NBIA FTI 2009
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For more information, call (740) 593-4331 or email education@nbia.org.

Workshops

The Fundamentals of Incubator Management

Monday, Oct. 3
9 a.m. – 4 p.m.

Sponsored by incuTrack

Who should attend?

This workshop is intended for individuals new to business incubation who work for an established incubator.

What you’ll learn:

  • The five critical areas of client services
  • How to compel companies to graduate from your program
  • What to look for when interviewing prospective clients, and how to see the danger signs
  • How to turn your incubator’s impact data into a powerful marketing message for prospective clients and stakeholders

Many new incubator managers have more questions than answers. How do I attract clients? How do I provide the kind of assistance they need most? Where will my revenues come from? And how does graduation work?

The Fundamentals of Incubator Management takes an in-depth look at every aspect of business incubation, covering client intake, incubator services, business models, missions and graduation.

Workshop topics include:

You’ll also learn about incubator mission and governance structures, working with a board of directors, generating revenue and achieving financial self-sustainability, recruiting clients and more.

As part of NBIA’s Incubator Management Certificate Program, The Fundamentals of Incubator Management offers a comprehensive primer on business incubation that no manager should do without.

Please note: This workshop is a requirement of the NBIA Incubator Management Certificate Program. Visit www.nbia.org/certificate to learn more about this program and its requirements.

Speakers
Tom Strodtbeck, Director of Events and International Programs, National Business Incubation Association, Liverpool, England
Strodtbeck oversees the development, programming and execution of NBIA’s International Conference on Business Incubation and Fall Training Institute. Under his direction, NBIA successfully launched three new training initiatives: the Incubator Management Certificate Program, the Summit for Advanced Incubation Professionals and NBIA Webinars. He has presented on the subject of incubation and business creation in the U.S., Mexico, England, Malaysia, China and France.

David Terry, Executive Director, West Texas A&M University Enterprise Network, Amarillo, Texas

Terry is an entrepreneur with more than nine years of experience in facilitating the growth of new ventures. During that time, he has assisted more than 800 small businesses. He is also a sought-after speaker and trainer. Terry earned his MBA from West Texas A&M University in 2000, and he is pursuing professional coaching certification through Coach University. He is treasurer of NBIA’s Board of Directors and a member of its executive committee. Terry was recently recognized by the Amarillo Chamber of Commerce as a recipient of the inaugural Top 20 Under 40 award for business leaders.

Developing a Successful Incubator

Monday, Oct. 3
9 a.m. – 4:30 p.m.

Sponsored by Turnstone, a Steelcase Company

Who should attend?

  • Anyone who is interested in learning about or starting a successful incubation program, including university commercialization professionals, economic developers, incubator funders and stakeholders, community leaders and government officials

What you’ll learn:

  • How to develop a business plan for an incubator
  • How incubators can successfully achieve their mission
  • How new incubators get funded
  • How to better understand the needs of your market – and how to fulfill those needs

Are you developing an incubator or thinking about developing one? This comprehensive course addresses all aspects of incubator development and is limited to those developing an incubator. The presenters will draw on their experience launching more than 60 incubators to discuss the elements of a successful incubator start, including:

Materials will include the latest information on industry best practices (U.S. and international), lists of key resources, sample documents and more. The presenters will step you through the process of developing an incubator and help you identify all factors that should be considered before embarking on your project.

Speakers
Carol Lauffer, Partner, Business Cluster Development, Menlo Park, Calif.
Lauffer is a consultant in incubator development and technology commercialization. She is the former managing director of the Panasonic Incubator, a corporate venture-backed incubator in Silicon Valley, Calif., as well as a former principal in Panasonic Ventures. Previously, she was the associate director of the Software Development Forum, the largest organization for software start-ups in the San Francisco Bay Area, where she forged strategic partnerships with leading Silicon Valley technology companies and developed a full range of entrepreneurial business programs for software start-ups. Lauffer currently serves as chair of NBIA’s Board of Directors.

Jim Robbins, Partner, Business Cluster Development, Menlo Park, Calif.
Robbins is also a consultant in incubator development and technology commercialization. He has 35 years of experience in the fields of new business formation, organizational design and management, technology development and commercialization, environmental technology, business operations and law. He is the former executive director of the Environmental Business Cluster in San Jose, Calif., which was named NBIA’s Randall M. Whaley Incubator of the Year in 2008. Previously, Robbins was executive director of the Software Business Cluster, NBIA’s 2000 Randall M. Whaley Incubator of the Year.

Incubation Business Models: The Path to Sustainability

Monday, Oct. 3
9 a.m. – 4 p.m.

Sponsored by BSA LifeStructures

*Please note: If you register for this workshop, you will receive a copy of the book Business Model Generation (2010) by Alexander Osterwalder and Yves Pigneur. The book will be distributed to attendees at the beginning of the workshop at 9 a.m. on Monday, Oct. 3.

Who should attend?

This program is designed for practitioners with a relatively advanced understanding of business incubator operations. Although open to all, experienced managers will find this workshop especially helpful.

What you’ll learn:

  • How to manage and integrate nine critical elements into a successful and dynamic incubator business model
  • Examples of exemplary programs that follow each business model
  • Ideas for how to create a customized business model for your program

One of the most significant challenges of incubator management is developing a sustainable business model for your program. In fact, for many incubators, sustainability remains an ever-elusive goal. In Incubation Business Models: The Path to Sustainability, you will learn steps for managing and integrating nine critical elements into a successful and dynamic incubator business model. These elements are:

Several popular topics will be discussed, such as developing multiple revenue streams; taking equity in clients; offering virtual, affiliate and resident programs; and examining for-profit and nonprofit programs.

Speakers
Karl LaPan, President & CEO, Northeast Indiana Innovation Center, Fort Wayne, Ind.
LaPan has more than 10 years of experience in the incubation industry and operates one of the top incubators/research parks in the U.S. He has raised more than $30 million while building out more than 74,000 square feet of office, manufacturing and wet laboratory space for incubator clients. LaPan co-authored Creating Winning Business Plans with Steve Franks. His latest work is the first in a series of incubator guide books titled Strategies for Advancing Your Organization and Yourself. He has also co-authored with three other writers a revision of NBIA’s best-selling work, Best Practices in Action. LaPan serves as second vice chairman of NBIA’s Board of Directors.

Mark Long, President, Long Performance Advisors, Ellettsville, Ind.
Long operates a global consulting company focused on accelerating efforts in incubation, technology transfer, sales and marketing, and business and economic development. He is currently an instructor in Entrepreneurship and Management at Indiana University’s Kelley School of Business. Long facilitated research and technology collaborations between Indiana University and local industry and oversaw the university’s business incubator. He has more than 20 years of experience in clinical diagnostics in sales, marketing and technical services.

Joel Wiggins, CEO & President, Enterprise Center of Johnson County, Lenexa, Kan.
At ECJC, Wiggins provides business assistance to a dozen clients in the high-tech, biotech and service industries. Since 2000, ECJC clients have raised $80 million and generated sales of $82 million, while creating more than 800 net new jobs. Wiggins is also founding organizer and executive manager of Mid-America Angels Investments. He previously served as director of the Austin Technology Incubator at The University of Texas at Austin, NBIA’s 1994 Randall M. Whaley Incubator of the Year.

Serving Client Companies

Tuesday, Oct. 4
9 a.m. – 4 p.m.

Sponsored by Oklahoma Business Incubator Association

Who should attend?

This workshop is intended for those who are new to the incubation industry and want to explore the types of client services they should offer.

What you’ll learn:

  • Four major risk areas for start-ups, and how those risks change over time
  • Four models of service delivery
  • How to manage service provider networks to benefit your program
  • How to create effective mentoring programs
  • The pros and cons of entrepreneurs-in-residence programs

Good incubators provide entrepreneurs with programs and services to help them succeed. These programs should be targeted to the specific needs of incubator clients and delivered in a cost-effective way, with the goal of developing successful start-ups.

The presenters of this workshop will draw on their years of experience to show you:

This workshop includes exercises to help you strategically examine your incubator and its services. You’ll leave with a better understanding of the types of services your clients value, ways to engage entrepreneurs in your programs and how to increase a company’s chances for success.

Please note: This workshop is a requirement of the NBIA Incubator Management Certificate Program. Visit www.nbia.org/certificate to learn more about this program and its requirements.

Speakers
Jasper Welch, Director, San Juan College Enterprise Center, Farmington, N.M.
Since 1991, Welch has operated a management consulting practice, which specializes in strategic planning, executive coaching, leadership and organizational development. He has received additional training and certification in business planning, personnel assessments, quality management and interpersonal communications. Since 1999, Welch has directed the Enterprise Center, and from 2002 to 2005, he served as interim director of the SJC Training Center at San Juan College. Welch has worked in the private sector in the printing, office supplies, advertising, retail and management consulting fields.

Joel Wiggins, CEO & President, Enterprise Center of Johnson County, Lenexa, Kan.
At ECJC, Wiggins provides business assistance to a dozen clients in the high-tech, biotech and service industries. Since 2000, ECJC clients have raised $80 million and generated sales of $82 million, while creating more than 800 net new jobs. Wiggins is also founding organizer and executive manager of Mid-America Angels Investments. He previously served as director of the Austin Technology Incubator at The University of Texas at Austin, NBIA’s 1994 Randall M. Whaley Incubator of the Year.

An In-Depth Guide to Incubator Funding Opportunities

Tuesday, Oct. 4
9 a.m. – 4 p.m.

Who should attend?
This workshop is intended for any incubator manager or developer who is facing funding challenges, regardless of industry experience.

What you’ll learn:

  • How to develop a fundraising plan and budget
  • How to build a sound foundation for a successful funding initiative
  • How to develop a case for investment based on ROI
  • The pros and cons of various funding options

Securing financial support is a key aspect of running a successful incubator. During this workshop, industry veterans Sandra Cochrane and Chuck Stein will provide detailed information about how to get funding for an incubation program from both the public and private sectors.

Cochrane, who has helped a number of clients write grant proposals, will explain various types of public and private grant funding and how to increase the chances of success in submitting an application. The types of grant sources she’ll cover include:

Stein, who has raised more than $130 million for various economic development projects, will provide an in-depth explanation of how to best prepare for and execute a successful multimillion dollar funding campaign. Specific topics he will cover include assessing community support for an initiative, developing a case and rationale for the campaign, creating an effective presentation (sample campaign marketing materials will be available), and presenting the opportunity for investment.

Speakers
Sandra Cochrane, Technology Business Consultant, Michigan Small Business and Technology Development Center, Kalamazoo, Mich.
Before joining the SBTDC in 2008, Cochrane was chief operating officer and acting CEO of the Southwest Michigan Innovation Center, a technology business incubator in Kalamazoo, Mich., for more than seven years. During her time at SMIC, Cochrane supervised two feasibility studies, secured more than $1.5 million in grant funding and conducted two benchmarking studies. Under her leadership, the incubator’s clients created approximately 156 jobs and had an economic impact of more than $12.7 million.

Charles Stein, President, Strategic Development Services, Powell, Ohio
With nearly 40 years of experience in economic development and 20 years of experience consulting with and developing incubators throughout the U.S., Stein has comprehensive knowledge and expertise in the business incubation process. His firm, Strategic Development Services, specializes in the planning, feasibility, development, funding and implementation of incubation initiatives and regional economic development organizations. Stein is recognized nationally as an authority on business incubation. He was an editorial contributor to and SDS was a sponsor of NBIA’s A Practical Guide to Business Incubator Marketing. Additionally, Stein has raised more than $100 million to fund regional economic development organizations and incubation programs.

Attracting and Retaining Top-Quality Clients

Tuesday, Oct. 4
9 a.m. – 4 p.m.

Who should attend?
This workshop is designed for incubator managers who are in charge of attracting and retaining a sufficient client base for their incubator or research park.

What you’ll learn:

  • How to understand and effectively communicate your incubator’s value proposition to prospective clients
  • How to design and implement reasonably priced marketing strategies for client attraction
  • How to evaluate clients for entry into your incubator
  • How to design programs that encourage client retention and growth

An incubator's effectiveness often is determined by the accomplishments of its clients, so selecting clients with the potential to succeed is important. Indeed, having a steady stream of high-quality client companies is the lifeblood of any incubator.

During this workshop, experienced incubation professionals will provide tools and techniques for locating, attracting and retaining clients that fit well within your incubator and are likely to succeed.

The following tools will be used:

Attendees will complete exercises that will demonstrate effective client attraction and retention methods. The presenters will address the existence of competing entities, such as accelerators, co-working spaces, cyber-cafes and entrepreneur communities, and they will explain how to best address this competition. They also will discuss how to evaluate clients from university, community and industrial sources.

Speakers
John Hanak, Statewide Director, Purdue Technology Centers, Indianapolis, Ind.
Hanak oversees four technology business incubators throughout Indiana. He has held officer-level positions at a Fortune 500 metals manufacturer and a machine-building company and was CEO of a technology products company. He also co-founded a technology commercialization consulting firm, North Riverside Partners, and a small investment partnership, CN Associates. He has been with Purdue for more than six years. Hanak serves on NBIA’s Board of Directors.

Karl LaPan, President & CEO, Northeast Indiana Innovation Center, Fort Wayne, Ind.
LaPan has more than 10 years of experience in the incubation industry and operates one of the top incubators/research parks in the U.S. He has raised more than $30 million while building out more than 74,000 square feet of office, manufacturing and wet laboratory space for incubator clients. LaPan co-authored Creating Winning Business Plans with Steve Franks. His latest work is the first in a series of incubator guide books titled Strategies for Advancing Your Organization and Yourself. He has also co-authored with three other writers a revision of NBIA’s best-selling work, Best Practices in Action. LaPan serves as second vice chairman of NBIA’s Board of Directors.

Mark Long, President, Long Performance Advisors, Ellettsville, Ind.
Long operates a global consulting company focused on accelerating efforts in incubation, technology transfer, sales and marketing, and business and economic development. He is currently an instructor in Entrepreneurship and Management at Indiana University’s Kelley School of Business. Long facilitated research and technology collaborations between Indiana University and local industry and oversaw the university’s business incubator. He has more than 20 years of experience in clinical diagnostics in sales, marketing and technical services. Long was recently elected to NBIA’s Board of Directors.

Higher Education Incubation: The Good, the Bad and the Ugly

Wednesday, Oct. 5
9 a.m. – noon

Who should attend?
This workshop is intended for those who are establishing or thinking about establishing incubators with educational institutions. It also is designed for those who work in established academic-affiliated incubation programs.

What you’ll learn:

  • How to leverage the assets of an educational institution
  • How to avoid common mistakes when running an incubator in an academic environment
  • How to prepare your program for success in collaboration with an educational institution

Educational institutions can provide resources that can increase an incubator’s effectiveness, but there also can be significant drawbacks of operating an incubation program within academia. As more educational institutions consider stepping into the incubation and economic development fields, they need to be prepared to work with the entrepreneurial community. This workshop addresses how to:

When operating an incubator within an educational institution, managers may experience an environment that makes the ongoing operation and effectiveness of the incubator impossible. These situations can affect the effectiveness of the incubator and its services, as well as jeopardize the program itself. The presenters – three experienced incubator managers who have been affiliated with different types of educational institutions – will provide case studies and practical suggestions for those working in or considering incubators affiliated with higher education institutions.

Speakers
Timothy Peoples, Director, Purdue Technology Centers of West Lafayette, West Lafayette, Ind.
Peoples is responsible for helping Purdue Research Park's early-stage companies generate new business growth by developing vital links between product research and commercial application. Peoples served as an assistant professor at the University of Arizona from 1978 to 1982. He began his career in the industry as a vice president of research for GENOCO Industries, a start-up company, in 1981. He joined American Cyanamid Co. in 1982. During his 18-year tenure with the company, Peoples worked in product development, traveled internationally and was stationed for five years in Rio de Janeiro.

Megan Reichert-Kral, Program Manager, Michigan Venture Accelerator, Office of Technology Transfer, University of Michigan, Ann Arbor, Mich.
Before joining the University of Michigan’s Venture Accelerator, Reichert-Kral was director of incubation at the University of Toledo in Toledo, Ohio, where she oversaw four facilities. She previously worked as an executive at the Reichert Stamping Co. until the firm was sold, and has served as vice president for business development at a regional chamber of commerce. Reichert-Kral has been involved with incubation since 2004 and serves on NBIA’s Board of Directors.

Jasper Welch, Director, San Juan College Enterprise Center, Farmington, N.M.
Since 1991, Welch has operated a management consulting practice, which specializes in strategic planning, executive coaching, leadership and organizational development. He has received additional training and certification in business planning, personnel assessments, quality management and interpersonal communications. Since 1999, Welch has directed the Enterprise Center, and from 2002 to 2005, he served as interim director of the SJC Training Center at San Juan College. Welch has worked in the private sector in the printing, office supplies, advertising, retail and management consulting fields.

Tools to Help Clients Plan and Fund Their Business

Wednesday, Oct. 5
9 a.m. – noon

Sponsored by Oklahoma Center for the Advancement of Science and Technology

Who should attend?
This workshop is intended for individuals who assist or support client companies. Both experienced managers and those new to the field will benefit from this discussion.

What you’ll learn:

  • Knowledge about available client funding options
  • Information about leading software tools and online systems for business opportunity evaluation, planning and fundraising
  • How to decide which software solution best meets clients’ needs

An incubator manager needs to be well-versed in the latest tools to help entrepreneurs with business planning and funding. The presenter will share an overview of the types of funding early-stage companies seek – including debt, equity, and state and federal grants – followed by an in-depth look at software tools and related techniques that can help entrepreneurs address common start-up business needs.

This workshop will identify and characterize software tools and online systems that assist entrepreneurs in everything from business planning and modeling to investor prospecting and fundraising.

Discussion of each software tool and online system will include:

Some of the tools to be discussed include AngelSoft, Planet Eureka, EquityNet and Invention Evaluator.

Speaker
Judd Hollas, President and CEO, EquityNet, Fayetteville, Ark.
Hollas is co-founder of EquityNet, a leading patented business planning and capitalization system for entrepreneurs, business incubators, investors, government entities and service providers. Previously, Hollas served as division manager for Beta-Rubicon, a consulting firm specializing in technology assessment and due diligence services. He has 15 years of experience as an independent technology analyst and investment manager, and has invested in more than 30 emerging technology companies in a range of industry sectors.

Creating a Community Innovation Organization

Wednesday, Oct. 5
9 a.m. – noon

Sponsored by i2E

Who should attend?
This workshop is intended for incubator managers and economic development professionals who want to create mutually beneficial partnerships with community organizations that have similar goals.

What you’ll learn:

  • Which organizations in your community you should approach for collaboration
  • How to identify community resources that could contribute to larger economic development goals
  • How to create win-win partnerships

Learn how to collaborate with other organizations in your region to attract funding, expand client service offerings and increase outreach. The presenters will share how the i2E program in Oklahoma evolved into a broader economic development organization and how to leverage resources and develop a similar plan in your community.

The following topics will be discussed:

You’ll leave with an understanding of how to make deals and how to ensure the partnerships you form are beneficial to all organizations involved.

Speakers
Wayne Embree, Vice President of Entrepreneur Services, i2E, Oklahoma City, Okla.
Greg Kieson
, Incubator Manager, Business Development Center, Moore Norman Technology Center, Norman, Okla.
Brad Rickelman, Assistant Director, Meridian Technology Center for Business Development, Stillwater, Okla.
David Thomison, Vice President of Investments, i2E, Oklahoma City, Okla.