, and the income of technology brokers will be considerable.
A professional told reporters that in the process of promoting subcontracting, the profits of the technology brokerage companies that are "matchmaking" in the middle are often higher than the total business income of enterprises undertaking technology development, and some are even several times higher.
technical brokers make profits by collecting commissions, and the proportion of extraction shall be negotiated by technical brokers and customers. However, according to international practice, the proportion of general trade commission can reach 3% to 5%. In China, there are different regulations on the proportion of commission collection in different places, such as Beijing's below 5%, Sichuan's below 2%, Shenzhen's without specific regulations, or there is no upper limit.
Mr. Chen, a technology broker, has been engaged in technology transfer brokerage for many years. Recently, a single business he followed for two years was finally made, and the commission was raised by 8 thousand at a time! He is happy to say that he has spent so much energy in recent years, and finally he has not done it in vain! The person in charge of the technical broker calculated an account for him: in the past two years, even if Mr. Chen didn't do any other business, his annual income was 4 thousand.
According to insiders, what technical brokers do in the technical brokerage field is often such a kind of "ups and downs": sometimes for a year or two, a big business can't be done-because in the technical brokerage business, it is a practice rule to charge only after you have done it, so if you don't negotiate a project, you may have no income; However, once one or two projects are negotiated, it will be better than the ordinary working class with a fixed salary for three or four years. "Technical brokerage is such a fascinating new profession full of risks and great opportunities." The average annual income of employees in this profession is not less than 1, yuan, and the whole industry has entered the ranks of high income in Shenzhen.
examination and certification
in the early 199s, the state implemented the system of holding certificates for technical brokers.
Suitable for people: people with college education or above who are engaged in the transformation of scientific and technological achievements, scientific and technological consultation and services, as well as workers in scientific and technological management and service departments of enterprises and institutions, universities, scientific research institutes, high-tech enterprises and scientific and technological intermediaries.
examination content: it involves the common laws and regulations of brokers, technical contracts, brokers and so on. The examination methods are written examination and business assessment.