Markets may be down in the U.S., but TTOs can find ample licensing opportunities abroad. A case in point: Roswell Park Cancer Institute (RPCI), in Buffalo, NY, recently licensed its photodynamic therapy (PDT) technology to pharmaceutical companies in India and China. “We’ve found that, overall, the capacity for risk tolerance is higher in Asia than in the U.S. or Europe,” says Richard Matner, PhD, MBA, director of technology transfer & commercial development at RPCI. “Assets or free capital move projects forward, and there’ a higher level in China and India. Right now China’s got $2 trillion in the bank and a straightforward mission from the Premier to bring various therapeutics into China. We’ve been a little ahead of the curve in that we’ve been negotiating in Asia for some time.”<\/p>\n
Tapping into this new terrain for licensing deals requires an entirely different approach than what’s used in the U.S. or Europe. Even in India, Matner explains, the licensing environment is not much different than the norm, but not so in China and other Asian countries. India, he says, “is more like the U.S. in terms of commercial thinking. We’ve found that companies in India are full of ex-patriots. They have a really good handle on the FDA process there. But because of that, you don’t get as good a deal as you might in China.”<\/p>\n
Making the right connections is the key to securing international licensing deals, he adds, and in China personal contact and relationship-building is perhaps even more critical than anywhere else on the planet. One connected individual on the ground can be more effective than hundreds of calls, e-mails, and other marketing efforts. “Our contact essentially makes all the [subsequent] contacts for us in China, which gives us a quick [path to licensees]. Essentially, then we could go directly into China and meet with the right people immediately. It’s not like Europe; in China, it’s all about a personal relationship. That’s the way they do business. A contract on paper is one thing, but it’s more important to have a personal relationship and face-to-face meetings.” A detailed article on tapping into Asian licensing markets appears in the November issue of Technology Transfer Tactics<\/em><\/a>. For subscription information, CLICK HERE<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":" Markets may be down in the U.S., but TTOs can find ample licensing opportunities abroad. A case in point: Roswell Park Cancer Institute (RPCI), in Buffalo, NY, recently licensed its photodynamic therapy (PDT) technology to pharmaceutical companies in India and China. “We’ve found that, overall, the capacity for risk tolerance is higher in Asia than […]<\/p>\n","protected":false},"author":67,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7],"tags":[],"class_list":["post-85435","post","type-post","status-publish","format-standard","hentry","category-news"],"_links":{"self":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts\/85435","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/users\/67"}],"replies":[{"embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/comments?post=85435"}],"version-history":[{"count":0,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts\/85435\/revisions"}],"wp:attachment":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/media?parent=85435"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/categories?post=85435"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/tags?post=85435"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}