Trilogy Tidings
March 2010
in this issue

     A short blurb this month, as business activity has overtaken me.  (Please refrain from being so grateful.)

     Over the last year I've supported several technology deals, mostly on the "sell" side.  I've re-learned a few lessons in the process, which I have decided to share with you this month.  These lessons are more appropriate for the inexperienced than for you old hands, but everyone can use some reminders, right?

     Happy Spring!

Change Ahead
Doing Technology Deals 

Technology FitI define a technology deal as a partnering and/or licensing arrangement in which one organization gains access to a technology controlled by another.  The technology is, by my definition, not yet commercialized and often not yet realized as part of a product.  It is frequently being offered by an academic institution, emerging enterprise or solo inventor.

     Getting such deals done is a dicey business (and a substantial challenge to an advisor to either party).   In my experience there are usually two major roadblocks.  First, the attitudes and knowledge bases of each party are almost always very different from the other.  Second, there's the knotty problem of agreeing on value.  These and other roadblocks can, with some difficulty, be overcome if both "seller" and "buyer" remember a few fundamentals along the way.  Here are my thoughts on the subject.

     Just keep the interests of the other party firmly in mind throughout the process, and behave accordingly.  A better outcome for both parties is the likely result.

Resources from our Archives 
     Check out our Reading Room to view my published articles, presentations and white papers on a variety of topics.
     And, you can examine an archive of my prior newsletters (since February 2007).
What does Trilogy do? 
     Trilogy Associates facilitates business growth and renewal through commercialization of new products, providing the following services:
  • Opportunity assessment
  • Business planning and enterprise growth strategies
  • New-product conceptualization, commercialization and marketing
  • Market research and competitive assessment
  • Business development and partnering
  • Market and technological due diligence
  • Assessment of the therapeutic and diagnostic potential of novel technologies
  • Design of efficient and effective development strategies for early-stage biomedical products
  • Business and technical writing/publishing

     Inquiries to establish whether and how we might support your business initiatives are always welcome.  Contact us.

Contact Information
ContactInfoJoseph J. Kalinowski, Principal
LinkedIn Profile: www.linkedin.com/in/trilogy