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ASTP training course technology licensing: good practice & strategies 27 – 29 January 2010 Leuven - Belgium Wednesday 27 January course directors: Dominic De Groote & Jeff Skinner 09.00 – 09.15

Welcome: Course Overview

Dominic De Groote, business developer, Ghent University, Belgium 9.15 – 10.15

What Industry wants from Universities

There is no such thing as buying a technology from the shelf from universities. Understanding industries take on risk and value assessment when it comes to in-licensing of third-party technologies, is step one to success. Marcel Lubben, managing director DSM Licensing, DSM, The Netherlands

10.15 – 10.45 COFFEE BREAK 10.45 – 11.30 Luck, strategy or strategic intent? This session leaves participants knowing the steps in a license deal from IP to signed license and a feeling for how much happens by planning and how much by hard work & luck. We want participants to know how much planning they need to do at each stage and introduce theme the concept of ‘strategic intent’ where energies are directed with a focus on the next step (everything is a means to an end). Jeff Skinner, executive director, London Business School, UK 11.30 – 12.45

Case Study: life cycle of a license deal – Part A

The story of a surprising lifecycle of a successful technology license deal is told. Participants break-out in small groups and decide how they would act on pivotal decision moments that occurred in the license case. We zoom in on issues which can make or break a license deal. Adrian Ibrahim, senior business manager, Cancer Research Technology Ltd., UK

Thursday 28 January course directors: Dominic De Groote & Jeff Skinner 08.30 – 09.30

Deal Strategy – The essence of a wise deal

There is no manual for making a “good deal”. But what should a good deal preferably consist of ? When do you know, you have gotten what you really “deserve” ? In this session, we will learn from an experienced professional what she considers the essence of a good deal. Penny Attridge, investment director, Spark Ventures Ltd., UK

Friday 29 January course directors: Dominic De Groote & Jeff Skinner 09.00 – 10.00

Post-signature License Management

We have all read the reporting/audit clauses in license agreements. But what should a royalty report state? When to think about an audit ? How to prepare for an audit ? What does it cost ? How will your licensee react ? In this session, we use a real-life case study to explore this topic. Jacqueline Gram, senior manager, PricewaterhouseCoopers, Belgium

09.30 - 10.30

Royalty Rates & Financial Terms

The one-million euro question: what royalty should I ask ? How do I calculate a milestone payment ? Are there other financial mechanisms or value I can use/trade ? In this session, we will explore different financial strategies to get to the much endeavoured win-win deal structure Marc Van Gastel, director Deloitte services, Deloitte NV, Belgium 10.30 – 11.00 COFFEE BREAK 11.00 – 12.45

Case study: structuring the license deal

So you reached the stage where you think you have reached a deal across the negotiation table. Next tricky part, translating the deal into a “Term Sheet”. In small teams, participants will be presented a deal scenario from which they have to draft a first version of term sheet. In a second exercise, a “Heads of Terms” is presented by a company. It is your job to advise the professor of the your top research group fi he should accept the temers. But it the back of your mind, something is nagging, didn’t you miss something out ? In both exercises, we will discuss the cases with experts and identify important issues both from a dealmaking as from a legal point of view and as such get a feeling of the rich complexity of getting to a balanced term sheet.

10.00 – 10.30 COFFEE BREAK 10.30 – 13.00

Team case study Presentation and feedback by expert panel

Each team is given the floor to pitch their case anf to highlight essential issues, problems and solutions for their case. accompanied by expert panel

Andrew Waldron, head of legal & company secretary, Cancer Research Technology Ltd., UK

Jeff Skinner, executive director, London Business School, UK Mark Anderson, solicitor, Anderson & company, UK

12.45 – 13.45 Lunch 13.45 – 14.15

Case study: life cycle of a license deal – Part B Feedback & case wrap-up Jeff Skinner

14.15 – 15.15

Market Research: find your partner

How to find your licensees; what are their goals (is it useful to address this or that company, because they are in financial trouble, not focused in the type of IP you are commercializing?); What is the potential value of your IP? Do you compare with other similar technologies? If no benchmark is available, how do you do it? Cath Whitaker, director, Team services Ltd, UK

12.45 – 13.45

13.45 – 14.45

Dirty Little Tricks in Licensing

Learn some “classics” when it comes to influencing the license negotiation process. “This is company policy”, “You’re the only university that does this”, ring a bell ? In this session, you definitely come across some situations which you will recognize or have to recognize in future negotiations. Robert MacWright, partner, Frommer Lawrence & Haug llp, US

Really crummy deals

15.45 – 17:00

The hardest part of a TTO’s job is finding and enthusing potential licensees. This is an immense hill to climb – especially if we’re approaching cold. The key is to get that first meeting – and to ‘know’ why the company should want your technology. The next step is somehow to generate genuine interest in the technology – enough that they are hungry to know more. In this session we learn and practice some powerful sales techniques that you can use to ‘warm up’ potential licensees Role play: SPIN-selling technique Jeff Skinner 16.45 – 18.00

Team case study: break-out session I

Each participant brings along her or his own license case (preor post deal). The group breaks out in small teams and discuss the individual cases and select one case they will have to present on day 3 of the course. 18.30 / 19.00 SOCIAL PROGRAM (Dinner)

14.45 – 15.30

Bad deals, you’re not alone … Learn from some case studies what to avoid in future license deals. Robert MacWright

15. 15 – 15.45 COFFEE BREAK

Warming up licensees


15.30 – 16.00 COFFEE BREAK

Licensing Miscellanea

16.00 – 17.00

By this time we will have covered the main parts of the licensing ‘process’. But the course isn’t exhaustive and we’re setting aside this time for an expert panel discussion where we can address other licensing issues that you think important or problematic. Expert Panel 17.00 – 18.00

Team case study: break-out session II

Preparation of selected case study: describe the case + how to bring it forward; to be presented tomorrow

13.00 Sandwich lunch 14.00 COURSE ENDS

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2010 jan leuven tl  

2010 jan leuven tl  

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