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CIBC Presents Entrepreneurship 101
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TELLING A GREAT STORYSCIENTIFICALLY
April 17, 2007
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WHERE HAVE I COME FROM -ACADEMICALLY SPEAKING!
• Honours BSc Guelph
• Accelerated PhD (4.5 years)– Department of Medical Biophysics U of T– Drug metabolism
• Post-Doctoral Fellowship (3 years)– p53 with David Lane, University of Dundee, Scotland
• Post-Doctoral Fellowship (2 years)– Telomerase with Silvia Bacchetti, McMaster University
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DECISION POINTS• BSc to where?
– Enjoyed the lab, natural leader(poor follower)
– Encouraged to do PhD– Accepted at OCI
PhD to where?– Enjoyed the lab– Managed the lab– President of Student Executive– Held NCI studentships– Become a PI - future likely Pharma
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ACADEMIA IN CANADA IS NOT FOR ME
WHERE TO NEXT?
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DECISION POINTS
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BIOTECHNOLOGY in 2000
• Industry booming
• Young and dynamic –fun
• Excellent growth opportunities
• Good money, stock options, bonuses
• Like academia – but with lots of $$$
• No grant applications
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MDS Proteomics
Scientist
↓
Manager Molecular Biology
↓Liaison to CSO/ IP Licensing/
Bioinformatics/Scientist Special Projects
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DECISION POINTS• Industry busting
• Everyone’s position uncertain- mood dark – money tight
WHERE TO NEXT?
• Biotech? Pharma? Service Industry?
• Bench Scientist? Clinical? Regulatory? Communications?
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acne
eczema
skin barrier
cleansers
skin infections
skin infestations
moisturizers
ingredients matter
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BONNIE KUEHL – SCIENTIST/CONSULTANT
Research to address biological questions
Write white papers
Write scientific articles
Assist with writing consumer information
Assist with writing physician information
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BONNIE KUEHL – SCIENTIST/CONSULTANT• Network
• Ask questions of industry people– MBA?– Biotech?– Pharma?
• Business Course
Lack of affiliation → lack of credibility
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BONNIE KUEHL – SCIENTIST/CONSULTANTSKILLS
– PhD– Excellent communicator– Outgoing– Like to NETWORK– Stubborn – don’t give up– Understanding of business
development– Understanding of IP– Understanding of management mindset– Understanding of marketing
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Scientific Insights Consulting Group• Scientific Consultant to Service
Industry and Pharma– August 2002
UPSIDE• Mine• I’m the boss• Follow personal objectives/goals• Business skills – growth
opportunity• Experience• Choices
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Scientific Insights Consulting Group
• DOWNSIDE• Age• Scientific experience (only 10 years post-BSc)• No longer a scientist• Business experience (minimal)• Limited connections outside of Biotech• Lack of Focus – Jack of all Trades• Every project a learning experience• No $ safety net
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TELL ME A STORY!
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ALL COMMUNICATION CAN BE
BROKEN DOWN TO THE SIMPLE
ACT OF TELLING A STORY
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THE STORY
• BEGINNING → what I am going to tell you
• MIDDLE → now I am telling you
• END → what I told you and/or why it is importantthat you know
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What happens next?
SO WHAT?
What is in it for me?
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WHAT DOESSCIENTIFIC INSIGHTS®
DO?
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Transdermal Drug DeliveryStratum Corneum/Skin Barrier
• fluid interaction: corneocytes, lipids and naturalmoisturizing factors.
• corneocytes cluster togetherin groups of 2-10 cells
• lipids fill the spaces between the cells forming lamellarbilayers
• Three routes: transcellular, lipid partitioning, transappendageal
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WHAT WE CAN’T SHOW YOU!• White papers
• Industry reports
• FDA submissions
• Clinical reports
• Training material for sales and marketing groups
• Professional slide kits
• Newsletters
• Advisory Board Reports
• And more…….
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WHAT DOES SCIENTIFIC INSIGHTS® DO?
COMMUNICATES
TEACHES
EDUCATES
BRIDGES
DIRECTS/GUIDES
CONNECTS
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DISOREINTING DILEMMA
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WHICH OF THE FOLLOWING ISBEST AT REMOVING BACTERIA?
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Prevention for traveller’s illnesses should includeavoidance of all of the following except (chooseone):a)Iceb)Salad barsc)Local beerd)Seafoode)Wading in ocean or lake
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c) beer is considered safe since the brewingprocess should kill most micro-organisms
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WHAT HAVE I/ WE LEARNEDABOUT BUSINESS?
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Believe it or NOT
• IT is all about NETWORKINGWho you knowWho you knowWho you know knows
Life/Work/Business is all aboutMARKETING yourself and your skills
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STARTING UP!• Branding
– Name– Logo
• Office– Telephone/fax/ e-mail– Paper/ files
• Marketing materials– Website– Business cards– Pamphlets
• Visibility– Networking– Word of mouth– Referrals– Cold calls
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MENTORS - EXPERIENCED VOICES• Identify your weaknesses
• Ask questions
• Every encounter is a learning opportunity
• Ask questions
• Admit you don’t have a clue
• Be open to trying and learning different things
• Learn to ask for help
• Ask questions
LEARN TO STRECH YOURSELF
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Scientific Insights® Consulting Group Inc.• Lawyer• Bookkeeper• Accountant• Administration• Graphic Design• Marketing• Web support• Bank – investment• Insurance• Cleaning• Advisors
Scientific Insights®
WE OWN IT!!!
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YOU CAN’T DO IT ALONE -TEAMWORK
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GREATEST CHALLENGES
• What to charge?• Asking for the project –closing the sale• Invoicing and collecting money• Prioritizing jobs• Getting the work done – wearing too many hats• Juggling projects• CHOICES
– Family– Clients– Networking– Volunteering
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GROWTH
• More brains – more projects
• More hands on deck
• Good turnaround
• Greater diversity– Team– Projects
• Larger client base
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KNOW THE PURPOSE/OBJECTIVEOF THE COMMUNICATION
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TELL A GREAT STORYDON’T FORGET THE SO WHAT!
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EVERY ENCOUNTER IS ABUSINESS OPPORTUNITY
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PLACES TO BE SEEN
• Check out:• ontbi.org• marsdd.com• yorkbiotech.ca• ghbn.org