STEP ONE
Conceptualisation

Understanding your offering in a commercial context
How has the product been developed? How does it stand out from your competitors?
You’ll need to work with stakeholders to understand what resources are required, what supply chain is involved and most importantly, how the offering has been priced.
You’ll also need to understand how the contract fits in with the overall business strategy, the strategic importance of the customer and contract, and the regulatory framework relating to the product and the authorisations.
Understanding the market
This is a key factor which shapes contractual negotiations. Is the product an established product in the market or a new one? Does it distinguish itself from the competition?
A thorough understanding of competitor activity and market conditions will ultimately define the negotiation room.

The Big Idea
The first step is defining and presenting your product or service offerings and understanding what makes them unique
Freedom
Ensuring you have the freedom to operate and develop your products without infringing existing Intellectual Property Rights (IPR)
Protect Yourself
Using Non-Disclosure Agreements, marking and labelling of documents, registering and protecting your IPR
Pricing
Understanding how to price your products and services, pricing models, cost bases and defining your margins
Stakeholders
Understanding and managing your supply chain, working with industry bodies and regulators using representatives.
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