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English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
English Version - US Civilian Research
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English Version - US Civilian Research

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  • 1. Business Strategy Innovation Business Series The U.S. Civilian Research and Development Foundation (CRDF) Industry Partner Development Program (PDP) Your Partner for Ventures in Science and Technology
  • 2. Business Mindset & Personality Discover Invent Genius Unmistakable Results Prove Methodological Research Intelligent Think Science Modify Profit Common Sense Ambiguous Attempts Decide Critical Assess Clever Talk Business
  • 3. Your Role = Your Strengths Know Yourself: Technology Problems Technologist Solutions Relationships Consultant Deals Partnerships Business Person
  • 4. Business Model Sell Technology Serve Markets/Customers Build an Organization Technology Patents License Deals Relationships Contract Management Registration, Taxes Company
  • 5. Partner for Critical Needs Network Partner Fill the gap between your strengths and business needs
  • 6. Business Activities for Scientists
    • Contract research
    • Collaborative research
    • Use of Institute facilities by others
    • Licensing intellectual property
    • Joint ventures
    • Partnerships
    • Creating spin-out companies
    • Specialized research services
    • Engineering services
  • 7. End-Customer Marketing? * If partner is the end-customer, then scientist does the end-user marketing. Company Contract License Business Model You *Partner Buyer Marketer
  • 8. Market Strategy Existing Market: Same customers, need and budget MOST DIFFICULT High Risk (Market Development) CHALLENGING Medium Risk Invention CHALLENGING Medium Risk EASIEST Low Risk (Market Penetration) Improvement New Market Existing Market Strategy
  • 9. Easier to Satisfy Demand
    • Satisfy demand “pull vs. push”
      • Easier to provide what is wanted than to search for someone that wants what you have
      • Deterministic: find a need, satisfy it
    • Incremental innovation versus invention
      • 97%+ of all U.S. startups do not receive venture capital
      • Most technology businesses are not based upon patents
      • Most U.S. technology licensing offices are not profitable
    • Scientific business versus commercialization
      • Services: advising/consulting, contract R&D, specialized research projects, product innovation, production improvement, cost reduction, value added reselling, etc.
  • 10. Market Pull v. Push Market Push Customer Need (Demand) Scientist Company Purchases $ Purchases $ Market Pull Customer Need (Demand)? Scientist Company Invention Search?
  • 11. Niche Marketing
    • Target specialty markets
    • (“niche markets”)
      • Greater relative importance in a specialty market
      • Be realistic – large markets unlikely
        • Major transnational corporations spend billions to keep you out
        • More difficult to sell to large corporations
    • Compelling need
      • Required for survival vs. beneficial
  • 12. Established Market Economies
    • Foreign Market Chains are specialized:
      • Technology
      • Application
      • Component
      • Unit
      • End product
      • Packaging
      • Distribution
      • Retail
  • 13. Market Chains Position in market chain (also called “value” chain) Nuclear Fuel Processed Food
  • 14. Specialization EASIEST No Funding CHALLENGING Medium Funding Specialized Just ONE: R&D, Consulting, Licensing, Prototyping CHALLENGING Medium Funding DIFFICULT High Funding Comprehensive All: R&D, Production, Marketing Packaging, Distribution, Retail Service Product Strategy
  • 15. Progression v. Transformation Difficult to Cross EASIEST No Funding CHALLENGING Medium Funding Specialized Just ONE: R&D, Consulting, Licensing, Prototyping CHALLENGING Medium Funding DIFFICULT High Funding Comprehensive All: R&D, Production, Marketing Packaging, Distribution, Retail Service Product Strategy
  • 16. Minimize Funding Requirements
    • Easier to start with a service (funding)
      • Get paid to build the product
      • Get paid in advance, not when done
      • You have no funding now, why start with a strategy that requires something you do NOT have?
    • Free and better market research
      • Learn through relationships and services
      • Companies know their markets
      • Learn through partners and customers
  • 17. Identify Customer (Buyer)
    • Where do you “fit” best?
    • Business model
      • Smallest level of activity possible
      • Competitive basis – you and your technology
      • Do NOT “re-invent the wheel”
    • Find people who buy from scientists
    • Find companies who use science
    • Easier to build relationships than factories
    • Sometimes you have to build the factory
      • Possible, but much more difficult
      • Get paid later instead of now
  • 18. Common Sense Approach
    • Start with Buyers
    • Get paid to build solution
    • Why ?
    • “ You can build solutions but not buyers…”
    • Know the Market
    • Talk : potential customers, potential competitors, partners, advisors, investors/creditors, “multipliers”
    2. Identify a compelling need Talk : potential customers, potential competitors, partners, advisors, investors/creditors, “multipliers” 3. Generate customers Talk : potential customers, potential competitors, partners, advisors, investors/creditors, “multipliers” 4. Sell solution 5. Build & deliver solution
  • 19. Innovation Business Lessons
    • Identify customers and their needs
    • Start with a service to get paid sooner
    • Learn from your customers
    • Expand your activity
    • Protect intellectual property and information
    • Communicate!
      • Talk to people
      • Write simply and state benefits/conclusions
      • Close deals
  • 20. Q&A: Business Strategy
  • 21. CRDF Contact Information
    • U.S. Civilian Research & Development Foundation (CRDF)
    • 1530 Wilson Boulevard, Suite 300
    • Arlington, VA 22209 USA
    • Emails
    • [email_address] General CRDF enquiries
    • [email_address] Partner Development Program (business questions)
    • [email_address] Travel Grant Program
    • [email_address] First Steps to Market Grants (new partnerships)
    • [email_address] Next Steps to Market Grants (commercial partnerships)
    • Website: www.crdf.org
    • Tel: +1 (703) 526-9720

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