2. PROMOTING TECHNOLOGY TO INDUSTRY

3. 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!

4. Technology transfer options R&D Centre Co NewCo Products /services Collaboration / license license Public domain Co Service contract

5. 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

6. Record the invention complete PSIA « form 1 » to: –establish inventorship –establish ownership –summarize invention

7. Preliminary assessment of invention Review invention: assess patentability assess commercial value develop selection criteria and establish promotion strategy Is a SWOT analysis required?

8. SWOT brainstorming exercise Strengths, weaknesses, opportunities, threats A diversified group Rules of engagement The exercise Follow-up Other option: business school

9. 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

10. 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

11. 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

12. 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

13. The Rifle approach … Cover letter Business Opportunity Document (BOD) –business opportunity –technology –products / markets –technology transfer possibilities –contact

14. 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

15. 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!

16. Industrial Research Assistance Program (IRAP) 1-877-994-4727 http://irap-pari.nrc-cnrc.gc.ca Phone: