Category Archives: Stories From the Field

Lessons from Royalty Negotiations

Blog Series Lessons from Royalty Negotiations This collection of blog posts outlines several real-world examples of successes, near-failures, and collapsed deals. Download PDF.

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Fool Me Once, Shame on Me: Lessons from Royalty Negotiations, Part 3

In this final installment in my three-part series on lessons from the trenches of royalty negotiations, I talk about economic realities. Example #3: Blinded by Greed The licensing manager from a Fortune 100 company called Fuentek to tout a deal … Continue reading

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Fool Me Once, Shame on Me: Lessons from Royalty Negotiations, Part 2

In this three-part series, I share several real-world examples of royalty negotiations gone awry. This week, I look at a deal that on the surface appeared to be a “give away.” Example #2: Sometimes a Bird in the Hand Really … Continue reading

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Fool Me Once, Shame on Me: Lessons from Royalty Negotiations, Part 1

Negotiating royalties is challenging under the best of circumstances. In this three-part series, I outline several real-world examples of successes, near-failures, and collapsed deals. Not surprisingly, in the failed and nearly failed deals, emotions and personal objectives rather than business … 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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Making Hard Choices: How and When to Shut Down Technology Marketing Efforts, Part 3

Last week, I talked about a technology transfer marketing effort that never should have been launched. But in pursuing your marketing efforts, you may find that interest and the potential for success waxes and wanes over time depending on events … Continue reading

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Making Hard Choices: How and When to Shut Down Technology Marketing Efforts, Part 2

Last week I talked a bit about reflecting on and reassessing your technology marketing efforts, and we looked at an example of how and when to make the hard choice of shutting down a marketing effort on a fatally flawed … Continue reading

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Making Hard Choices: How and When to Shut Down Technology Marketing Efforts, Part 1

New Year, New Blog Series!Hello readers, and warm wishes for 2011. We at Fuentek hope your holidays have been restful and inspiring. We’ve been inspired to introduce some new and informative blog series in 2011, starting with Stories From the … Continue reading

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