Anatomy of a License Negotiation, p 2.

Contents:

IP Resources on the Internet, Sharon Locken, President, Locken Information.

Strategies for Tech Transfer and Development, Cay Villars, President, Market Value Concepts.

Anatomy of a License Negotiation, by Charles S. Sara, Practice Group Chair, DeWitt, Ross & Stevens.

Market Report: Research Products use in Molecular Pathology, by Mike Klein, Clinical Marketing Consultants

BioTactics Partners program - how it benefits your business.

New Job Postings

Anatomy of a License Negotiation, p 2.

by Charles S. Sara, Practice Group Chair, DeWitt, Ross & Stevens.

A well-established program also requires a mix of the right people to develop and manage IP. These may include: Corporate Counsel, Director of Patents and Licensing, Inventors (Researchers, Doctors, Technicians), Technology or Intake Coordinator, Invention Review Board, Licensing Group, and Patent Attorney.

FINDING YOUR LICENSEE - DEVELOPING YOUR MARKET

Getting a Grip on Your Technology:

Before you market your technology, ask yourself four questions:

Exactly what is my technology?
At what stage of development is the technology?
What is the strength of the technology in the marketplace?
Who might be interested in the technology?

Looking for a Suitable Partner:

There are two basic ways for a licensor and licensee to come together: 1) the licensee finds the licensor or 2) the licensor finds the licensee. Because of a general reluctance to spend money unless absolutely necessary, the first alternative happens but not as often as the second. Therefore, it is the licensor who is typically on the hunt.

A significant amount of time and money will be wasted in the persuit of a suitable licensee, unless the process is carefully planned and contacts are tracked. There is nothing worse than latching onto the "ideal" licensee, spending several months (or years) of negotiation time and money, and coming up with nothing.

Your marketing team should consist of the following: Marketing Consultants (understand the value of your technology, develop a market profile, prepare technology marketing plan), Librarian or Information specialist (assists with background searches on technology valuation, competition, patents, and locating potential partners), and technical people (understand and can describe the technology to potential licensees, assist with identifying potential partners who may need the tecnology).

Your resources for finding a partner are extensive: Scientific meetings, computer databases (DIALOGŽ, LEXISŽ), Internet advertising, newspapers, other print media, and scientific journals.