CIBC Presents Entrepreneurship 101

TELLING A GREAT STORYSCIENTIFICALLY

April 17, 2007

WHERE HAVE I COME FROM -ACADEMICALLY SPEAKING!

• Honours BSc Guelph

• Accelerated PhD (4.5 years)– Department of Medical Biophysics U of T– Drug metabolism

• Post-Doctoral Fellowship (3 years)– p53 with David Lane, University of Dundee, Scotland

• Post-Doctoral Fellowship (2 years)– Telomerase with Silvia Bacchetti, McMaster University

DECISION POINTS• BSc to where?

– Enjoyed the lab, natural leader(poor follower)

– Encouraged to do PhD– Accepted at OCI

PhD to where?– Enjoyed the lab– Managed the lab– President of Student Executive– Held NCI studentships– Become a PI - future likely Pharma

ACADEMIA IN CANADA IS NOT FOR ME

WHERE TO NEXT?

DECISION POINTS

BIOTECHNOLOGY in 2000

• Industry booming

• Young and dynamic –fun

• Excellent growth opportunities

• Good money, stock options, bonuses

• Like academia – but with lots of $$$

• No grant applications

MDS Proteomics

Scientist

↓

Manager Molecular Biology

↓Liaison to CSO/ IP Licensing/

Bioinformatics/Scientist Special Projects

DECISION POINTS• Industry busting

• Everyone’s position uncertain- mood dark – money tight

WHERE TO NEXT?

• Biotech? Pharma? Service Industry?

• Bench Scientist? Clinical? Regulatory? Communications?

acne

eczema

skin barrier

cleansers

skin infections

skin infestations

moisturizers

ingredients matter

BONNIE KUEHL – SCIENTIST/CONSULTANT

Research to address biological questions

Write white papers

Write scientific articles

Assist with writing consumer information

Assist with writing physician information

BONNIE KUEHL – SCIENTIST/CONSULTANT• Network

• Ask questions of industry people– MBA?– Biotech?– Pharma?

• Business Course

Lack of affiliation → lack of credibility

BONNIE KUEHL – SCIENTIST/CONSULTANTSKILLS

– PhD– Excellent communicator– Outgoing– Like to NETWORK– Stubborn – don’t give up– Understanding of business

development– Understanding of IP– Understanding of management mindset– Understanding of marketing

Scientific Insights Consulting Group• Scientific Consultant to Service

Industry and Pharma– August 2002

UPSIDE• Mine• I’m the boss• Follow personal objectives/goals• Business skills – growth

opportunity• Experience• Choices

Scientific Insights Consulting Group

• DOWNSIDE• Age• Scientific experience (only 10 years post-BSc)• No longer a scientist• Business experience (minimal)• Limited connections outside of Biotech• Lack of Focus – Jack of all Trades• Every project a learning experience• No $ safety net

TELL ME A STORY!

ALL COMMUNICATION CAN BE

BROKEN DOWN TO THE SIMPLE

ACT OF TELLING A STORY

THE STORY

• BEGINNING → what I am going to tell you

• MIDDLE → now I am telling you

• END → what I told you and/or why it is importantthat you know

What happens next?

SO WHAT?

What is in it for me?

WHAT DOESSCIENTIFIC INSIGHTS®

DO?

Transdermal Drug DeliveryStratum Corneum/Skin Barrier

• fluid interaction: corneocytes, lipids and naturalmoisturizing factors.

• corneocytes cluster togetherin groups of 2-10 cells

• lipids fill the spaces between the cells forming lamellarbilayers

• Three routes: transcellular, lipid partitioning, transappendageal

WHAT WE CAN’T SHOW YOU!• White papers

• Industry reports

• FDA submissions

• Clinical reports

• Training material for sales and marketing groups

• Professional slide kits

• Newsletters

• Advisory Board Reports

• And more…….

WHAT DOES SCIENTIFIC INSIGHTS® DO?

COMMUNICATES

TEACHES

EDUCATES

BRIDGES

DIRECTS/GUIDES

CONNECTS

DISOREINTING DILEMMA

WHICH OF THE FOLLOWING ISBEST AT REMOVING BACTERIA?

Prevention for traveller’s illnesses should includeavoidance of all of the following except (chooseone):a)Iceb)Salad barsc)Local beerd)Seafoode)Wading in ocean or lake

c) beer is considered safe since the brewingprocess should kill most micro-organisms

WHAT HAVE I/ WE LEARNEDABOUT BUSINESS?

Believe it or NOT

• IT is all about NETWORKINGWho you knowWho you knowWho you know knows

Life/Work/Business is all aboutMARKETING yourself and your skills

STARTING UP!• Branding

– Name– Logo

• Office– Telephone/fax/ e-mail– Paper/ files

• Marketing materials– Website– Business cards– Pamphlets

• Visibility– Networking– Word of mouth– Referrals– Cold calls

MENTORS - EXPERIENCED VOICES• Identify your weaknesses

• Ask questions

• Every encounter is a learning opportunity

• Ask questions

• Admit you don’t have a clue

• Be open to trying and learning different things

• Learn to ask for help

• Ask questions

LEARN TO STRECH YOURSELF

Scientific Insights® Consulting Group Inc.• Lawyer• Bookkeeper• Accountant• Administration• Graphic Design• Marketing• Web support• Bank – investment• Insurance• Cleaning• Advisors

Scientific Insights®

WE OWN IT!!!

YOU CAN’T DO IT ALONE -TEAMWORK

GREATEST CHALLENGES

• What to charge?• Asking for the project –closing the sale• Invoicing and collecting money• Prioritizing jobs• Getting the work done – wearing too many hats• Juggling projects• CHOICES

– Family– Clients– Networking– Volunteering

GROWTH

• More brains – more projects

• More hands on deck

• Good turnaround

• Greater diversity– Team– Projects

• Larger client base

KNOW THE PURPOSE/OBJECTIVEOF THE COMMUNICATION

TELL A GREAT STORYDON’T FORGET THE SO WHAT!

EVERY ENCOUNTER IS ABUSINESS OPPORTUNITY

PLACES TO BE SEEN

• Check out:• ontbi.org• marsdd.com• yorkbiotech.ca• ghbn.org