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*Please feel free to pass this newsletter to others. If you received this from a friend and would like to be on our list, please drop us a line at info@arrowcan.com . Your feedback would be really valuable to us.*
We are always going to be centered on PEOPLE and not primarily on technologies. So our newsletter is no exception. It is geared to making this community closer and more aware of all of its members (both the BUY side and the SELL side of the equation).

NEWS:

Who's Gone Where
As usual there are a number of changes to report...
IP Policies
Our clients and others use this page. Is YOUR institution on there and is your information correct?

VIEWS: These views are Adi's personal musings. If YOU have views of your own you'd like us to publish in our next newsletter (or suggested topics worth discussing), send them along to us. We promise to read all of them and to publish a selection.

Relationships Matter... ... and maybe they can tell us how well we can expect to do as Technology Managers

CHALLENGES:

From a START-UP culture to SUSTAINABLE companies

There's been a lot of press about how many starts we've had over the years. Who's measuring the number of sustainable successes in CANADA that resulted?

NEWS:

Who's Gone Where

Since our last newsletter six months ago there have been a number of personnel changes in the technology transfer/ research world in Canada. Below are those of which we are aware. If you know of other changes please let us know and we will include them in the next newsletter. Our aim is to increase awareness and connectivity within our Canadian TTO community.

Ken Poppe is the US Country Head, IDF at Intellectual Ventures and is in charge of Canadian University Relations, Vancouver BC.
Peter Garrett is the new President of Innovate Calgary, Calgary AB.
David Reese has left Innovate Calgary to pursue law studies, Calgary AB.
Ken Porter is the new Vice President Licensing, Innovate Calgary, Calgary AB.
Janet Berriman has left the Office for Research, Innovation and Partnership to be the Senior Supply Management Consultant, University of Regina, Regina SK.
Neal Lemon is a Technology Transfer Officer, Industry Liaison Office, University of Saskatchewan, Saskatoon SK.
Naveen Anand has left PREVENT, Saskatoon SK to pursue other interests.
James Blatz is the new Vice President of Industry Relations, University of Manitoba, Winnipeg MB.
Darren Fast is the new Director, Technology Transfer Office, University of Manitoba, Winnipeg MB.
Jody Dexter is a Technology Manager, Technology Transfer Office,University of Manitoba, Winnipeg MB.
Robert Werbowsky is a Technology Manager, Technology Transfer Office, University of Manitoba, Winnipeg MB.
Bradley MacPhail is the new Business Development Officer, AUTO21/Connect Canada, University of Windsor, Windsor ON.
Charles Nyabeze is the new Director, Business Development, Centre for Excellence in Mining Innovation, Sudbury ON.
Derek Newton is the new Executive Director, Innovations and Partnerships Office, University of Toronto, Toronto ON.
Hassan Jaferi is a Commercialization Manager, MaRS Innovation, Toronto ON.
Cheryl Giblon is the new Industry Liaison Manager, Innovation York, York University, Toronto ON.
Valerie Fox is the Executive Director Digital Media Zone, Ryerson University, Toronto ON.
Avi Shachar has left SpringBoard West Innovations to start his own company Stratum Intelligence Corp., Toronto ON.
Chabriole Colebatch is Legal Advisor Research Services, Brock University, St. Catharines ON.
Bradley McLean is the Senior Technology Transfer Officer, Brock University, St. Catharines ON.
Padraic Foley is the Commercialization Research Officer, Brock University, St. Catharines ON.
Lynn Leger has left GreenCentre Canada, Kingston ON to pursue other interests.
Anne Vivian-Scott is now an Executive in Residence at PARTEQ, Queen's University, Kingston ON.
Didier Leconte is the Investment Director, Life Sciences at Fonds de solidarité FTQ, Montreal QC.
Nadia Nour is now a Commercialization Officer, Office of Sponsored Research, McGill University, Montreal QC.
Mark Weber is a Commercialization Officer, Office of Sponsored Research, McGill University, Montreal QC.
Camille Blanckaert is a Project Leader, Business Development, Univalor, Montreal QC.
Francoise Roy has left the Atlantic Cancer Research Institute to start her own marketing business SOLVA, Moncton NB.
Sophie Theriault is the new Director Business Development and Communications, Atlantic Cancer Research Institute, Moncton NB.
David Fullerton is now Manager Technology Commercialization, Industry Liaison and Innovation, Dalhousie University, Truro NS.

Congratulations to Sally Gray, Director of Research Services and her team for winning the President's Award for Team Achievement, Wilfred Laurier University, Waterloo ON.

Gina Funicelli, Director Industry Liaison Office, Saint Mary's University, Halifax NS is the AUTM Assistant Vice President for Canada.
John Wilson, Director Innovation and Commercialization, Brock University, St. Catharines ON is now on the Board of Directors of ACCT.

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IP Policies:

Thanks to those who sent in the locations (urls) of where, on your organization's website, your IP policies were stated. It looks like many are embedded in their Faculty Collective Agreements. Please take a look at the entry for your organization and, if it has changed or if it is incorrect, please let us know. This is a resource that is getting some use now and if your entry is in error it will not help you.

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VIEWS:

Relationships Matter

Its been almost eight years since we founded ArrowCan. In 2005 when we were starting, it was very uncommon indeed to hear anyone talking about how the MOST important thing about technology transfer was to build the relationship. To neglect this aspect seems unthinkable today, doesn't it? At that time though it was one of our four founding principles: Build the relationship BEFORE building the deal. (Just for fun, what were the other three principles? Do you remember? If not, they are restated at the end of this article). I even put this founding principle in my signature file where it proudly stands to this day “Good deals are a CONSEQUENCE of great relationships... not the other way around”. Today, it seems that one cannot attend a seminar or read an article about Technology Transfer without hearing how it is “all about the relationships”. We are very pleased to have been an influence in this evolution. Maybe it is time to take this to the next level.

If we are so absorbed with building relationships and if we are also self absorbed as a community with evaluating our success maybe there is a way to combine both and evaluate our success as relationship builders as a surrogate marker of our possible success as Tech Transfer Officers. It is certainly clear to me that if one does NOT have a good connection network one cannot succeed as a person responsible for technology transfer. It may be true that this is only a prerequisite and that having a good connection network doesn't guarantee success but certainly not having one will guarantee failure in my opinion. Here are a few questions to ask ourselves.

How many people do you know whom you could call and get them to recognize you without any introductory remarks beyond your name? For the typical business development professional this should range in the several hundred to several thousand people (YES. You probably are there even though you don't think so right this minute).
How many of them are professionals?
How many of those are able to make a decision at some nominal amount (lets say $5K for this discussion)?
How many are leaders or belong to companies which are leaders in any field?
How diverse a set of fields of interest do the contacts represent?
Are there a range of enterprise sizes represented?
Does the Canadian Government dominate your Rolodex? If so, you may be more of a “grants facilitator” than commercialization manager.
Are there individuals from a wide range of diverse geographies represented in your collection?
Is there relative cultural diversity or is it largely homogeneous?
How many of them have you done business with in the last 12 months?
How many of them have you helped in ANY way in the last 12 months?
How many of them have you contacted personally in the last 12 months (Season's Greetings qualify in this category! So this may be a good time to ask this question ).
How many of them have introduced you in a complimentary way to others who have since become a valued part of your network?

These are just offered as a starting point for discussion. Some of the questions are deliberately off course to stimulate some discussions. Let us have your thoughts and responses to how YOU would have one evaluate the utility, health, diversity and success of someone's connection network. If there are a sufficient number of good suggestions we would be delighted to publish them in the next newsletter and have the discussion continue on line in a forum we'd be happy to set up on the ArrowCan website if needed or on any other appropriate site. All of the above measures are not dependent on where you work at the moment or on what deals you are trying to close. They are a measure of YOU. They may be an early indicator of your chances of success in this profession. The network and its utility to you will stay with you throughout your whole career as long as you care for your network and develop it as if it were the most valuable thing you have – because it IS.

This newsletter is coming to you today because you are a valuable and vital part of OUR network and we have long valued our relationship. We thank you, our supporters and friends, for all of the support over the years.

Here are the other three founding principles of ArrowCan:
* National in scope
* OUT of politics of all stripes and dedicated to the BUSINESS of technology transfer
* Driven by the “buy-side” of the industry not the “sell-side”

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CHALLENGES:

From Start-up to SUSTAINABLE

I have previously commented in this section of the newsletter about our need in Canada to address and indeed embrace markets outside of North America for our early technologies. That seems now well underway. So I have only to congratulate everyone on this recent progress. The push from the current federal government in this area has certainly helped. We have a long way to go yet and I can only hope that this trend continues but its been a good start.

Here I want to address another complementary challenge that faces us. One I also alluded to in the last issue of the newsletter. We are a nation of start-ups. We don't seem to have grasped that if we nurture these start-ups only to the stage where they are BEGINNING to fend for themselves and then sell them off, we will have treated our creativity, innovation, and businesses like a resource in a resource-based economy. We will also have paid the largest price and for the most risky part of their growth. In other words, we would have just got them started and sold them off just as they could begin to make real impact on our lives, as raw materials for someone else's growth. There is obviously a balance to be reached. We do need to start new ventures continuously. But that is not an end in itself.

We need also to be putting as much innovation and new products into the best of our existing SMEs and start-ups so as to give them a sustainable edge in the global marketplace. We need to be asking ourselves which is the best CANADIAN SME for the current innovation. Much of the challenge here seems to be one where the current revolution in the democratization of knowledge can help. Many a time, there is an SME in Atlantic Canada say which could benefit from a technology in Vancouver, or one in Saskatoon which could learn from research going on in Antigonish. I draw these names simply at random but the message is clear. How does the local inventor or the TTO even KNOW about the possible promising SME receptor for the technology? WE as a community of people involved with the societal implantation of technology can help here by improving our own communications with one another about possible neighborhood SMEs- what they do and what they need.

We need to be developing national registries of SMEs - what they do and what they need for sustainability. We need to be having NATIONAL conferences where CANADIAN SMEs can meet CANADIAN TTOs so that the link is forged between the suppliers of the needed technologies and those that can use it to provide us with a better future through the open competitive marketplace. Above all we need clear incentives for those involved with technology transfer (both sides: buy and sell) to want to seek out and collaborate with one another.

Some of the initiatives of Startup Canada may be in the right direction but there is a LONG way to go and we can all help individually and collectively. Let's start by asking ourselves how many of our recent deals went to local SMEs. How many SMEs do we know well enough to REALLY understand their current technological problems? Let's start a voluntary roster of SMEs across the nation that would like to enter into a dialogue with inventor communities (universities, colleges, local angels etc etc etc). There was an old phrase in the seventies that has stuck with me: “Think globally, act locally”. Let's think NATIONALLY to improve our lot GLOBALLY by converting our SMEs to SGBs (Sustainable Global Businesses). Let's each of us become an advocate for our local promising SMEs and always be on the lookout to find technologies for them that would improve their chances to REALLY succeed in our own backyard and thus improve our own futures.

Please send us your feedback (positive AND negative, we welcome anything over silence). We'd love to be a facilitator in this national conversation.

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