The document summarizes current trends in European technology transfer as presented by Stephane Mottola from FIST SA. FIST SA is a technology transfer company in France that works with the public research organization CNRS. Mottola discusses that European countries have differing negotiation styles and cultural variables that impact deal-making. However, technology transfer deals have become more harmonized in Europe in terms of structure, legal and intellectual property aspects.

1. Current Trends in European Technology Transfer Date : June 17 2008 Time : 10:15 a. m. Speaker : Stephane Mottola Director of international development, FIST SA, Paris, France

2. Current Trends in European Technology Transfer Date : June 17 2008 Time : 10:15 a. m. Speaker : Stephane Mottola Director of international development, FIST SA, Paris, France FIST S.A. Paris

3. Who we are? FIST S.A. France Innovation Scientifique Transfert Private Tech Transfer Company created in 1992 Subsidiary of CNRS, Centre National de Recherche Scientifique (CNRS) Principal client is CNRS but no exclusivity towards CNRS

4. CNRS Centre National de la Recherche Scientifique Founded in 1939, largest publicly funded research institute 13 Nobel laureates : Monod, Jacob, Lehn, Joliot-Curie Multifaculty (life sciences, physical and social science) 30 000 permanent employees 11 600 researchers 1260 research units Budget : $ 3.8 billions (2007) Life Science 326 research units 3000 researchers

5. CNRS Historical sites as well as large new research centers Gif campus (Paris) Luminy campus (Marseille)

6. FIST key figures 44 employees: 16 TT officers , 5 Lawyers , 5 Patent Managers 3 200 patents - $12,5 millions in 2007 (IP costs) 900 licenses - $ 100 millions Royalties in 2007 2 blockbusters : Taxotere (Sanofi Aventis) Navelbine (Pierre Fabre) 150/200 new patents each year 100 new exploitation agreements signed per year

7. Licensing profile

8. How do we work? Clear licensing policy Use of Term sheets Flexibility on licensing terms Freedom to establish terms of deals TT officers negotiate entire agreement Focus on increasing the number of deals

9. TT Trends in France Multiple TT offices, increase of co-ownership of IP, clear rules between co-owners. Focus on marketing activity in TTOs Better remuneration of TT officers Funding through TTOs dedicated to proof of concept

10. FIST S.A. and Europe FIST is a major player in European TT Many cultural variables in deal-making (country, company and individual) Consider that Europe is made of 27 countries, 23 languages -> Some tips to deal with European diversity

11. How is time handled? Monochronic Time linear, scheduled One thing at a time Take time commitments seriously Fixed planning Polychronic Time flexible Many things at once Comitted to relationships Change plans easily

12. Negotiation styles in Europe

13. Negotiation styles in Europe

14. Negotiation styles in Europe

15. Map of the virtues

16. Keep in mind…

17. Conclusion Difference of cultures are significant in Europe and impact the ease of doing a deal Important to be aware of cultural diversity and differing attitudes within Europe

18. BUT TT Deals have been harmonized in Europe in terms of structure, legal and IP aspects

19. Contact Dr Stephane Mottola Director of International Development FIST S.A. 83 Bd Exelmans 75 016 PARIS France Tel : 00 33 (0)1 40 51 00 90 E-mail : [email_address]