The Agricultural Research Service (ARS), the research arm of the U.S. Department of Agriculture, has a different approach to getting its technology to market than most universities – which also puts a greater responsibility on its inventors, says Rob Griesbach, PhD, deputy assistant administrator for technology transfer. “One the things we have that is unique is that our scientists’ mission is to conduct research to develop and transfer solutions of agriculture,” he explains. “Scientists not only have to develop technology but transfer it, and not a lot of university scientists have that responsibility.”

In licensing deals, the inventor’s expertise becomes a selling point. “When we enter into a license, part of that agreement is that the scientist is available for any research issues that might come up,” says Griesbach. “We have to make sure there is a research expert available.” So, for example, if there was an ornamental plant with a rooting problem, the research scientist would be required to fix the problem so the plant could get out to the market. “In a university,” Griesbach notes, “once you have the license you’re on your own.”

The ARS, says Griesbach, also takes extra steps to make sure the IP is ready to be marketed; the agency requires a business plan describing how the licensee would get the IP to the consumer or stakeholder. “The business plan is a critical part of the license; in fact, without it, you can’t get a license,” he asserts. “We make sure the licensees have an adequate business plan — they create it and we review it.” Because of this requirement, he adds, the IP does not always go to the highest bidder. “Our goal is not income, but the successful transfer of the technology,” he explains. That approach has apparently been successful. On its website the ARS claims to be “a leader in the Federal government in transferring new technologies developed from our scientific research to the marketplace,” and posts a number of ‘technology success stories’ to prove its point. “We probably have the highest number of products [among federal agencies] that we’ve licensed actually selling,” Griesbach asserts. A detailed article on the ARS marketing approach appears in the August 2010 issue of Intellectual Property Marketing Advisor. For subscription information, CLICK HERE.

Posted August 24th, 2010 under Intellectual Property Marketing

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