Networking and Engaging with Industry

The Kiwi Innovation Network, in cooperation with the Science Challenge for Technology and Innovation capability management are pleased to bring you our second Science Entrepreneur Workshop series for 2018

Increasing the impact of science through better Industry engagement and networking
Presented by Ian Storie

Industry Engagement is high on the agenda for research organisations.

The creation of long-term impact for publicly funded research comes down to our ability to form partnerships and strategic relationships with like-minded industry partners, and develop these relationships over the long term to create positive synergy.

Being able to develop and foster relationships that return value to both sides comes down to building relationships with the right entities in the first instance, and investing time and the right resource to make the relationship meaningful.

This KiwiNet and SfTI sponsored workshop is for
those wanting to get more out of their industry engagement activities.

The workshop covers off proactive strategies to ensure the greatest return from engagement activities and efforts, including:

  • Choosing organisations to work with and mapping possible engagement opportunities
  • Expanding existing relationships via warm introductions, referral and science/non-science networking (avoiding cold calling)
  • Understanding your value proposition and leveraging what you do best
  • Conference and trade show preparation and goal setting
  • Set up for great meetings. Have fewer, better meetings that achieve more
  • Communicating and connecting effectively with a variety of stakeholders. Learn to create value propositions in their language
  • Understanding their needs. Opportunity validation and active listening

This course will focus on core principles, and will enable attendees to develop a toolbox of practical skills that can be applied across various areas of their work.

Details

Auckland - June 12th 2018

Waipuna Conference Suites, Highbrook
Ground Floor, Quest Building,
60 Highbrook Dr, East Tamaki, Auckland

Full

Christchurch - June 13th 2018

Commodore Airport Hotel
449 Memorial Ave, Burnside, Christchurch

Full

Wellington - June 14th 2018

Victoria University
Alan MacDiarmid Building, Room AM106
University Campus Map (PDF)

Full

Ian Storie
Ian Storie

Course Facilitator

Ian Storie is an independent consultant specialising in sales best practice, large account management and conceptual selling having trained and coached 800+ sales executives, senior staff and engineers/researchers across ANZ, India, South Africa, USA, Canada, Malaysia, Taiwan, China, Japan, Singapore and Hong Kong.

Ian has worked as a senior business development, client alliance and strategic marketing professional at organisations including General Electric, Siemens and CSIRO across technology, research and engineering driven market segments including education, mining & manufacturing, power, food & beverage, petrochemical & refining, healthcare & pharma and primary industries as well as working with State and Federal government agencies throughout ANZ, South Africa, India, South America, Asia & North America for the past 20 years.

Agenda of the day

8.30am - 9am
pre-workshop networking with tea and coffee
9.00am – 9.15am
Workshop introduction and overview
9.15am – 9-45am
Practical skills with social media to help identify and prepare for interactions at industry events
9.45am – 10.15am
Introductions at networking and industry events – making it personal and creating a personal pitch
10.15am – 10.45am
Expanding existing client relationships with industry – warm introductions and avoiding cold calling
10.45am – 11.15am
Morning tea - networking
11.15am – 11.45pm
Identifying then selecting new organisations to work with in different industry segments – how to begin (market segmentation fundamentals)
11.45am – 12.15pm
Securing better client meetings faster
12.15pm – 12.45pm
Preparation for great meetings – meting plans and action commitments
12.45pm – 1.30pm
Lunch
1.30pm – 2.00pm
Skills to uncover what your clients are trying to achieve
2.00pm – 3.00pm
Early opportunity validation – asking questions, active listening then formulating a solution
3.00pm – 3.15pm
Afternoon break
3.15pm – 4.00pm
Communicating and connecting effectively with non-science and technology stakeholders – creating value propositions in their language (non-science)
4.00pm – 4.30pm
Conference and trade show preparation – preparation is critical, creating a plan with goals and post conference/show activities
4.30pm – 4.45pm
Wrap and conclusions