Have you ever wondered how groundbreaking scientific discoveries make their way from the lab to the marketplace? Today, we're diving deep into the intricacies of working with industry partners, negotiating deals, managing strategic research alliances, and driving external collaborations.

Joining us today is Gaylene Anderson, who brings a wealth of knowledge and experience to the table. As Boehringer Ingelheim's US Director for Strategic Research Relationships, Gaylene is responsible for forging partnerships and pathways for external collaboration with the US Research Organization, leveraging both internal synergies and engagement with external scientific partners.

Throughout her career, Gaylene has been a champion of economic development and entrepreneurship, creating over a dozen startups and staying focused on developing relationships with investor groups and business development colleagues nationwide. In our conversation, we'll explore creating and managing partnerships, identifying scientific partners, training and support programs for researchers, and more. 

In This Episode:

[02:26] If Gaylene had it to do over again, she would spend more time with the scientists to understand their world more.

[05:17] She would also spend more time on the front end before engaging with a partner. 

[09:44] Tech transfer professionals should sit down with their directors and explain how they want to maximize and have the best results possible. Success breeds success.

[14:06] Before working with external partners, Gaylene has to get organized internally. She works with the scientists and department heads to understand their research needs first.

[19:30] Strategies or programs developed to foster entrepreneurship and bridge the gap to industry. She asked the dean for students interested in commercialization. She then coached these students and entered them in business competitions. 

[25:12] When securing funding and investor engagement, you have to go where the opportunities and investors are. 

[30:00] Budgetwise, maximize what you can. Once you have some success the money will be found to do more. 

[33:39] Gaylene shares some of her experiences at Cleveland Clinic and other institutions. 

[36:54] Invite tech transfer colleagues to your meetings, including them will improve your deal flow and collaborations.

[37:41] Emerging trends and shifts include people realizing that you have to be more than a licensing expert. They need to be collaboration experts.

[41:34] Common misconceptions or pitfalls when working with industry partners that tech transfer professionals should be aware of include remembering your relationships and reputation are everything. Treat each other with respect and realize not everyone knows and understands the entire contract.

[45:41] Find ways to create relationships with industry partners. Make an effort to build relationships because these contacts will be important for you someday.

Resources: 

Gaylene Anderson

Gaylene Anderson LinkedIn

Scorpius Biologics

Scorpius Biologics is a sponsor of this episode.