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: