Page 1

ASTP training course fundamentals of technology transfer 25, 26 & 27 January 2012 Faculty Club – Leuven, Belgium

course team: Maria Tavares (course director), Andalusian Public Foundation for Health Research Management in Seville (FISEVI), Spain & Heather Thompson, University of Manchester Intellectual Property, United Kingdom

Wednesday 25 January

Thursday 26 January

09.00 - 9.30

09.00 - 10.00

Course introduction & icebreaking

Maria Tavares, TTO Director, Andalusian Public Foundation for Health Research Management in Seville (FISEVI), Spain 09.30 - 10.00

Evaluating technology opportunities

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. Penny Attridge, Senior Investment Director, Spark Impact Ltd, United Kingdom 10.00 - 10.45

Case study – Evaluating inventions Penny Attridge

10.45 – 11.15 COFFEE BREAK incl preparation case study exercise 11.15 - 12.00

Case study feedback Penny Attridge

12.00 - 13.00

IP Primer: patents – patent law and process – when to seek patent protection, patent strength, patent agents and patent costs. All about the path to patent filing and the key decision (and investment) points along the way. Gustavo Fuster, European Patent Attorney, Hoffmann Eitle, Germany

Spin out – dos and don’ts, how to create, funding schemes, consequences...

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. Jeff Skinner, Executive Director, Deloitte Institute of Innovation and Entrepreneurship, London Business School, United Kingdom

Agreements overview

10.00 - 10.30

Friday 27 January 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 10.15 - 10.30

Case study introduction – Negotiation Robert Marshall

You know what work you are going to do with your collaborator, so no need to bother with a contract - right?! Identify the purpose of and core matters covered in contract agreements and get an introduction to the different types relating to technology transfer. Pascale Redig, IP Manager, University of Antwerp, Belgium 10.30 – 11.00 COFFEE BREAK 11.00 - 12.00

Anatomy of a licence agreement – its purpose structure and essential terms 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. Janet Knowles, Partner, Eversheds LLP, United Kingdom 12.00 -13.00

IP patent attorney perspective – pitfalls in licensing from a patent lawyers point of view & What you can licence and what you can’t – deals you shouldn’t do. 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. Not every deal (licence) is a good deal for the University. We are more restricted than businesses as a result of our

10.30 – 11.00 COFFEE BREAK 11.00 - 12.30

Case study – Negotiation Robert Marshall

12.30 - 13.15

Negotiation tactics: the art of persuasion

Another very useful tool during negotiation is to know how to translate your interests in ideas or actions that others are willing to adopt. In this session we will discuss some basic techniques on how to influence others. Maria Tavares Wrap up Maria Tavares Heather Thompson

13.15 - 13.35

public mission and the relationship between academic staff and the University (their employer). Deals that often backfire …. On you!!! Janet Knowles 13.00 – 14.00 LUNCH 14.00 - 14.15

Case study introduction – IP management decisions & how to kill a patent

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, costs, and possible payback to try to commercialise the invention. Gustavo Fuster Maria Tavares Heather Thompson, Director of Licensing, University of Manchester Intellectual Property, United Kingdom 14.15 - 15.15

Case study preparation within groups Case study feedback

13.00 – 14.00 LUNCH 14.00 - 14.10

Case study introduction – “Peter Rabbit”

This case study illustrates the mistakes that the innocent can make when negotiating agreements. Mark Anderson, Managing Partner, Anderson Law LLP, United Kingdom 14.10 - 15.15

Case study – “Peter Rabbit” Mark Anderson Maria Tavares Heather Thompson

Case study feedback

15.15 - 16.00

Mark Anderson Maria Tavares Heather Thompson

15.15 - 16.00

Gustavo Fuster Maria Tavares Heather Thompson 16.00 – 16.30 COFFEE BREAK 16.30 - 17.30

Selling early stage technologies & how to build a technology transfer offer and create “THE perfect pitch”

Innovative technologies rarely sell themselves. It takes industry insight, preparation, teamwork, 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. Heather Thompson & Penny Attridge 17.30 - 18.15

Marketing technology to industry

In this session we try to identify ways of finding, marketing to and communicating with potential licensees. Maria Tavares 19.00 SOCIAL PROGRAM (dinner)

13.35 – 14.35 SANDWICH LUNCH

16.00 – 16.30 COFFEE BREAK 16.30 - 16.40

Case study introduction – The Photon counting detector

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. Jeff Skinner 16.40 - 17.30

Case study preparations within groups Jeff Skinner

Case study feedback Jeff Skinner

17.30 - 18.30


Profile for ASTP-Proton

2012 jan leuven ftt  

2012 jan leuven ftt  

Profile for astp