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PROMOTING TECHNOLOGY TO INDUSTRYPROMOTING TECHNOLOGY TO INDUSTRY
Technology transfer objectives:
• enhance commercial value of invention
• promote technology to partner / investor
• identify and secure the « ideal » licensee
• create a win / win relationship otherwise no deal!
Technology transfer options
R&D Centre
Co
Co
NewCo
Products /services
Collaboration / license
license
license
Public domain
CoService contract
Summary of steps
• recording the invention
• conducting a preliminary assessment
• understanding the Laboratory’s and Company’s objectives
• identifying potential collaborators / licensees
• promoting the technology to industry
Record the invention
• complete PSIA « form 1 » to:– establish inventorship– establish ownership– summarize invention
Preliminary assessment of invention
Review invention:
• assess patentability
• assess commercial value
• develop selection criteria and establish promotion strategy
• Is a SWOT analysis required?
SWOT brainstorming exercise
• Strengths, weaknesses, opportunities, threats
• A diversified group
• Rules of engagement
• The exercise
• Follow-up
• Other option: business school
Laboratory’s technology transfer and licensing objectives
• transfer technology to Canadian Company• disseminate certain information to public domain• generate royalty / contract revenue• develop R&D collaboration• protect and control IP• access and share improvements• recognition for inventors / innovators and Lab• generate awards for inventors / innovators• opportunity for staff training• attract new employees
Company’s licensing-in objectives • maintain investor confidence• maintain firm’s competitive edge in global markets• increase sales revenue, market share and profits• maintain high ROI: improve efficiency, reduce costs,
address new opportunities• invest in new or improved processess, products,
equipment, facilities and people • options: in-house R&D, contract R&D (lever $,
unique expertise), licensing-in, acquisition or merger• reduce technical and commercial risk
Identifying potential licensees
• complementarity and synergy between firm’s products / services and licensed technology
• capacity of firm to exploit technology i.e. management, financial, marketing / sales, technical, manufacturing, support
• cognizant of Lab’s tech transfer and licensing objectives
• trust, respect and commitment• sources: inventor, industrial data bases, personal
network, associations, IRAP
Disseminating the technology to industry via …• « Lab portal »: disseminate the technology
and IP portfolio via Lab’s Web site
• « shotgun »: tech brokers, conferences, scientific trade journals, technical publications
• « rifle »: identify and target key executive within a company
The Rifle approach …
• Cover letter
• Business Opportunity Document (BOD)– business opportunity– technology– products / markets– technology transfer possibilities– contact
When a potential licensee expresses interest …
• provide additional information, issued patent, samples, etc (public domain)
• sign a non-disclosure agreement (NDA), provide additional information and meet
• retain trade secrets i.e. « black box »
• convey your tech transfer and licensing objectives
• request a business proposition
Negotiating the license: Key Success Factors (KSF)• cutting edge technology that creates a
business opportunity
• top notch « jockey and horse »
• transparent and open communication
• reasonable and flexible T&Cs
• trust, respect and long term commitment
• perseverance and luck!
Industrial Research Assistance Program (IRAP)
1-877-994-4727
http://irap-pari.nrc-cnrc.gc.ca
Phone: