Transcript Slide 1

Partnering to Win: Unlocking
the Potential of International
Conventions
Betsy Bascom
CEO, Global Connectworks Ltd.
.
May 2012 ©Global Connectworks Ltd
1
OBJECTIVES
1. IDENTIFY
2. SELECT
3. PLAN
4. CONNECT
2
Why conferences?
An efficient and effective way to improve
business results for companies and
stakeholders ....
and create connections and relationships
with people that can play a big role in your
success
3
4
Meeting people face-to-face...
people do business with people they trust
5
Identify and understand the value proposition
of international conferences and events
Access to new people
Connect with partners, investors,
potential clients, industry leaders
Access to different markets
Gives you insight into the
marketplace
Should inspire you
6
Selecting the right conference
First.....Identify your
corporate and
personal objectives
7
sessions
keynote
agenda
panels
refocus
ROI
Create a plan
partnering
serendipity
sponsor
speakers
investor
reconnect
relationship building
present Website
Plan “B”
conferences
networking
trends
results inspire connect identify your objectives
be targeted business development
education
exhibitor
industry
intelligence
mentor
goals elevator pitch
out-license
Business cards
create opportunities
schedule
plan, plan, plan
follow-up
alliance management receptions In-license
8
What to look for?
 Type of event
A.
B.
C.
D.
Investor/Financial
Business Development - Partnering/Networking
Medical/Scientific
Education
 Conference location
A. Is this a market I am interested in?
B. Opportunity to set up meetings outside the conference
 What is offered
A. Online partnering
B. Opportunity to participate on a panel
C. Company presentation
9
What to look for?
 Who is attending
A. Key industry influencers
B. Target Investors
C. Target partners





Who is speaking
Who is the conference organizer
Who are the sponsors
How many people attending
Side events – education, receptions
10
Licensing Executive Society
World Congress on Industrial
Biotechnology & Bioprocessing
BioEquity Europe
C21 Bioventures
ChinaBio® Partnering Forum
EuroMedtech
Partnering for Global Impact
American Society of Clinical Oncology
Bio International Convention
Euro-Biotech Partnering Summit
BIO India International Conference
In3 Med Device 360
BioPartnering Latin America
BioPharm America
BioSpain
Pharmaceutical Strategic Alliances
BioPartnering FutureEUROPE
Phoenix Conference
AdvaMed
Newsmakers in the Biotech Industry
The Biotech Meeting
BIO Investor Forum
AusBiotech
BIO-Europe
BioPartnering China
World Stem Cell Summit
Biotech Showcase
JP Morgan Healthcare Conference
BIO CEO & Investor Conference
The Burrill Personalized Medicine
Meeting
Therapeutic Area Partnerships
FDA/CMS Summit
BioPartnering North America
BioEurope Spring
American Association for Cancer
Research
BioPartnering India
Future Leaders in the Biotechnology
Industry
C21 Bioventures
Allicense
World Vaccine Congress
11
Bio Int.
Convention
Bio Europe
JP Morgan
Bio Investor
Forum
Bio CEO &
Investor
Type
BD
BD
Investor
Investor
Investor
Target
•Biotech
•Pharma
•Media
•Biotech
•Pharma
•Large cap
biotech
•Pharma
•Venture-stage
growth
companies
•Emerging
public cos.
•Established &
Emerging publicly
traded biotech
cos.
Attendees
15,600 +
∙ 65 countries
•Global CEOs
•BD execs
•Pharma
•Policy Makers
•Prof. Advisors
2,900+
∙ 48 countries
•Global CEOs
•BD execs
•Pharma
4000 ~
•Investors
•Analysts
•Industry
execs
•Pharma
700
•Investors
•Analysts
•Industry execs
•Pharma
1200
•Investors
•Analysts
•Industry execs
•Pharma
Format
21,000 Partnering
meetings
157 Co.
presentations
Networking
125 Sessions
1800 Exhibits
Receptions
14,700+
Partnering
meetings
183 Co.
presentations
Networking
 20 Sessions
94 Exhibits
Invitation
only
Co.
presentations
Side events
Receptions
 120 Co.
presentations
Discovery
Track
presentations
Partnering
140 Co.
presentations
12
“With proper planning, in just four critical days a year,
you can set up a full year of business connections,
partnering possibilities and exposure to many
innovations for the future of biotech!”
13
Why people attend the Bio
International Convention?
1.
2.
3.
4.
5.
6.
7.
Participate in partnering meetings in the BIO Business Forum
Make new business contacts
Obtain leads for products/services
Keep up to date on industry trends/issues
Network with colleagues
Attend the educational programs/sessions
See specific potential partners/company(s) within the BIO
Exhibition
8. Meet with existing customers/partners/vendors
9. Marketing my company’s products
10. See new products or developments
14
Planning your time at the Conference
Identify your objectives
Identify the opportunities
Create a schedule
15
Identify your objectives
What do you want to get out of
attending?
Know who you want to meet and
consider how you will do that
16
Identify the opportunities
1. Familiarize yourself with the agenda
and deadlines
2. Mine the website
attending, speaking,
presenting, exhibiting,
sponsoring, hosting
3. Who is...
17
18
Identify the opportunities
19
Who is attending, speaking,
presenting, exhibiting, sponsoring
20
Create a plan
 Create a list of people you want to
see and meet
 Do the background research
 Don’t forget your elevator pitch
 Be prepared to change your plan
21
Don’t attend
a conference without
a plan
22
“The people who prepare to
attend an event
come away with a much
difference experience than
those who just show up.”
23
Connecting with your targets
How do you know who to meet with
and how do you meet them?
24
Networking
 Networking is extremely powerful, but it takes
time.
 Create a plan to meet potential clients or
partners and build a relationship with them
over time and you’ll start seeing results.
 Networking is all about connecting with new
professionals and building relationships
25
26
Connecting with your targets
• Attend sessions where they are speaking
• See what sessions key influencers are
attending
• Figure out what it takes to get on the
reception list...do you need to be a speaker,
member or a sponsor?
27
The BIO One-on-One Partnering system can be utilized
by Business Forum attendees and exhibitors to
schedule meetings in the exhibitors’ booths.
28
Business Forum vs. Exhibitor Partnering
29
Power Partnering
30
Power Partnering
1. Complete your profile
2. Set you availability
3. Identify your targets
A. Research – background information
B. Be focused in your asks
C. Don’t spam the system
4. Request meetings
A. Customize your request
B. Follow-up with a personal email
5. Don’t miss the first round of scheduling
6. Attend the Business Forum reception
31
Power Partnering
32
Power Partnering
33
Tips for Success
 Plan, Plan, Plan...create backgrounders
 Create a company and personal
schedule....but be prepared to change it
 Personalize your experience based on your
goals
 Spend time with people you did not come
with ...get out of your comfort zone
 Follow-up...Write a note on the Business
Card...and send an email when you get home
34
Serendipity is
not an
Accident
35
The value proposition of
attending conferences..the
return on your investment
and objective can be
PRICELESS
Questions?
36