Tech Transfer Central
University-Industry Engagement Advisor

Best Practices for Coaching Researchers on Pitching to Investors, Licensees, and Partners

Format: On-Demand Video/Transcript, or DVD
Originally presented: Tuesday, July 21, 2015

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Price: $197
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The perfect pitch sets the stage for your technology and piques the interest of your target audience…

But even the most promising pitches can turn into a snoozefest if your inventor drones on about differential equations and other technical details that take away from the core message of the pitch.

Often, researchers rely on tech transfer professionals to explain their discovery to potential licensees, partners,  or investors, but a well-prepared inventor who can succinctly describe his or her technology inspires greater confidence and improves the odds of landing a deal. Whether at a technology showcase, a VC boardroom, or in meetings with industry scouts, having a researcher who’s passionate about an innovation and understands its true market potential –and knows how to get that potential across–can be the deciding factor in gaining backers or getting a license agreement signed. 

Unfortunately, not many of those researchers show up in your office ready for the Shark Tank. That’s where great coaching comes into play, and that’s why we’ve lined up four experts who’ve helped scores of scientists prepare, polish, and deliver outstanding pitches. This distance learning workshop will teach you how to coach your researchers to focus on the core message, steer clear of jargon and scientific detail, and address their audience’s critical questions: problems solved by the technology, market size and potential, scalability, competition, and management team, among others. Don’t miss this chance to learn from top consultants and use their experience to enhance your coaching skills:  

Best Practices for Coaching Researchers
on Pitching to Investors, Licensees, and Partners

During this invigorating, team building program our panel will:

  • Provide a detailed review of a unique and proven-successful training approach
  • Explain how to cultivate the AMMO needed for success:
    • Understand the Audience – who cares about the innovation?
    • Clarify the Message – tell the innovation’s story succinctly
    • Choose the Mechanism – how and where to deliver the message
    • Define a clear Outcome ­ – frame the ask and set expectations
  • Give you the tools to convince innovators to take this proven approach
  • Advise you on how you can best help researchers construct the pitch
  • Describe how the Entrepreneurship Center at Cornell and the NASA Armstrong Tech Transfer Office:
  • Communicate with innovators doing start-ups and licenses
  • Help prepare their innovators for pitches and event participation
  • Share their success and war stories

Meet your panel of experts

Laura SchoppeLaura Schoppe founded Fuentek, LLC in 2001, and under her leadership the company has become one of the world’s leading technology transfer consulting companies. Fuentek is a trusted advisor to university, government, corporate, and nonprofit research organizations throughout the United States as well as in the European Union, the Middle East, and Asia. Laura has developed and delivered training programs nationally and internationally and is a sought-after speaker at conferences. She is also frequently invited to serve on key advisory panels at the state and national level, including multiple White House panels. Laura served as the 2011–13 vice president of strategic alliances for the Association of University Technology Managers® (AUTM®), during which time she spearheaded the design, development, and deployment of AUTM’s Global Technology Portal (, a web site to actively facilitate networking, partnership, and licensing deals among corporations and research institutes.

Rebecca (Becky) StoughtonRebecca (Becky) Stoughton is a Vice President with Fuentek, LLC. A Certified Licensing Professional™, Ms. Stoughton is a technology transfer executive and entrepreneur with more than 20 years of experience, including seven years in innovation assessment, patenting, intellectual property protection, technology marketing, technology licensing, conflict-of-interest management, and facilitation of start-up companies. She is a strong leader with a long track record of successfully identifying innovative strategies, engaging key stakeholders, and marshaling and managing the resources needed to accomplish goals. She also has experience in all aspects of technology transfer, managing Fuentek’s services with several clients and having served five years as director of the Office of Technology Commercialization (OTC) at the University of Texas at Dallas (UT Dallas), beginning with its founding 2008. During her tenure, the OTC doubled its invention disclosures per year, quadrupled its licenses per year, and facilitated the formation of more than 15 start-up companies based on university technologies. She also has had great success in educating budding entrepreneurs in the U.S. and around the world, receiving high praise for her training modules.

Zach ShulmanZach Shulman has been Director of Entrepreneurship at Cornell since October 2013 and a Managing Partner at Cayuga Venture Fund since 2004. Prior to his current roles, Zach was a Senior Lecturer at Cornell’s Johnson Graduate School of Management and headed up many programmatic activities at the Entrepreneurship and Innovation Institute.  Prior to that, Zach was a corporate lawyer in Boston and Ithaca and also General Counsel at a tech company that raised significant venture capital in 1999 and 2000; ultimately, Zach took that company through bankruptcy. 

Laura FobelLaura Fobel is the Technology Transfer Officer at NASA’s Armstrong Flight Research Center at Edwards, CA. She is responsible for working with the center’s technology projects and external partners and managing activities to transfer technologies developed at NASA Armstrong to the private and public sectors for commercialization. Fobel also oversees Armstrong’s intellectual property portfolio, including management of new technology disclosures, novelty assessments and patent protection and licensing.


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