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This Newsletter is intended to serve recipients by providing relevant and timely guidance on business growth issues. 

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Aerospace BizDev News from Linda Wolstencroft
Newsletter #39 –
Sept 15th, 2014

Intellectual Property Rights: Truly not that complicated

Linda Wolstencroft’s monthly Newsletter offers business leaders insights on business growth in complex situations.

Intellectual Property (IP) ownership defines who has the right to use the technology – for what purpose, and in what manner. 

While IP is often considered the “secret sauce” of the company, particularly for those where technology is a central part of its growth strategy, this “secret sauce” can also be in the form of business and market information that a business holds closely and relies on when competing in the marketplace.  However, the specific rights to IP will vary, depending on the company’s growth strategy. For example, with businesses that have a growth strategy based on close customer relationships, the value is not in outright IP ownership or developing it further, but having the license to use the IP.   

When the subject of IP is broached, some succumb to the IP syndrome of “Instant Panic.”  The syndrome derives from engineers and lawyers being adept at making the IP subject complicated, which it can be.  But do take the advice and guidance from experts, and then make decisions about IP that are congruent with your business growth strategy.

Some of the main issues when determining Intellectual Property Rights (IPR) are:

  1. Who is responsible for safeguarding and managing the IP?
  2. Who has the right to further develop the IP?
  3. Who will, and has the right to, invest in further development of the IP?
  4. Who has the right to sell products and services that contain the IP, and under what circumstances?
  5. Who receives the rewards that accrue from the sales of products and services that contain the IP?
  6. Who holds the liability for damages when the products and services containing the IP fail?

In growing business in a complex situation, it’s necessary to understand the full impact of the IP.  Specialized technical and legal advice should be sought so the risks and rewards can be properly assessed.

This Newsletter has addressed the complex decision of Intellectual Property. Decisions related to Intellectual Property comprise one set of nine complex decisions that are required when developing the winning solution for a complex sale:

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WEBINAR NOW AVAILABLE FOR DOWNLOAD: “B2Bs AND THE QUICKER CLOSE: GENERATE MAXIMUM SALES TRACTION IN B2B MEETINGS” – With Linda Wolstencroft, Lockheed Martin Canada and The OMX

Do you want to increase your speed of selling? Land important contracts quicker? This webinar will help get you there.

Enhance your sales performance using meeting situations as a tool to advance your sales.

This webinar features live feedback from a prime contractor on what captures attention when meeting suppliers, advice from a seasoned professional who has first-hand experience with failures and successes, a description of the new and innovative tool of The OMX that puts you in contact with a community of like-minded companies, and connects you to primes looking for Canadian suppliers.

Click here for more information and to download.

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NEW SEMINAR – "CUSTOMER LOVE" – DELTA CHAMBER OF COMMERCE, September 25, 2014 – Delta, Canada

“Can’t live with ‘em, can’t live without ‘em.” It’s the glaring truth about our customers. How can we reconcile the conundrum and achieve the right balance? Learn the top three approaches to customer relations and discover how to unearth the real story buried within your organization’s perceptions and anecdotes. Choose your own optimum solution and learn the simple actions you can implement immediately to radically improve your customer relations.    

Click here for more information.

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THE BRITISH COLUMBIA AVIATION COUNCIL PRESENTS THE 2014 “SILVER WINGS AWARDS” EVENT

Join us on October 30th at the Vancouver Convention Centre to celebrate aviation in British Columbia and learn about this year’s award recipients.  

Click here for more information.

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“RED TEAM REVIEW” - LINDA WOLSTENCROFT’S PROPOSAL Exposé, Dramatically Growing Sales

This unique service is offered by one of the few experts in business development in aerospace. Learn from over two decades of developing and reviewing proposals – dramatically improving clients’ success rates of winning new business from government and the military, airlines, helicopter operators, OEMs and prime contractors, throughout North America and internationally.

This essential service will change the game for your business development efforts and significantly increase your probability of winning.
  
Outcomes you will gain:

  • Set a winning strategy
  • Align your entire proposal with your strategy
  • Boost your technical, management and past performance scores
  • Identify key areas of weakness and make them irrelevant
  • Mitigate risk areas
  • Avoid the business killer:  being non-compliant
  • Add dynamic material that captivates the evaluators
  • Escape the doldrums of boring sections
  • Creatively use visuals for best impact and maximum points
  • Make it easy for the evaluators to see your value

Your proposal will be dramatically improved AND you will be able to generate better proposals in the future.

This service is available when, where, and through the best medium for you. 

Contact Linda for more information.

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THE BUSINESS DEVELOPMENT COACHING PROGRAM – Gold, Silver and Bronze Levels

Improve your performance like you can’t even imagine.  Learn how to land the big sales.  The coaching program is a highly effective way of learning what you need, when you need it.

Click here for more information.

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