Warming up licensees
16.30 – 18.00
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
10 tips on negotiating
16.30 - 17.30
Skilled negotiation lies at the heart of almost every successful commercial deal or contract and - because negotiation is an inexact ‘human’ process - it follows that we could all strive to become better at it. In this interactive session, we identify and discuss ten key steps that can contribute to a more successful negotiation. Robert Marshall, Independent Training & Coaching Professional on negotiation, conflict resolution and communication skills, Robert Marshall & Associates, United Kingdom 17.30 - 18.30
Team case study: Break-out session II
Preparation of selected case study: describe the case, how to bring it forward; to be presented tomorrow Martin Raditsch Anette Poulsen Miltoft Anja Zimmermann
19.00 SOCIAL PROGRAM (dinner)