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“Let’s Talk: Scientific Seminars Presenting to Corporate Audiences” Kevin Boggs

“Let’s Talk: Scientific Seminars Presenting to Corporate Audiences” Kevin Boggs Director, Technology Transfer and Research Development Adjunct Professor, Entrepreneurship University of Memphis. Begin with the end in mind. My Goal: To help you be more successful.

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“Let’s Talk: Scientific Seminars Presenting to Corporate Audiences” Kevin Boggs

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  1. “Let’s Talk: Scientific Seminars Presenting to Corporate Audiences” Kevin Boggs Director, Technology Transfer and Research Development Adjunct Professor, Entrepreneurship University of Memphis

  2. Begin with the end in mind. • My Goal: • To help you be more successful. • (PS, this goal doesn’t end this afternoon).

  3. The Goal • How will you benefit by listening today? • You will make better presentations to: • Get a job • Secure an investment

  4. The Next 30 Minutes Job 1: Persuasion Know Your audience The Path The Interview Seminar What Corporate Managers Want to Hear Examples  No Data dumps Your Personal Brand The Investment Seminar Venture Capitalists Angel Investors You as CSO Final Remarks Practice Their perspective My offer to help

  5. Job 1: Persuasion • Know your audience • It is all about them! • The Path • Understand • Believe • Act

  6. Job 1: Persuasion • Know your audience • Technical Team? • Management? • Executive Team? • Boss and Boss’s Boss? • Who are decision makers / influencers? • What are their problems?

  7. Job 1: Persuasion • Job 1: Persuasion • Point A to Point B • Point A: pre-occupied, skeptical, uninformed • The Path • Understand • Believe • Act • Point B: Hire you, invest in your company

  8. Job 1: Persuasion • Job 1: Persuasion • It is all about the audience • Tell them: “Here is what is in it for you” • Nobody really cares about you

  9. Next Topic: The Interview Seminar • What you must do: • Persuade the decision-makers that… • You can help solve the problems… • that management views as important… • in a time- and cost-efficient way! • Without causing additional headaches! What you should avoid: • Identifying areas for open-ended research.

  10. Persuade • Your audience must: • Understand what your skills are. • Give clear examples (one place to use data) • Believe you can help solve their problems. • Relate your skills to a problem they have. • Act on that belief. • Ask to join their team.

  11. What Biotech and Pharma Execs say • Sue Washer, CEO, Applied Genetic Tech. Corp • "It is important that you have done your research on what the company is all about and then describe directly how your skills and past experience can be applied to the issues they are facing."  "They are not concerned about esoteric areas of research  but about how you can help them work through specific tasks towards product discovery and development".

  12. What Biotech and Pharma Execs say • Bob Sliskovic, DVM, Ph.D. Director, IDSC • Important qualities in a candidate include: • Good communication skills • Enthusiasm and dedication to chemistry • Ability to work well with others (team player) • Good problem solving skills • Organized • Mature • Goal oriented

  13. Your Personal Brand • Integrity • “The reputation of a thousand years may be determined by the conduct of one hour.” • Task-oriented • Solving Problems—Good! • New areas for research—Not so much. • Team player • “Lisa from BD and Xiangen • from RA will join your team • for this project”.

  14. Your Personal Brand • Look • Well-Tailored Suit • Polished Shoes • Well-Groomed • Sound • Strong voice • Good rhythm • Act • Confident body language

  15. Next Topic: The Investment Seminar • Venture Capitalists • Other People’s Money (OPM) • Return on Investment ($$$) • Time is critical • Angel Investors • Their own $$ • Return on Investment • Personal reasons • Time pressure varies

  16. The Investment Seminar • You as Chief Science Officer • Your Personal Brand • Under-promise and over-deliver. • Never gloss over potential pitfalls. • Don’t surprise the CEO

  17. Final Remarks • Practicing makes the difference. • Practice with non-scientists • Look from the audience’s perspective. • Your talk or their Blackberry? • I will be glad to help however I can. • My goal is to make Memphis better. • I was once in your shoes.

  18. Kevin Boggs 901-678-1712 Work 901-201-9062 Cell kpboggs@memphis.edu http://www.memphis.edu/fedex/ott.php

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