Do the deal “off-the-books” and then tell the boss!

6 08 2010

Chris van der Hoven wrote:

Small companies wanting to joint venture or sell their IP to a large company need to have a ‘package deal’ ready to go as early as possible in the negotiations. Innovation Directors, CTOs, R&D bosses, Chief Scientists etc – in these big businesses often really want the deal done (assuming the IP or technology is valuable to them). They often appreciate what it takes to innovate and want to encourage innovative entrepreneurs.
I recently heard a senior technologist of a global brand talking about this. His view was that he needed the deal packaged and ready to go by the time he even mentioned the possibility internally. His contention being that as soon as ‘the value’ of the IP or technology was ‘clocked’ by the money people, and thus started down the road of being included on a balance sheet, all flexibility was ‘lost’.

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