Release date: Nov. 19, 2024
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Michael Salgaller, PhD, leads the Technology Analysis and Marketing Unit (TAMU) within the National Institutes of Health (NIH’s) Technology Transfer Center, where he brings more than 20 years of experience in science, business and investment. His work helps build connections between the National Cancer Institute, National Institutes of Health and industry partners to foster licensing and collaboration.
Michael’s career includes serving as vice president at The Conafay Group, president of Biologics Consulting Group, a venture capitalist investing in early-stage life science companies, and vice president of R&D at Northwest Biotherapeutics, where he led groundbreaking cancer therapy research.
In this conversation, Michael shares some of the marketing strategies he uses at NCI and offers tips anyone can use to improve how they communicate, whether in a lab, an office, or beyond.
You can hear and share more Transfer Files conversations on the FLC website, YouTube, Apple, Spotify and other popular podcast platforms.
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In This Episode:
[02:02] Balancing marketing to such a vast array of different audiences. They get background on which stakeholder group they are a part of providing information to make the conversation as interesting as possible.
[03:11] Because there's so much sensitive data, they only market publicly available information.
[03:53] His team has two full-time people and a series of postdocs and postbacs that help with the effort. They're in one of the nine satellite technology transfer offices at the NIH.
[04:43] They don't speak for all of NIH, but they like to help all of NIH.
[05:35] Marketing tips and strategies include making an effort to communicate at the level of your audience. Understand what they're interested in before you pitch.
[08:36] The importance of checking in and closing the communication loop.
[11:10] Michael talks about mentoring inventors on how to approach industry.
[14:27] We learn about the technology analysis and marketing unit and what Michael has termed as inside and outside in marketing.
[18:17] They also hold information webinars.
[19:05] Michael shares the New Technology Showcase that usually features cancer technology. The primary purpose is to attract partners and licensees.
[21:40] One of the biggest challenges is awareness.
[25:27] They want to talk to companies about how amazing scientists and technologists can help the company.
[27:01] Michael talks about changes that he's seen over the last 20 years.
[30:24] Michael gives a tip on reaching out to new people and new connections when you attend conferences to broaden your network. Look for attendees that will be potential collaborators and licensees.
[31:46] Learn about your technology area and how to be attractive to the business side.