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Maximizing Your One-on-one Partnering Experience at BIO
Tips for Successful Partnering
By Robert Meister, DNA Gateway International, LLP

If you have not partnered at BIO, your freshman (even sophomore) experience can be daunting, to say the least. Information about Partnering at BIO 2006 is buried in the Business Forum section of BIO's Web site (business-forum.bio.org/opencms/bf/2006/partnering/). Unfortunately, there is very little information about the partnering logistics. Here are ten tips that will help you get the most out of your partnering experience.

1. Make sure you meet the partnering deadlines! Both the US and European BIO conferences set important partnering deadlines. It is imperative that you meet the “Company Background” and “1st Round Meeting” deadlines. Failure to meet these two deadlines will have tremendous impact on the success of your partnering experience.
2. Take your time when filling out the “company background” information online. This information is what other companies use to identify prospective partners. The more information you have about your company and its pipeline, the better!
3. Become familiar with the meeting layout. Do a dry run so you know exactly where you are going and how much time it takes to get there.
4. Know your partner. Have hard copies of the company profiles arranged in the order of your meetings.
5. Have plenty of business cards.
6. Always attend the meetings with another colleague from your company. Decide who is going to take the lead and let the other person take notes.
7. If a company requested the meeting with you, ask them exactly what they are looking for.
8. Make your 'elevator pitch' quick and easy to understand.
9. If you are going to present your corporate deck, don't use a laptop. A hardcopy of your presentation is much more efficient. Afterwards, post your deck to your corporate Web site and send an email with the URL. This is a great call to action.
10. And finally, the most important tip to successful partnering – Follow up, follow up, follow up. We recommend a thank you email after the conference followed by a 'next plan of action' email one to two weeks later.

The one-on-one partnering format features private cubicles clearly marked with numbers. Some of the major biopharma companies may have larger partnering rooms with their names branded on the outside. Typically, you can expect each cubical to be set up with four chairs, a table and a power strip. Each meeting lasts exactly 30 minutes.

Partnering is a 'company' fee. In the U.S., only one person from each company will need to pay to schedule one-on-one partnering meetings. If you are a presenting company and have paid the optional presentation fee, partnering is included. Partnering at BIO 2006 will run $500 for BIO members and $750 for non-BIO members.

Remember, partnering meetings with proper planning, due diligence and a friendly approach can create significant opportunities!

Important BIO 2006 Partnering Deadlines

• Friday, March 10
  Complete Company Background Information
  Company Profile - Delegate Profiles - Licensing Projects - Availability
• Friday, March 24
  Conference Handbook & CD-ROM Closes
  Company Profile Must be Complete for Inclusion
• Friday, March 31
  Meeting Request Deadline - 1st Round
• Monday, April 3
  Preliminary Partnering Schedule Available Online
• Friday, April 7
  Meeting Request Deadline
  Final Day for Pre-conference Meeting Requests
• Friday, April 7
  Final Pre-conference Partnering Schedule Available
• Sunday, April 9
  Business Forum Opens - 3:00 PM
  McCormick Place, South Building, Hall A2
  Schedules Available at Business Forum Intranet Center
• Monday, April 10
  Business Forum - 8:00 AM - 5:30 PM
• Tuesday, April 11
  Business Forum - 8:00 AM - 5:30 PM
• Wednesday, April 12
  Business Forum - 8:00 AM - 5:30 PM