ASTP training course fundamentals of technology transfer Grand Union Hotel Ljubljana - Slovenia
course team: Heather Thompson, senior business manager, University of Manchester, IP Limited, UK - Martin Raditsch, managing director business, InnovationLab GmbH, Germany, Maria Tavares, TTO director, Andalusian Public Foundation for Health Research Management in Seville (FISEVI), Spain
Wednesday 14 September
Thursday 15 September
Friday 16 September
8.45 - 9.15
8.30 - 10.00
09.00 - 10.15 Negotiation tactics: theory and practice In this session we discuss the essential theory behind negotiations and some basic tools for planning and carrying out negotiations in order to make negotiations less daunting and more effective. Robert Marshall, negotiation and conflict resolution, Robert Marshall & Associates, UK
Course introduction & icebreaking
Heather Thompson, senior business University of Manchester, IP Limited, UK
9.15 - 10.15
IP Primer: patents – patent law and process – when to seek patent protection, patent strength, patent agents and patent costs.
Stan Antolin, Smith Moore Leatherwood LLP, USA All about the path to patent filing and the key decision (and investment) points along the way.
10.15 - 10.45 COFFEE BREAK incl preparation case study exercise 10.45 – 11.15
Martin Raditsch, managing director business, InnovationLab GmbH, Germany 11.15 - 12.15
Evaluating technology opportunities
Heather Thompson Very few of the disclosures we receive are likely to form the basis of a good patent – fewer still (maybe 1 in 10) have any commercial potential. Moreover, we simply don’t have the time to manage too many projects at once. How then should we evaluate and rank the disclosures we get and how should we reject the ones that we decide not to pursue.
Case study – the Photon counting detector
Jeff Skinner, executive director, Deloitte Institute of Innovation and Entrepreneurship, London Business School, United Kingdom This is a semi-fictional tech transfer case which we take right the way from invention disclosure to a negotiated deal. The aim of the session is to integrate and apply all the elements of the course. A highly interactive discussionbased session. 10.00 – 11.00
Anatomy of a licence agreement – its purpose structure and essential terms
Manuel Lobato, partner, Bird & Bird, Spain A session that aims to break down the whole process of creating a license agreement with the issues that should be addressed in the contract. The session will be put to practice with a case study to identify common mistakes done while drafting terms for a contract. 11.00 - 11.30 COFFEE BREAK 11.30 - 12.30
IP patent attorney perspective – pitfalls in licensing from a patent lawyers point of view Heinz Goddar, partner, Boehmert & Boehmert, Germany Licensing can make you rich – or can kill you! A little twist in an agreement may decide whether you will gain a winwin situation or you see yourself ending up in a rip off scenario. Based on examples we will show you how to avoid pitfalls in licensing agreements 12.30 – 13.15
What you can licence and what you can’t – deals you shouldn’t do. Manuel Lobato Not every deal (licence) is a good deal for the University. We are more restricted than businesses as a result of our public mission and the relationship between academic staff and the University (their employer). Deals that often backfire …. On you!!!
10.15 - 10.30 Negotiation case study - introduction Robert Marshall
10.30 - 11.00 COFFEE BREAK 11.00 - 12.30 Negotiation case study Robert Marshall 12.30 - 12.45 Wrap up Martin Raditsch Maria Tavares Heather Thompson
12.15 – 13.15 Lunch 13.15 - 13.45 Case study in groups – evaluating inventions Jon Wulff Petersen, CEO, Tech Transfer Office A/S, Denmark 13.45 - 14.15 Case study feedback Jon Wulff Petersen
13.15 - 14.15
SPIN OUT creation
14.15 - 15.30
Martin Raditsch In this session you will study about the necessities for creating a Spin out and what the investors are looking for. You will hear essential facts about business plans, market research etc that you will need to know in order to promote spin off development.
14.15 – 15.00
Case study – Kill or not to kill a patent
Jon Wulff Petersen TTO's at Universities receive on regular basis invention disclosures from researchers with the expectation on the part of the inventor that the invention is a "block buster" or a really new and breathtaking technology. For the TTO staff there is always the question whether on not to proceed with commercialising the invention. The case study looks ways to decide if it's worthwhile with regard to time, effort and possible payback to try to commercialize the invention. 15.00 – 15.30 COFFEE BREAK incl preparation case study exercise 15.30 – 16.00
Case study – Kill or not to kill a patent Case study feedback
16.00 – 17.00
Marketing & technology to industry - finding and communicating with potential licensees. - the Industry perspective (what industry wants)
Jon Wulff Petersen In this session we try to identify ways of finding, marketing to and communicating with potential licensees. 17.00 – 18.00
Selling early stage technologies
Heather Thompson Martin Raditsch Innovative technologies rarely sell themselves. It takes industry insight, preparation, team work, selling skills and networks to convince a company to invest in product development. As a young techtransfer professional, you should recognize the selling process and dynamics to maximize your success in daily business 19.00 SOCIAL PROGRAM (dinner)
Intro on Peter Rabbit case study Course introduction
Heather Thompson This Case study illustrates the mistakes that the innocent can make when negotiating agreements.
15.45 - 16.15 COFFEE BREAK incl preparation case study exercise 16.15 - 17.30
Case study – ‘Peter Rabbit goes licensing’ – illustrating the mistakes that the innocent can make when negotiating agreements.
Case study feedback Martin Raditsch Maria Tavares, TTO director, Andalusian Public Foundation for Health Research Management, Spain Heather Thompson This Case study illustrates the mistakes that the innocent can make when negotiating agreements.
12.45 - 13.30 Sandwich lunch