2. Physician Selection Criteria 1) Perspective - Clinical - Political - Scientific 2) Technical - Inventor - Evaluator 3) Scientist/Investigator

3. Physician Selection Criteria 4) Presenter - Quality - Quantity - Credibility 5) Writer - Quality - Quantity - Credibility

4. Physician Selection Criteria 6) Integrity/Respect from Colleagues 7) Loyalty and Respect for BSC 8) Team Player 9) Discretion 10) Involvement with Competitors

5. Physician Selection Criteria 11) Product Usage Volume - Overall - Ours 12) Facilities/Equipment 13) Financial Expectations

6. THE PARADIGM SHIFTERS Who are They? Where do They Come From? A young person fresh out of training. An older person shifting fields. The maverick. The tinkerers.

7. Evaluating Inventors and Inventions Invention Degree of reduction to practice - proof of principle - prototype(s) - clinical experience - sales experience Degree of protection - patent, application, trade secrets - novelty - inventors commitment, name value

8. Evaluating Inventors and Inventions Inventor Clinical credibility Understanding of applications, competitive techniques, marketing issues Commitment, focus, drive Ability and interest to help technically

9. Evaluating Inventors and Inventions Inventor Realistic expectation Chemistry, communicating credibility, discretion, salesmanship Willingness to be active participant - talks, papers, travel - work with other doctors - solve new problems