Partnering to Win: Unlocking the Potential of International Conventions Betsy Bascom CEO, Global Connectworks Ltd.. May 2012 ©Global Connectworks Ltd 1

2. SELECT 3. PLAN 4. CONNECT 1. IDENTIFY OBJECTIVES 2

Why conferences? An efficient and effective way to improve business results for companies and stakeholders.... and create connections and relationships with people that can play a big role in your success 3

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Meeting people face-to-face... people do business with people they trust 5

Identify and understand the value proposition of international conferences and events  Access to new people  Connect with partners, investors, potential clients, industry leaders  Access to different markets  Gives you insight into the marketplace  Should inspire you 6

Selecting the right conference First.....Identify your corporate and personal objectives 7

networking partnering exhibitor sponsor present industry intelligence Create a plan identify your objectives conferences business development investor speakers sessions panels keynote receptions Plan “B” plan, plan, plan reconnect ROI Business cards agenda Website elevator pitch inspire mentor trends goals results follow-up schedule serendipity relationship building create opportunities be targeted refocus connect education In-license out-license alliance management 8

What to look for?  Type of event A.Investor/Financial B.Business Development - Partnering/Networking C.Medical/Scientific D.Education  Conference location A.Is this a market I am interested in? B.Opportunity to set up meetings outside the conference  What is offered A.Online partnering B.Opportunity to participate on a panel C.Company presentation 9

What to look for?  Who is attending A.Key industry influencers B.Target Investors C.Target partners  Who is speaking  Who is the conference organizer  Who are the sponsors  How many people attending  Side events – education, receptions 10

Licensing Executive Society World Congress on Industrial Biotechnology & Bioprocessing BioEquity Europe C21 Bioventures ChinaBio® Partnering Forum EuroMedtech Partnering for Global Impact American Society of Clinical Oncology Bio International Convention Euro-Biotech Partnering Summit BIO India International Conference In3 Med Device 360 BioPartnering Latin America BioPharm America BioSpain Pharmaceutical Strategic Alliances BioPartnering FutureEUROPE Phoenix Conference AdvaMed Newsmakers in the Biotech Industry The Biotech Meeting BIO Investor Forum AusBiotech BIO-Europe BioPartnering China World Stem Cell Summit Biotech Showcase JP Morgan Healthcare Conference BIO CEO & Investor Conference The Burrill Personalized Medicine Meeting Therapeutic Area Partnerships FDA/CMS Summit BioPartnering North America BioEurope Spring American Association for Cancer Research BioPartnering India Future Leaders in the Biotechnology Industry C21 Bioventures Allicense World Vaccine Congress 11

Bio Int. Convention Bio EuropeJP Morgan Bio Investor Forum Bio CEO & Investor TypeBD Investor Target Biotech Pharma Media Biotech Pharma Large cap biotech Pharma Venture-stage growth companies Emerging public cos. Established & Emerging publicly traded biotech cos. Attendees15,600 + ∙ 65 countries Global CEOs BD execs Pharma Policy Makers Prof. Advisors 2,900+ ∙ 48 countries Global CEOs BD execs Pharma 4000 ~ Investors Analysts Industry execs Pharma 700 Investors Analysts Industry execs Pharma 1200 Investors Analysts Industry execs Pharma Format 21,000 Partnering meetings 157 Co. presentations Networking 125 Sessions 1800 Exhibits Receptions 14,700+ Partnering meetings 183 Co. presentations Networking 20 Sessions 94 Exhibits Invitation only Co. presentations Side events Receptions 120 Co. presentations Discovery Track presentations Partnering 140 Co. presentations 12

“With proper planning, in just four critical days a year, you can set up a full year of business connections, partnering possibilities and exposure to many innovations for the future of biotech!” 13

Why people attend the Bio International Convention? 1.Participate in partnering meetings in the BIO Business Forum 2.Make new business contacts 3.Obtain leads for products/services 4.Keep up to date on industry trends/issues 5.Network with colleagues 6.Attend the educational programs/sessions 7.See specific potential partners/company(s) within the BIO Exhibition 8.Meet with existing customers/partners/vendors 9.Marketing my company’s products 10.See new products or developments 14

Planning your time at the Conference Identify your objectives Identify the opportunities Create a schedule 15

Identify your objectives What do you want to get out of attending? Know who you want to meet and consider how you will do that 16

Identify the opportunities 1.Familiarize yourself with the agenda and deadlines 2.Mine the website 3.Who is... attending, speaking, presenting, exhibiting, sponsoring, hosting 17

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Identify the opportunities 19

Who is attending, speaking, presenting, exhibiting, sponsoring 20

Create a plan  Create a list of people you want to see and meet  Do the background research  Don’t forget your elevator pitch  Be prepared to change your plan 21

Don’t attend a conference without a plan 22

“The people who prepare to attend an event come away with a much difference experience than those who just show up.” 23

Connecting with your targets How do you know who to meet with and how do you meet them? 24

Networking  Networking is extremely powerful, but it takes time.  Create a plan to meet potential clients or partners and build a relationship with them over time and you’ll start seeing results.  Networking is all about connecting with new professionals and building relationships 25

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Connecting with your targets Attend sessions where they are speaking See what sessions key influencers are attending Figure out what it takes to get on the reception list...do you need to be a speaker, member or a sponsor? 27

The BIO One-on-One Partnering system can be utilized by Business Forum attendees and exhibitors to schedule meetings in the exhibitors’ booths. 28

Business Forum vs. Exhibitor Partnering 29

Power Partnering 30

Power Partnering 1.Complete your profile 2.Set you availability 3.Identify your targets A.Research – background information B.Be focused in your asks C.Don’t spam the system 4.Request meetings A.Customize your request B.Follow-up with a personal 5.Don’t miss the first round of scheduling 6.Attend the Business Forum reception 31

Power Partnering 32

Power Partnering 33

Tips for Success  Plan, Plan, Plan...create backgrounders  Create a company and personal schedule....but be prepared to change it  Personalize your experience based on your goals  Spend time with people you did not come with...get out of your comfort zone  Follow-up...Write a note on the Business Card...and send an when you get home 34

Serendipity is not an Accident 35

The value proposition of attending conferences..the return on your investment and objective can be PRICELESSQuestions? 36