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How industry leaders are expanding market presence and leveraging R&D through external partnerships

Date: August 24 - 25, 2010

Location: Cambridge, MA

NOTE: THIS PAGE is for the 2010 workshop, to sign up for the 2011 worskhop, click here


·         How leading firms are using Open Innovation to achieve significant growth

·         Why the strategic planning process in most firms is broken; how companies are fixing it

·         How to implement Open Innovation using the “Want, Find, Get, Manage” Model

·         How to overcome special problems with collaborative R&D relationships

·         How to deal with Open Innovation relationships that are not meeting expectations


Led by one of the foremost experts on open innovation alliances:

Gene Slowinski, Ph.D., author of Reinventing Corporate Growth and co-author of The Strongest Link

Director, Open Innovation and Strategic Alliance Research, Rutgers University

Managing Partner, Alliance Management Group Inc.


Featuring special presentations by:

Helene Rutledge, Director of Open Innovation, GlaxoSmithKline Consumer Healthcare

Dr. Matthew Helton, Professional Scout and Deal Architect, Unilever

Matt Sagal,Senior Partner, Alliance Management Group, Inc. co-author of The Strongest Link


Why this workshop is important to you

Open Innovation is transforming the way firms compete. It allows companies to form powerful relationships with external firms and generate growth. Procter & Gamble, Eli Lilly, and Roche bring entirely new products to market by combining their resources with complementary resources of partners. Boeing and Unilever form relationships to access breakthrough technologies and enter emerging markets. IBM and Phillips generate billions of dollars by licensing their patent portfolios to others, including competitors. These firms have not abandoned internal product development or mergers and acquisitions. They have added a third dimension of growth and are reaping the rewards.

Implementing Open Innovation is an art form, but one that can be approached through the use of proven management tools. This course provides a practical roadmap that helps managers grow the corporation using external relationships and describes proven methodologies used by many Fortune 500 companies. It provides market-proven tools and techniques as well as real-world industry examples and guided implementation exercises.

Gene Slowinski, Ph.D., leads the session. His 25 years of consulting and research on Open Innovation enables this session to dig deep into the causes of success and failure. His book, Reinventing Corporate Growth, chronicles the experiences of leading firms. Matt Sagal, co-author [with Gene] of The Strongest Link, will walk participants through the Alliance Framework - the leading tool for planning, structuring and negotiating collaborative relationships. Special presentations by practitioners from Unilever and GSK Consumer Healthcare provide additional insights on Open Innovation implementation.

This is more than a course on product innovation. It is a means to expand your firm’s boundaries, to view the entire business world as a single resource base. The value of attending can be judged by the impact it will have on two key measures: improving your firm’s market presence and increasing the bottom line.


Dr. Gene SlowinskiGene Slowinski, PhD
Author of Reinventing Corporate Growth and co-author of The Strongest Link
Director, Strategic Alliance Research, Rutgers University
Managing Partner, Alliance Management Group Inc.

Gene Slowinski is the Director of Strategic Alliance Research at the Graduate School of Management, Rutgers University and Managing Partner of the Alliance Management Group, a consulting firm devoted to the formation and management of strategic alliances, mergers and acquisitions. Prior to forming the Alliance Management Group, he held management positions at AT&T Bell Laboratories, and Novartis Corporation. In addition to a Ph.D. in Management, Gene holds an MBA, and a Masters Degree in the sciences.

For the last 25 years Dr. Slowinski has consulted and conducted research on the formation and management of strategic alliances, joint ventures, mergers, and acquisitions. His clients include GlaxoSmithKline, Merck, Lucent Technologies, Motorola, Johnson & Johnson, Ethicon, ExxonMobil, General Mills, Eastman Chemical, Kraft, Becton Dickinson, and many other Fortune 500 firms. With Matt Sagal, he co-authored the book The Strongest Link. His most recent book, Reinventing Corporate Growth, is the leading book on growing the corporation.

Gene is active in the technology management community. He is a member of the Industrial Research Institute's Research-on-Research Committee, Los Alamos National Laboratory's Technology Commercialization Advisory Board, and the Technology Management Research Center at Rutgers University.

Dr. Matt SagalMatthew W. Sagal
Senior Partner of the Alliance Management Group
co-author of
The Strongest Link

Matthew W. Sagal is a Senior Partner of the Alliance Management Group. He has been a scientist and an R&D executive at Bell Laboratories; and a product management, manufacturing executive, and Vice President of Business Development for AT&T Microelectronics.

Dr. Sagal's consulting clients include firms in electronic components and systems, medical devices, agricultural and construction equipment, power tools, aircraft manufacturing, consumer products, energy, chemicals, and pharmaceuticals. Dr. Sagal leads seminars and workshops on strategic alliances at industry and academic forums in the United States and abroad. He has been an instructor in acquisition integration at the Industrial Relations Center of the California Institute of Technology and is a Certified Licensing Professional of the Licensing Executives Society. With Gene Slowinski, Dr. Sagal is the author of the book The Strongest Link: Forging a Profitable and Enduring Corporate Alliance.

Dr. Sagal holds a degree in chemical engineering from Cornell and a Ph.D. in physical chemistry from MIT.

Matthew E. Helton
Professional Scout and Deal Architect
Unilever R&D

Matthew E. Helton is a Professional Scout and Deal Architect at Unilever R&D in Trumbull Connecticut. He has been with Unilever for 6 years and has held a practitioner role in Open Innovation procedures for most of his career. He has worked on a number of Open Innovation initiatives for Unilever, most of which have involved FINDing new technologies and capabilities in support of numerous Home and Personal Care products. He holds a Ph.D. in Chemistry from the University of New Mexico and was an NIH Postdoctoral Fellow at Johns Hopkins University. He has authored and co-authored 25 peer reviewed journal articles and holds 5 patents.

Helene Rutledge
Director of Open Innovation
GlaxoSmithKline Consumer Healthcare

Helene Rutledge is Director of Open Innovation at GlaxoSmithKline Consumer Healthcare where she leads the Open Innovation team in identifying, evaluating, and securing breakthrough technologies for the company’s global brands. As a key member of R&D, Helene combines her scientific and technical knowledge with her business management skills. Helene has a solid track record in business and new product development, from ideation and product launch, to licensing and contract negotiation.

Helene has been responsible for innovative programs at both large and small pharmaceutical and consumer companies. She was the R&D project leader that took Listerine PocketPaks from concept to commercialization at Warner-Lambert and was instrumental in launching the GoSMILE Whitening System at a start-up virtual oral care company. Helene holds a Bachelor of Engineering in Chemical Engineering from Manhattan College and an Executive MBA from New York University.


By participating in this highly practical, indepth session, you will learn:

  1. How to implement Open Innovation using the “Want, Find, Get, Manage” Model.
  2. To determine what resources your firm “Wants” to access externally.
  3. How to “Find” the resources you “Want.”
  4. How to “Get” those resources rapidly using the Alliance Framework.
  5. How leading firms “Manage” collaborative relationships to success.
  6. How to overcome special problems with collaborative R&D relationships.
  7. How to deal with Open Innovation relationships that are not meeting expectations.
  8. How companies are partnering to access breakthrough technologies and enter emerging markets.
  9. How to become your industry’s “Partner of Choice.”
  10. Tools, metrics, and management techniques that tie the whole process together.

In addition, you will learn to sidestep the mistakes that many firms make.  You will know:

  • The essential building blocks (framework, organization, relationships) and how to establish
  • When to go forward with a partner and when to walk away.  How to reach a deal quickly
  • Methods that allow your firm to achieve its strategic business goals, starting with negotiation
  • Staffing and career development issues in Open Innovation
  • Intellectual property approaches including those for jointly developed technology
  • Techniques for selecting the right structure; alliance, acquisition, joint venture, etc.
  • Tools for resolving conflicts and cultural disconnects
  • Management and joint-decision-making structures that work in a variety of situations, including "David/Goliath," university lab/industry, etc.

Specifically you will receive:

  1. Hands-on guidance and advice from a leading expert, including recommendations for your unique challenges and opportunities
  2. Proven framework for implementing Open Innovation
  3. Real-world implementation examples from leading practitioners at GlaxoSmithKline and Unilever
  4. A complimentary signed copy of Reinventing Corporate Growth by Gene Slowinski, Ph.D.
  5. Full set of reference materials which you may share with others in your firm
  6. New network of peers and colleagues to exchange ideas now and after the session ends   


Day 1  
8:00 – 8:30a Registration and continental breakfast
8:30 - 9:00a Introductions and Expectations. We will tailor the course to the needs of the attendees. This is not a one-size fits all session
9:00 – 10:00a Implementing Open Innovation - road warrior or road kill; it’s your choice. Learn from the leaders’ experiences. We will extract important lessons from both successes and failures
10:00 – 10:15a Cross talk
10:15 – 10:30a Break
10:30 – 11:30a Industry Case Example: Open Innovation at GSK Consumer Healthcare; Helene Rutledge, Director of Open Innovation, GlaxoSmithKline Consumer Healthcare
11:30 – 12:30p Workshop 1: Determining what your firm “Wants” to access externally
12:30 – 1:30p Lunch
1:30 – 2:00p Scouting the world to “Find” the external assets the firm “Wants”
2:00 – 3:00p Industry Case Example: The Role of Professional Scouts in Unilever; Dr. Matthew Helton, Professional Scout and Deal Architect; Unilever
3:00 – 3:30p Break
3:30 – 4:30p Workshop 2: Tools and techniques (including e-scouting) for “Finding” the external assets the firm “Wants”
4:30 – 5:00p Summary of first day and adjourn
5:00 – 6:00p Wine & Cheese Networking Reception
Day 2  
8:30 – 10:00a

Special Presentation: “Getting” external assets using the Alliance Framework*, Matthew Sagal, Alliance Management Group, Inc.
*The Alliance Framework is the leading tool for planning, structuring and negotiating collaborative relationships.

10:00 –10:30a Break
10:30-11:15 Special Presentation: “Financial Modeling in OI Relationships," Matthew Sagal, Alliance Management Group, Inc.
11:15 –12:00p Workshop 3: Benchmarking the Alliance Framework against the firms current deal-making practices
12:00 –1:00p Lunch
1:00 – 2:30p Tools for “Managing” Open Innovation relationships
2:30 – 3:00p Workshop 4: Becoming YOUR industry’s “Partner of Choice”
3:00 – 3:30p Break
3:30 – 4:30p Answering your Open Innovation questions
4:30p Adjourn



Alliance Framework is a registered service mark of Sagal and Associates, Inc. “Want, Find, Get, Manage” Model is a registered service mark of Alliance Management Group, Inc.


This workshop is specifically designed for VPs, directors and managers of Open Innovation, new product development, R&D, business development, partnerships/alliances/licensing, marketing, technology strategy, and corporate growth. The skills covered are also critical for intellectual property managers, corporate lawyers and financial executives. Open Innovation goes across industries and geographical boundaries.  Large or small, new or established, every firm must look outside its own four walls. This session is recommended for teams, including internal stakeholders and/or external partners, and is an excellent opportunity to jointly map out action steps with expert guidance. Group discounts are offered (please see Fees and Logistics).

Reserve early: Attendance is limited to 35 to ensure an optimal learning experience for all participants.

NOTE: THIS PAGE is for the 2010 workshop, to sign up for the 2011 worskhop, click here


Dates: The workshop will be held August 24-25, 2010. Registration /continental breakfast begins at 8:00a.m. on August 24th; session begins at 8:30 a.m. and concludes at 4:30 p.m. on August 25th.erve Location & Hotel Accommodations: The workshop will be held at the Le Méridien Cambridge-MIT, 20 Sidney Street, Cambridge, MA 02139. Please call 617-577-0200 for room reservations and mention that you will be attending Management Roundtable’s Open Innovation workshop to receive the group rate of $169 per night. You may also reserve online at Management Roundtable, Inc. (OR copy and paste the following link into a web browser)   Reserve early to ensure availability).

Fee: $1695/person (by June 25, 2010); $1995/person (beginning June 26, 2010). Fee includes program materials, luncheons, continental breakfasts, networking reception and refreshment breaks, and complimentary copy of Reinventing Corporate Growth.

Team Discounts: Groups of 3 or more may deduct $100 per person.

No-Risk Guarantee: Your satisfaction is 100% guaranteed – money-back or credit. If you’re not satisfied with the quality of this program, let us know in writing and we’ll refund your entire registration fee.

Attire: Business Casual

Workshop brochure

Download workshop brochure

How to register

Register for this event:

Or register by phone:

Call 1-800-338-2223 or 781-891-8080 (9:00am - 5:30pm EDT)

In company training

This session can be brought directly to your site. Benefits include:

  • Lower cost per participant
  • Time savings
  • No travel required
  • Content tailored to your specific needs
  • Implementation is jump-started through team participation and instructor's hands-on guidance

Contact 781-891-8080 for more information and price quote.