Category Archives: Stories From the Field

Perception Is Reality When Negotiating a Deal

We know that not all technology transfer deals are created equal. And in some cases, the estimated value of a deal can appear to be so low that it’s not worth going after. So how do you know when to abandon the negotiation and when to push for a more lucrative deal? That’s the focus of this Story from the Field. A prospect was interested in licensing our client’s technology, but in the course of qualifying the prospect, Fuentek learned that the company’s rough estimates of sales would yield very little royalty revenue—approximately $3K per year. This low value was hardly worth the effort of negotiating a licensing agreement, so we saw two options… Continue reading

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Insights for Intern Training and Mentoring: Stories From the Field

We are gearing up for Fuentek’s webinar designed to help TTOs put their interns to work on technology screenings. So, we’re taking stock of our own lessons learned from tech transfer intern programs. This Story from the Field is based … Continue reading

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Lessons from Royalty Negotiations: 3 Stories from the Field

Negotiating royalties is challenging under the best of circumstances. In this post, I outline several real-world examples of successes, near-failures, and collapsed deals.   Example 1: David versus Goliath Several innovators (we’ll call them the Davids) from a corporate giant … Continue reading

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Deal Making and the Art of Creative Royalty Structures

A large part of successful technology licensing is remembering that one size does not fit all when it comes to structuring royalty rates. Sure, standardization can help streamline your work. But in some cases, you have to take a creative … Continue reading

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How and When to Shut Down Technology Marketing Efforts

There’s no time like the new year to reflect and reassess. Where are your marketing efforts working, and where are they stalled? Remember: For every hour spent on a technology going nowhere, your team could be digging for gold on … Continue reading

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