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Partnering to Win: Unlocking the Potential of International Conventions

Betsy BascomCEO, Global Connectworks Ltd.

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May 2012 ©Global Connectworks Ltd

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2. SELECT

3. PLAN

4. CONNECT

1. IDENTIFY

OBJECTIVES

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Why conferences?

An efficient and effective way to improve business results for companies and stakeholders ....and create connections and relationships with people that can play a big role in your success

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Meeting people face-to-face... people do business with people they trust

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Identify and understand the value proposition of international conferences and events

Access to new people Connect with partners, investors, potential clients, industry leadersAccess to different marketsGives you insight into the marketplaceShould inspire you

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Selecting the right conference

First.....Identify your corporate and

personal objectives

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networking pa

rtne

ring

exhibitorsponsor

present

industry intelligenceCrea

te a

pla

n

identify your objectivesconferences

business development

investor

speakers

sess

ions

panelskeynote

receptions

Plan “B”

plan, plan, plan

reconnect

ROI

Business cards

agenda

Website

elevator pitch

inspire

mentor

trends

goals

results

follow-upschedule

serendipity

relationship building

create opportunities

be targeted

refocus

connect

education

In-license

out-license

alliance management

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What to look for? Type of event

A. Investor/FinancialB. Business Development - Partnering/NetworkingC. Medical/ScientificD. Education

Conference locationA. Is this a market I am interested in?B. Opportunity to set up meetings outside the conference

What is offeredA. Online partneringB. Opportunity to participate on a panelC. Company presentation

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What to look for?

Who is attendingA. Key industry influencersB. Target Investors C. Target partners

Who is speaking Who is the conference organizer Who are the sponsors How many people attending Side events – education, receptions

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Licensing Executive SocietyWorld Congress on Industrial Biotechnology

& Bioprocessing BioEquity EuropeC21 BioventuresChinaBio® Partnering Forum EuroMedtechPartnering for Global ImpactAmerican Society of Clinical OncologyBio International ConventionEuro-Biotech Partnering SummitBIO India International Conference In3 Med Device 360BioPartnering Latin AmericaBioPharm AmericaBioSpainPharmaceutical Strategic AlliancesBioPartnering FutureEUROPE Phoenix ConferenceAdvaMedNewsmakers in the Biotech Industry

The Biotech MeetingBIO Investor Forum AusBiotech BIO-EuropeBioPartnering ChinaWorld Stem Cell SummitBiotech ShowcaseJP Morgan Healthcare ConferenceBIO CEO & Investor ConferenceThe Burrill Personalized Medicine MeetingTherapeutic Area PartnershipsFDA/CMS SummitBioPartnering North America BioEurope SpringAmerican Association for Cancer ResearchBioPartnering IndiaFuture Leaders in the Biotechnology IndustryC21 BioventuresAllicenseWorld Vaccine Congress

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Bio Int. Convention Bio Europe JP Morgan Bio Investor

ForumBio CEO & Investor

Type BD BD Investor Investor InvestorTarget •Biotech

•Pharma •Media

•Biotech•Pharma

•Large cap biotech•Pharma

•Venture-stage growth companies •Emerging public cos.

•Established & Emerging publicly traded biotech cos.

Attendees 15,600 +∙ 65 countries•Global CEOs•BD execs•Pharma•Policy Makers•Prof. Advisors

2,900+∙ 48 countries•Global CEOs•BD execs•Pharma

4000 ~•Investors•Analysts•Industry execs•Pharma

700•Investors•Analysts•Industry execs•Pharma

1200•Investors•Analysts•Industry execs•Pharma

Format 21,000 Partnering meetings157 Co. presentationsNetworking125 Sessions1800 ExhibitsReceptions

14,700+ Partnering meetings183 Co. presentationsNetworking 20 Sessions94 Exhibits

Invitation onlyCo. presentationsSide eventsReceptions

120 Co. presentationsDiscovery Track presentationsPartnering

140 Co. presentations

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“With proper planning, in just four critical days a year, you can set up a full year of business connections,

partnering possibilities and exposure to many innovations for the future of biotech!”

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Why people attend the Bio International Convention?

1. Participate in partnering meetings in the BIO Business Forum 2. Make new business contacts3. Obtain leads for products/services 4. Keep up to date on industry trends/issues5. Network with colleagues6. Attend the educational programs/sessions 7. See specific potential partners/company(s) within the BIO

Exhibition 8. Meet with existing customers/partners/vendors 9. Marketing my company’s products 10. See new products or developments

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Planning your time at the Conference

Identify your objectives

Identify the opportunities

Create a schedule

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Identify your objectives

What do you want to get out of attending?

Know who you want to meet and consider how you will do that

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Identify the opportunities

1. Familiarize yourself with the agenda and deadlines

2. Mine the website

3. Who is... attending, speaking, presenting, exhibiting, sponsoring, hosting

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Identify the opportunities

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Who is attending, speaking, presenting, exhibiting, sponsoring

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Create a plan

Create a list of people you want to see and meet

Do the background research Don’t forget your elevator pitch Be prepared to change your plan

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Don’t attend a conference without

a plan

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“The people who prepare to attend an event

come away with a much difference experience than those who just show up.”

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Connecting with your targets

How do you know who to meet with and how do you meet them?

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Networking

Networking is extremely powerful, but it takes time.

Create a plan to meet potential clients or partners and build a relationship with them over time and you’ll start seeing results.

Networking is all about connecting with new professionals and building relationships

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Connecting with your targets

• Attend sessions where they are speaking• See what sessions key influencers are

attending• Figure out what it takes to get on the

reception list...do you need to be a speaker, member or a sponsor?

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The BIO One-on-One Partnering system can be utilized by Business Forum attendees and exhibitors to

schedule meetings in the exhibitors’ booths.

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Business Forum vs. Exhibitor Partnering

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Power Partnering

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Power Partnering

1. Complete your profile2. Set you availability3. Identify your targets

A. Research – background informationB. Be focused in your asksC. Don’t spam the system

4. Request meetingsA. Customize your requestB. Follow-up with a personal email

5. Don’t miss the first round of scheduling6. Attend the Business Forum reception

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Power Partnering

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Power Partnering

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Tips for Success

Plan, Plan, Plan...create backgrounders Create a company and personal

schedule....but be prepared to change it Personalize your experience based on your

goals Spend time with people you did not come

with ...get out of your comfort zone Follow-up...Write a note on the Business

Card...and send an email when you get home

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Serendipity is not an

Accident

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The value proposition of attending conferences..the return on your investment

and objective can be PRICELESS

Questions?