External Technology Acquisition and Business Development Expertise

Challenge

In today’s fiercely competitive economy, the need for innovation in product development has never been greater. Many companies find that the innovation they need can’t be found from within their own R&D organizations. To meet the challenge, CEOs and R&D heads need to create a highly effective external technology function able to manage all aspects of technology acquisition—ranging from scouting, to technical and IP assessment, business and financial valuation, deal strategy and negotiation, and technology integration. As part of the process, they need answers for some key questions:

• How do we define the role of externally sourced technology in our overall technology and product development strategy?
• How can we build up capabilities by taking advantage of existing resources without spending too much money?
• How can we be sure that we’ll manage relations with external technology sources and partners in a fair and businesslike way, advancing the company’s reputation?
• How can we encourage our scientists and engineers to become active supporters of external technology and not fall prey to NIH (Not Invented Here) Syndrome?
• What can we do to make sure we effectively integrate the external technology once the deal is done?

Expertise

My work with CEOs and R&D leaders on the external technology and business development functions is based on many years of experience managing the external technology operation at a division of Bausch + Lomb, a major health technology firm. I’ve also spent many years studying what works—and what doesn’t—at other companies.

I pay particular attention to your specific requirements, because the external technology function needs to reflect your particular strategic objectives, size and scope of your operations, and your business culture. In this way I can support you in designing a system that optimally aligns with your existing organizational structure and core processes.

Find out more: Email me to tell me about your business development challenge.