REALLY USEFUL KNOWLEDGE FOR THOSE ENGAGED IN ENTERPRISE

 

EXPLOITING INTELLECTUAL PROPERTY

- through technology transfer, licensing and selling

Agenda and Synopsis
(Timings are approximate) - CLICK HERE FOR BOOKING FORM OR BOOK ONLINE

09:50 Welcome - Coffee - Introductions and Goals

10:00 Introduction - technology transfer/selling - driving forces - the role of intellectual property - exploitation options - research - valuation - channels - due diligence - closing deals

10:45 Market research - the business case - the environment - change and limitations - resources - desk research - developing hypotheses - formulating the proposition - customer profiling - the role of the datasheet. (BREAK DURING THIS SESSION)

11:30 Valuation - refining the proposition - questioning and knowledge elicitation - information exchange - recording and analysis - prospecting - adding up the picture - pricing and positioning for negotiation.

12:30 Licensing - definitions - ownership and rights - what can be licensed - contracts - jurisdiction - provisions and obligations - financial issues - training and support - indemnities - other terms and conditions - setting parameters - cultural issues - taxation - negotiation approach - termination - inhibitions - competition law - royalty schedules - audit provisions (LUNCH TAKEN DURING THIS SESSION)

14:15 Negotiation and selling - preparation - timing - presentations - relationship selling (EDUCATE) - exploration - determining the need - understanding the context - covert needs - articulating and valuing the benefits - questioning techniques - closing - the use of silence

15:00 Case study

15:45 Discussion and close

Note: Delegates attending this workshop will need to have a basic understanding of the different types of intellectual property as well as the processes for protection.