The Art of the DealCorporate Engagement Boot Camp
February 4, 2019
Adam Paul Causgrove
Associate Director, Corporate Relations
Dietrich College of Humanities & Social Sciences
Carnegie Mellon University
A note of historic importance…
This session’s concept was created for NACRO BluePrint Day by Kathy Lynch (Boston College) and Anne O’Donnell (UC-San Diego), and we recognize their contribution to helping create important training content for our professional development!
Art or Science?
IntuitionExperienceInstinct
RelationshipsTrust
DataHistory
Ca lcula tionsJ ob Titles
Proof
Expand Your Range of Competencies!
©2016 Kathy Lynch and Anne O’Donnell
The Key to the Deal is YOU!
1.Managing Boundaries – clear roles and assignments so expectations aremanaged and results are the focus
• How are you managing the relationship?• Is everyone clear about the outcomes and their unique roles?• In what way do you ‘make it happen’ or are the ‘go to’ person?
2.Verbal and Non-Verbal Literacy - business lexicon, body language, signals, articulation, tone, volume
• Business language of timelines, next steps, budget cycle• Meeting goals, metrics for success• Do the prep work, bios, other deals done
3. Presence - ‘the use of self to advance the work of another ’• Be both Facilitator and Observer• Faculty own the content, you own the process• Sit at the table as an equal; a colleague with expertise of your own• What is your personal brand?
The Key to the Deal is YOU! (advanced)
4.Courage to Challenge – appropriate boldness to advance the goal• “What is the reputation of our school in your company?”• “How do you think your style works in building business partnerships?”• “Why should we subsidize the cost of you doing business on our
campus?”
5.Stakeholder ’s View - map viewpoints and salience on every issue for every meeting, it’s worth the extra time—share it
• Use Systems Thinking for both internal and external stakeholders• Which other offices in the company or on campus are vested and
why?• Who are likely supporters, who may be an adversary?• Who needs to be informed and who should be involved
6. Agility – organizationally adept and able to pivot in the moment• Know how to navigate the company to recruit engaged POCs for a
holistic approach e.g. C-level, HR, Marketing, R&D• Lean into the ambiguity• Consider that interest could develop in unanticipated areas• Expect the unexpected, how will you respond?
Our Assignment• (20 min) Two Exercises at Your Table
• Discuss and plan for the scenario –
“As a Corporate Relations Officer, how would you prepare for, address, respond…”
• Be aware of which skills you are using and which you would like to develop further…
• Entire Group Insights Discussion
©2016 Kathy Lynch and Anne O’Donnell
Scenario
1. Advancing Research Conversations
2. Great Relationship – Campus Plan inProgress
3. Research Proposal in Process
4. Hosting Executives to meet CampusLeadership
5. Corporate Site Visit
6. Corporate Technology RFP
Curveball
1. Disappearing Faculty
2. New Contact DerailsConversations
3. IP Terms are a No – Go
4. Attendee No-show
5. Agenda Hijack
6. OSP surfaces IP concerns
Scenario 1: Advancing Research Conversations
Did you consider?
In advance
o Engage the faculty in planning the meeting
o Confirm date, time, location via online Calendar and reminder emails
o Send draft agendas with lists of attendees and bios
o Brief participants in advance of the meeting
Now
o Stop by her office or lab – Do you know where that is?
o Tapping your contacts – who knows her? Best way to reach
her? Alternate number? What else might be going on for
her?
Did you consider?
Did you consider?
Scenario 2: A Great Relationship is Building – Campus Plan in Progress
Did you consider?
In advance
o Prepare annual summaries of your relationship
o Work with your contact to ensure you have multiple touch points
o Engaging faculty and staff that may have additional touch points
Now
o Shifting the focus of the meeting from a “pitch” to an “engagement
meeting” where you hear what they want
o Contact others (alumni) in the company and asking them to advocate
o Moving the meeting to their office
Did you consider?
Scenario 3: Research Proposal in Process
Did you consider?
In advance
o Engage your Office of Sponsored Programs or Tech Transfer early on
o Discuss terms and conditions earlier in the conversations
o Inquire about the company’s other agreements and sticking points
Now
o Sharing with your Office of Sponsored Programs or Tech Transfer Office
the potential of the relationship – where might there be room for
negotiation
o Be candid about which parts of the agreement are non-negotiable
o Schedule a live meeting so that the negotiations can be face-to-face
Did you consider?Scenario 4: Hosting Executives to meet Campus LeadershipDid you consider?
In advance
o Be clear about goals and objectives for the meeting
o Share the goals and objectives with the Executive Champion (if you don’t
have access to her/him that could tell you something)
o Communicate your leaders’ goals
o Inform both sides as to the history of the two organIzations
o Schedule time w/0 the UR person in the room
Now
o Fielding a couple of those questions on behalf of your leadership
o Redirect the discussion
o Offer to schedule an additional meeting with the right people for those
questions
o Be direct (courage to challenge)
Did you consider?
Scenario 5: Corporate Site Visit
Did you consider?
In advance
o Engaging faculty in the visit
o Notifying “key people” that were not invited first round – find a way for
them to participate later in the day
Now
o Letting it happen -sensing that this is a “missed area” and the company
seems very interested
o Standing firm. Sorry but we have folks lined up – many of whom have other
commitments
o Letting the company decide
Did you consider?
Scenario 6: Corporate Technology RFP
Did you consider?
In advance
o Sharing RFP with counsel and sponsored programs
o Inviting counsel and/or sponsored programs to join the info meeting
Now
o Getting your counsel on the phone with the company contact to
discuss terms and conditions
Thank you!• Leverage the connections you’ve made today
• Avail yourself of the NACRO network
• Participate in NACRO Webinars and Professional
Development offerings
Stay in touch! Seriously. Find me on LinkedIn and
don’t ever hesitate to reach out.
Adam Paul Causgrove
Carnegie Mellon University814.397.6388
