Enabling R

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Enabling RD collaborations from an SME
perspective

• Pierre Meloche
• Federal Partners in Technology Transfer
• June 17 2009

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Highlight

• What are the companys primary business drivers?
• What are the companys technology transfer
  alternatives?
• What does a company really want from an RD lab
  or university?
• As a CEO, with whom do I want to tango?
• What does a CEO look for in a RD collaboration
  agreement / license?

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What are the companys primary business drivers?

• maintain high ROI be profitable or perish!
• increase sales revenue, increase market share,
  reduce costs, higher contribution margins and
  higher profits
• maintain firms competitive edge in global
  markets by
• streamlining existing processes products
• finding new business opportunities i.e. large
  market, double digit growth, scaleable, 35-40
  ROI
• maintain investor confidence by
• addressing shareholder expectations through
  higher EPS and higher company valuation
• finding affordable capital to finance growth

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What are the companys primary business drivers?
(contd)

• maintain client satisfaction through improved
  products and services by
• addressing the clients pain
• reducing selling price
• adding more functionality
• ensuring on-going client support and product
  maintenance
• satisfy industry needs with innovative,
  evolutionary and/or disruptive products

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What are the companys technology transfer
alternatives?

• develop technology in-house
• acquire technology by either merging with or
  acquiring another organization
• collaborate with RD lab or university
• a few key considerations
• need first mover advantage
• window of opportunity is limited
• time is of the essence,
• too few for development / too long to get to
  market / too late to market!

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What does a company really want from an RD lab
or university?

• innovative technologies that create
  complementarity and synergy with existing company
  products and services
• finding the WOW factor!
• finding a technology prototype that is bug-free,
  allows for rapid development with few surprises
  and has little draw on working capital
• access to unique scientific / technical expertise
  and facilities
• unfettered access to the technology
• find a collaborator with the right solution at
  the right price that will generate profits!

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As a CEO, with whom do I want to tango?

• find a BDO / RO willing to listen to my needs and
  be understood
• look for builders (champions) as opposed to
  process enablers
• seek out interesting people and people interested
  in their work the go getter!
• expect transparency
• want someone who exudes trust, respect and
  commitment

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What does a CEO look for in a RD collaboration
agreement / license?

• wants the good, the bad and the ugly up front!
• wants a fair deal and avoid getting fleeced for
  lack of experience and knowledge
• the devil is in the details!
• seeks creative, royalty-offset solutions that
  satisfy both parties

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What does a CEO look for in a RD collaboration
agreement / license? (contd)

• its all about Tech Pushn Pull! engagement from
  the Lab
• seeks on-going partner cooperation and presence
  at product trials and a willingness to speak to
  potential investors
• explore creation of a joint technology
  improvement fund
• receptive to bundling of technologies the all
  inclusive deal!
• flexibility to parachuting firms technology
  champion into federal lab / university

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What does a CEO look for in a RD collaboration /
license? (contd)

• favors regular, proactive two-way communication
• seeks opportunities for joint presentations /
  joint publications
• Is the firm getting its value for the money, i.e.
  the royalty cheque?
• Is IRAP present?

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