Training Courses Overview of ASTP's Training Courses - www.astp4kt.eu
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Training Courses
Overview of ASTP’s Training Courses
• www.astp4kt.eu •Training Courses Overview
Introduction to the Topic CE Points Page
Training Courses Creating a Student Enterprise
Creating Successful Spin-Outs
13
17
4
5
Financial Tools for KTOs 18 6
Welcome to this comprehensive overview of ASTP Fundamentals of Supporting Consultancy 13 7
professional development courses currently ASTP is a non-profit members association committed
provided by ASTP. Such courses, led by experienced to knowledge transfer among universities and Fundamentals of Technology Transfer 17 8
practitioners, are designed to help support, industry. Our focus is to further improve the quality
Knowledge Exchange in Social Sciences, Humanities and Arts 12 9
empower and develop your career as knowledge of impact that public research has on the economy
and technology transfer professional. Whether you and society. 18 10
Marketing & Business Development
are just starting out or have years experience, there
are courses designed to meet your needs. These RTTP Negotiation Skills for KTOs 13 11
programmes will not only provide you with a wealth Registered Technology Transfer Professional status
of knowledge and hands-on practice but also enable recognises the accomplishments, roles, skills, Organising your KTO for Growth and Success 16 12
you to connect with your peers from across Europe knowledge, and deal-making expertise of technology
Research & Development Collaborations 16 13
and beyond. transfer professionals on a world-wide basis. It tells
employers, colleagues and others in our industry Software Specific Challenges in Technology Transfer 16 14
In addition to the 12 different courses that you have demonstrated core competencies
outlined here, ASTP provides site visits to well- and are responsible for significant achievements Technology Licensing 18 15
established university knowledge transfer and contributions in the field of knowledge and
facilities, industry and technology ecosystems. technology transfer. By attending our training
These visits offer opportunities to learn directly courses, you will earn CE points towards RTTP
from the best facilities in Europe, get insights on approval. For more information on how to apply for ? Course Information Topics Discussed Target Audience
the issues related to industry-academic RTTP status, visit: www.attp.info.
collaborations, and to find out how to harness
technology ecosystems. In addition, we also
Learning Objectives
‘‘ Testimony
provide bespoke on-site training tailored to your
specific needs.
2 3Creating a Student Creating Successful
Enterprise Spin-Outs
CE Points 13 CE Points 17
? ?
Knowledge Transfer offices are increasingly asked to be involved in creating student enterprise programmes, This course is for experienced technology transfer The course is interactive, you will learn through
organising events, competitions, co-curricular courses and providing live case studies that can give students managers whose portfolios includes expertise case studies and role play facilitated by those who
experience of commercialising technologies. These programmes can be a distraction, especially as there may technologies, that may be best commercialised have been actively involved in building, financing
not be much IP involved (and even where there is, we may not own it). However, they can also be fun, generate in a spin-out company. We explore what sort of and managing successful university spin-outs.
income and enhance our profile within our institution and outside networks. Besides which, we may not have technologies are best commercialised in this way,
much choice (or want anyone else to do it). and the role of TT managers in setting the initial
business strategy.
Working with the founding academics to build a
• Gain an overview on the process of spinning out
well-financed, yet sustainable spin-out company
a company from a research institution
This course brings together those who have ‘student enterprise’ in their portfolio or would like to have it. that can act as a great platform for commercialising
• Introduction into funding, especially Venture
We cover fundamentals of co-curricular course design, introduce some common tools, methodologies and the technology – as well as providing a financial
Capital financing
frameworks. Amongst other ideas, this course will also take you through the design of events, competitions, return to the university.
• How to manage conflicts of interest regarding
challenges, hackathons, their purpose and how they are run and judged. scientists, founders, research institutions and TTOs
• Deepen your knowledge using interactive case
studies
• Business plans
• Fundamentals of co-curricular course design • Financing
• Introduction to common tools, methodologies and frameworks design of events, competitions, challenges and • Building value
hackathons • Due diligence
• Conflicts of interests
• How to can give students experience of commercialising technologies
‘‘
“It is always encouraging to see that other TTOs are encountering the same problems than we do!”
• Generate income
Aurore De Boom
• Enhance your profile within and outside your institution and networks
• Engage with external experts
“ASTP-Proton provides very powerful data-rich information for all experience levels of participants.”
Anonymous
4 5Financial Tools Fundamentals
for KTOs of Supporting Consultancy
CE Points 18 CE Points 13
? ?
This course is designed to provide a better Are you looking to become an effective Licensing
understanding of business finance in a KTO / TTO Executive or Contracts Manager? This course targets Consultancy is an important mechanism of The audience should be, people engaged in
context. This course could be defined as “Finance technology transfer professionals in academia knowledge transfer which has wide-reaching commercialisation, Knowledge Transfer, Business
for the Non-Financials in KTO / TTO”. It is a very and industry with at least two years experience benefits on society, the economy, researchers, Development roles in Commercialisation or other
practical course that will build from limited financial in technology marketing and/or licensing, and will their institutions and external organisations. This university administrative offices:
knowledge and will be immediately applicable in focus on the development of personal skills and course is designed to help participants understand • currently not providing any support to
your business. insights. Do you need to learn the latest marketing the nature of consultancy in an academic setting. researchers carrying out consultancy but wanting
and negotiation techniques to prepare you for to commence
licensing technologies to industry or scouting new • wishing to start a formalised consultancy support
technologies from academia? function
• in the early stages of formally supporting
• Finance Model consultancy
By following this course, you shall become aware
• Financial Statements
of different models of support for consultancy,
• Finance Terminology
• Understand financial models and financial understand the benefits and challenges and
• Management Accounting
ratio’s, valuation aspects, project finances, funding how various approaches can impact on policy
sources and subsidies and grants development and operational set up. In addition,
participants will explore business development The course will develop your understanding of how
• Interpret and analyse financial data about your
and marketing strategies to engage internal consultancy fits into the wider university context;
type of business and your (internal and external)
stakeholders, raise awareness of consultancy how to raise its profile as a worthwhile activity
customers (researchers, startups, alliance partners,
support and increase business opportunities for research institutions to support and how it
subsidy partners, …)
as well as discovering tools and techniques to adds value for the institution. You will be guided
• Understand what is driving your executive
increase efficiency and improve service offerings. through how to identify the risks associated with
decisions and link these challenges with your
carrying out consultancy, explore tools to assess
decisions
and mitigate risks and gain an understanding of
• Speak the language and terminology of finance
the importance of consultancy agreements; how to
and be confident to ask effective questions
recognise key important terms and negotiate them.
• Understand accounting policies, financial
statements, pricing structures, funding structures,
capital structures, valuation methods, subsidy &
grants structures.
6 7Knowledge Exchange in
Fundamentals of Social Sciences,
Technology Transfer Humanities and Arts
CE Points 17 CE Points
CE Points 12 12
? ?
This course will guide you through the basic This three-day course is for people relatively new SSHA knowledge transfer is fundamentally Frustrated with the STEM and biomedical focus
processes of technology transfer - from receiving to technology and knowledge transfer with less different to more traditional areas of knowledge of most knowledge transfer courses? Do you feel
and evaluating an invention disclosure to pitching than 2 years’ experience. The course is developed transfer. Perhaps the most significant differences the need for different strategies in the relation
for investment, and negotiating deals. You will learn for professionals, from both public and private are: less emphasis, or likelihood, of formal IP to Social Sciences, Humanities and Arts? This
from experienced technology transfer professionals institutions, entrepreneurs and consultants. (particularly patents); the long-term nature of the course is for knowledge transfer officers who
and have an opportunity to network with your Designed for those working within a university relationships; more complex (and often informal) have significant interaction with researchers from
peers. KTO, linked directly or indirectly to technology exchange of value and researcher’s motivations. the SSHA. Participants should have more than
transfer activities and wishing to learn more This has a profound effect on the nature of one years’ experience and already completed the
Through a mixture of seminar-style presentations, about knowledge and technology transfer. This knowledge and technology transfer in SSHA and Fundamentals to Technology Transfer course.
case studies, interactive analyses and discussions, is a great way to develop a strong foundation of it is these differences that are worth exploring
you will learn the fundamental skills of a technology knowledge if you wish to advance your career. in order to develop SSHA-specific strategies.
transfer professional. This is a great opportunity to Many KTO professionals have benefited from this Knowledge transfer in the SSHA is often seen as
learn in a small collaborative group from experts professional development launch pad. ‘softer’ that in the ‘harder’ sciences – in this course,
• The main differences between knowledge
who have accumulated decades of insights and we hope to show that the impact can be far more
transfer in SSHA, STEM & Biomedical sectors
specialist knowledge. Over three days, you will profound and the tactics we use richer, more
• Pathways to impact in SSHA
develop skills and acquire the know-how vital to creative and more challenging.
• To identify the sources of value in SSHA
becoming a succesful technology transfer officer. opportunities
• Increase knowledge on setting up a • How to identify and triage potential SSHA
spin-off company, including the broad financing opportunities
possibilities • Translating SSHA strengths into useful socio- • The nature of IP in SSHA projects
• Tips and tricks on negotiating a successful economic outcomes • Some models and mechanisms of engagement
• Evaluation of exploitation strategy and options
deal (with a collaboration partner, a spin off or a • The sources of value inherent in SSHA groups with for-profit companies
• Patenting: ‘what you should know’
licensee) and projects
• Introduction to licensing
• Gain insights into patenting and patent • The value proposition and revenue models
‘‘
• Basics of spin-off creation and financing
evaluation, and the licensing process • How organisations engage with SSHA
• Collaboration and negotiation strategies
academics
“The course is very well organised and the panel of
• Weaving different sources of value
speakers clarify the most important aspects to take
‘‘
• Strategy and success from the university
into account.”
perspective
Adrián Ibáñez Rodríguez, Knowledge Transfer
“This course gives a perfect overview of the challenges you meet as a KTO and also ideas on how to address • Structuring value to capture fair value
& Entrepreneurship, Oficina UOC de Suport a la
them in a professional way.” Recerca i la Transferència, Spain
Micheael Jonsson, Technical University of Denmark, Denmark
8 9Marketing & Business Negotiation Skills
Development for KTOs
CE Points 18 CE Points 13
? ?
Most knowledge transfer courses assume that This course is designed for those whose job This three-day course will gives the participants Knowledge transfer officers and legal advisors in
the partner is already identified and concentrate involves finding and ‘warming up’ potential research tools to prepare technology transfer negotiations charge of the negotiation of knowledge transfer
on the ‘technical’ aspects of structuring a robust partners and licensees; the human elements of and improve their skills to make moves both at the deals with industry and/or other academic
deal. However, the more difficult and time- negotiating a deal. It largely focuses on the part of negotiation table and outside the negotiation table. institutes.
consuming part of process is finding a partner and the ‘process’ where, having identified a promising
generating commitment and enthusiasm to the technology or research strength, it is time to find The interactive workshops include two negotiation This course is designed for professionals having
point where they want to invest in the relationship external partners willing to commit resources to simulations and various case studies based at least two years of experience in knowledge
and do the deal. Using a series of case studies take it to market and structure that deal. on the real-life experience of the trainers. The transfer activities. Participants are expected to
and reflections from experienced practitioners, this participants will have the opportunity to assess be familiar with the different types of knowledge
course develops frameworks and tools that can be their negotiation style and will receive feedback on transfer agreements and in particular licences and
widely used to develop new research and licensing how effective they are at the negotiation table. collaborative R&D.
collaborations and structure those relationships in a
way that benefits and aligns the motivation of both • How to re-frame research strengths as
parties. commercial propositions
• What constitutes a successful client conversation • Win-win negotiations • Adopt a negotiation approach aiming at
• Realising why we so often dislike negotiation and • The different types of negotiations achieving win-win deals.
conflict • Creating and claiming value in negotiations • Be able to balance cooperative and competitive
• Sharing information approach at the negotiation table wisely.
• BATNA • Understand your negotiation style.
• Efficient frontier • Know the psychological biases that can be used
• Power in negotiations to shape perception.
• Success as a Business Developer in academia • Negotiation styles • Understand and protect yourself from dirty
• Developing commercial strategy • The impact of time in negotiations tricks.
• The sales process • Shaping perceptions • Use and be aware of possible moves outside the
• Using your ecosystem and (regional) networks • Dirty tricks negotiation table.
‘‘“Perfect training for a new Business Developer in
‘‘
“ASTP courses are a great way to learn about the different aspects of tech transfer. It’s amazing what you
academic tech transfer.” can learn in only a few days”
Cecile Cavalade, Université Libre de Bruxelles, Brechtje Vreenegoor, Business Developer at Radboud University Nijmegen, Netherlands
Belgium
10 11Organising your KTO Research &
for Growth and Success Development Collaborations
CE Points 16 CE Points 16
? ?
This three-day course provides a broad overview of Operations within knowledge transfer offices can be Interactive learning is key to the success of this An appreciation of managing complex negotiations
technology transfer, the inner processes of a KTO, diverse in terms of human resources, stakeholder course presented by leading KT/TTO experts. is useful when attending this course as it aims to
and ecosystem development activities. Experienced engagement, and the business acumen needed to Much of the learning will be conveyed through expand the know-how and expertise necessary for
KTO managers, will guide you through issues conduct daily business. case studies, break-out groups and discussions. negotiating complex and sometimes troublesome
such as reporting, human resources, intellectual The results of each group session will be discussed contracts.
property, contract management and compliance. Are you an experienced KT Officer, KTO manager, amongst your peers with an analysis of the results
The interactive workshops include case studies and IP portfolio manager or responsible for the provided by the course leaders. This course is designed for anyone wishing to
practical examples of KTO operations. The course administrative processes of a KTO with at least expand their skills and deepen their knowledge
has been scheduled to give you not only a valuable two years’ experience? Do you wish to become The course leaders aim to create an informal of the intricacies of research and development
learning experience but to allow you to optimise Head of a KTO or responsible for the operation learning environment which helps develop your collaborations.
networking opportunities with your peers from of a KTO? This course is designed for technology knowledge and the network.
across Europe. transfer professionals in charge the operations or
administration of a knowledge transfer office.
• Handling communication between academia
and industry within collaborations
• Stakeholder management
• Managing expectations
• By taking into account the specificities of their • Creating a win-win situation
• Improving your negotiation skills
research organisation, participants will be able to • Role and tasks of the KTO • Legal aspects
• Nurturing alliances
refine and improve the organisational model of their • Organisational models • Negotiation
• Handling IP within collaborations
KTO • The different roles and profiles in a KTO
• To design effective reporting, addressing key • Activities and financial reporting
stakeholder interests
• Manage the research results, using an IP approach
• Managing research results using an IP approach
• Managing a patent portfolio, research contracts, ‘‘ “I learned more in the training course for 3 days than I did the last 3 months at my job. The lectures were
to maximise the benefits for society licensing agreements and strategic partnerships
• Acquire concrete advice and tools to improve their informative & interesting.”
Hanna Sonning, Legal Officer, University of Gothenburg, Sweden
‘‘
operational processes specifically patent prosecution
and portfolio management, contract life cycle and
PoC scheme. “I really like the course and the networking. I would
• Learn how to effectively build a successful network like to come again”
of partners Nancy Goel, Marketing and Licensing Specialist,
Qatar Foundation, Qatar
12 13Software Specific Challenges Technology
in Technology Transfer Licensing
CE Points 16 CE Points 18
? ?
During this three-day course you will dive into The diversity of intellectual property rights Technology transfer is the business of selling new technologies to companies that can make products or
the software-specific challenges in technology is overwhelming for any technology transfer services from them. Our challenge is to identify potential licensees and negotiate a balanced license agreement
transfer. Kicking off with an overview of inventions, professional. Besides computer-implemented - which involves a lot more than just agreeing a royalty rate. The process is not inherently complex – but there
patents, licenses, and business concepts that are inventions, a technology transfer professional are many good practices and strategies to learn (and bad ones to avoid).
related to software. The challenges of software working in the software area has to deal with
and which factors to be aware of when considering copyright, open source licenses, end-user licence In this highly interactive course, we will explore the many different facets of the licensing process through case
the basics will also be addressed, in addition to agreements, and sui generis rights. This course studies, teamwork and workshops. You will learn from experienced practitioners; those who have negotiated
less-familiar forms of IP protection. Other points is designed for professionals that have at least 6 many complex license agreements. You will meet both academic and industry counterparts to understand their
for discussion are big data, marketing channels, months experience in technology transfer and are different perspectives on licensing technologies.
and software-based spin-offs. The course is highly working with software and computer-implemented
interactive, including exercises and case studies. inventions.
Are you looking to become an effective Licensing Executive or Contracts Manager? This course targets technology
transfer professionals in academia and industry with at least two years experience in technology marketing and/
or licensing, and will focus on the development of personal skills and insights. Do you need to learn the latest
• Software terminology • Be acquainted with the different terminology
marketing and negotiation techniques to prepare you for licensing technologies to industry or scouting new
• Due diligence in software-implemented used in software and computer implemented
technologies from academia?
inventions inventions, as well as the implications of software
• Alternative IP forms for Software development for due diligence and licensing
• Open Source software • Set a strategy for licensing, taking into account
• Software-specific terms in license agreements the opportunities and limitations of using open
• Market channels available source licenses • Marketing Intellectual Property • How to market technologies to attract and
• Business models in software • Design business models around software and • Valuing patents and other IP secure potential licensees
• Software-based spin-offs computer-implemented inventions, and how to • Negotiating a licence • How to value Intellectual Property
scale them • Post-deal management • including patents to prepare for a negotiation
• Identify different market channels available • Handling difficult situations • What to do when things go wrong
‘‘ (app, cloud, licensing models, hardware/software
bundles), and align their use with a specific
• How to negotiate licences to ensure a win-win
situation
“This course has provided invaluable information
as our TTO expands to take on software cases.”
business model
‘‘
“ASTP brought the right structure and terminology
Tom Withnell, University of Vienna
into my knowledge on technology licensing”
René Widmer, ETH Transfer, Switzerland
14 15What’s Next?t? Think about global accreditation as a Registered Technology Transfer Professional (RTTP) Is this your first training course? Planning your career development? Consider RTTP status at Consider our Road to RTTP service www.attp.info www.astp4kt.eu
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