1. Communication in Business
Convert, evaluate, present
your scientific data to business world
Chromatin3D_First Summer School
Communication Course
Heraklion, October 1st 2016
Dimitris Koutsioulis, PhD
Executive Director
MINOTECH biotechnology, IMBB-FORTH

2. From academia to…. BSc MSc PhD Post doc Research Institutes University
Science writer
Create a start up
Financial Sector
Industry
(non bench)
(bench)

3. From bench to business…
PhD
University of Crete
Post doc
NEB, USA
IMBB
Executive Director
MINOTECH biotechnology

4. From academic solos to industrial symphonies
Academic researchers often need to stand out to advance, but the corporate world calls for team players. Moving from one world to the other can be a culture shock.
But in industry, these customs can limit both your success and enjoyment of your new role because of three fatal errors: individualism, science for science's sake and exceptionalism.
When selecting startup management, “choose attitude over aptitude”
Pick the right company. Fit with company's culture.
Don’t be afraid to interview them also.

5. From academia to business The 7 C's of effective communication
Concise
Get to the point quickly. Use of concise and straightforward language that encourages efficient action.
Complete
Get all of the information to your recipient the first time. If you leave out important information in your initial correspondence, that will cause a series of problems that will take time to repair.
Conversational
it is important to present your information in a conversational tone that invites interaction, rather than a confrontational tone that can cause an argument. Effective communication presents the information in a manner that is not emotional but instead professional.
Clear
With a business communication, you sometimes get only one chance to make your point. If your information is misunderstood, you may not have the opportunity to correct it before it escalates into a problem. When you present your information, be sure to do so in a clear voice that allows every word to be understood.

6. From academia to business The 7 C's of effective communication
Considerate
When speaking to business associates or customers, always open the conversation to questions and clarifications. When you finish a statement, allow a moment for the other person to ask a question before you go on to your next part. When you answer a question, be sure the answer is understood before moving on in the conversation.
Confidence
An air of confidence in your conversation helps add credibility to your information. Present your data with a clear and commanding tone that indicates that you know the subject you are speaking about and that the information being presented is valuable.
Check
Always check your data and facts before giving a business presentation of any kind. You may have useful ideas, but if they are accompanied by incorrect information, the power of your ideas is lost.

7. Tips on starting a business in science
Have in mind that:
Smaller companies are a great place to start a career in business development because of the varied work. You can be developing a marketing plan one day and be working on the terms of a licensing agreement with a major company the next.
If you were planning to use your research to launch a start-up company, would you expect to be the CEO? It’s one of the most important questions you can ask yourself if you plan to start a business
In order to form the basis of a new company your research should either be the first or best of its kind. Anything less than that might be suitable for an existing company to add to its portfolio

8. Tips on starting a business in science
A first key aspect for transferring scientific know-how into a business is an intellectually diverse team.
Need to link up with people skilled in business development.
Complementary mindsets help to sustain progress and creativity.
Secondly, there’s the vision.
You should have a gut feeling of the problem awaiting a solution, and how you are going to do it.

9. Prepare your Business Plan Executive Summary
This section briefly tells your reader where your company is, where you want to take it, and why your business idea will be successful.
If you are seeking financing, the executive summary is also your first opportunity to grab a potential investor’s interest.
Company Purpose
The Product
The Market
The Competition
The Business Model
Timeframe
Financials
The Team

10. Describe the focus and purpose of the company
*  Describe the focus and purpose of the company *  Tell where the technology originated, if significant *  Describe the current stage of development
1. Company Purpose
Mission & history

11. Company Purpose
MINOTECH biotechnology (Mb) is the in-house facility of Institute of Molecular Biology and Biotechnology (IMBB-FORTH) for the production of high value biotechnology products. Mb products are directed and supplied to scientists engaged in Research, Biotechnology Industry and Clinical Laboratory.
Taking advantage of IMBB new policy to encourage entrepreneurship Mb assets will be further exploited. Mb is under ISO certification and has vast know-how and methodologies for sustaining large scale production of bacterially derived products. This business plan focuses on the establishment of a company named MINOTECH biotechnology Innovation (MbI) that will be the industrial partner of Mb. MbI will also target molecular biology market but with a more aggressive-innovative behavior. The main pillars of MbI development are:
• R&D activities on Mb’s existing products
• addition of new products in existing and new categories that Mb currently has and
• participation in competitive research grant proposals.
MbI will acquire Mb’s know-how and use its production line and brand name as a fast track to transform research projects into valuable products. MbI will emphasize at the recruitment of a small group of young researchers from different fields of Health sciences in order to develop novel products. Since Mb participates in two postgraduate research programs MbI will also provide placement for graduate student thesis.
MbI is aiming at becoming a pioneer biotech enterprise targeting the respective molecular biology enzyme market. Mb strong links with IMBB-FORTH (ranked as the most competitive and productive research institute in Greece) will keep MbI in close contact with a pool of highly skilled young scientists.

12. Describe how your product or technology solves a big problem
*  Describe how your product or technology solves a big problem *  Show that your data supports the likelihood of product success
2. The Product
or Service

13. Heterologous expression
The product
A series of new products will be developed covering the areas of:
DNA amplification and PCR (High fidelity polymerases, Hot start DNA polymerases)
Cloning (TA cloning kit, new Restriction Enzymes)
Epigenetics (Specific Restriction Endonucleases and Methyl Transferases)
RNA analysis (Reverse Transcriptase, Nucleases, RNA markers and QPCR kits)
Protein Analysis tools (Protein Markers)
Glycobiology (Plant Derived Glycosidases)
Protein Expression and purification (Customized Services)
Educational kits (Bacterial Transformation kit, PCR Tutorial kit).
The series of products mentioned follow a basic workflow of development according to the following scheme:
Our team includes specialists who have the knowledge to customize this workflow to each different product.
Some of the products mentioned are already in the market (generics). For those that are covered by patents respective licenses will be requested. MbI will greatly expand Mb prior portfolio with novel high value products. In addition R&D activities on psychrophilic bacteria (a huge collection of microorganisms from Antarctica that IMBB holds is one of the assets that MbI will also acquire) will focus on the identification of novel DNA modifying enzymes of high biotechnological value due to their environmental adaptations.
Gene synthesis
Heterologous expression
Protein purification
Quality control

14. Opportunity and strategy
*  Estimate the market size *  Who is your Target Market
* Describe how you will reach your customers *  Explain why the timing is right for your product
3. The Market
Opportunity and strategy

15. The Market
According to a worldwide market research firm (marketsandmarkets) ‘the global molecular biology enzymes market was valued at $3,8 billion in 2015 and is poised to grow at a CAGR of 10,2% between 2015 and 2020, to reach $5,9 billion in 2020’. The end-users are pharmaceutical and biotech companies, hospitals, diagnostic centers and academic research institutes. Their increasing expenditures in R&D and continuous demand for advanced diagnosis techniques support the growth of this market.

16. Summarize the competitors
*  Summarize the competitors *  Discuss the willingness of users to change from the current status quo *  Elaborate on your product’s advantages and points-of-differentiation
4. The Competition

17. The Competition
Mb current products are of the most competitive nature either for retail or bulk purchase. Taking into account that molecular biology enzymes market is continuously increasing MbI research agenda and Mb effective production line are key to a successful enterprise.

18. Show how you are going to make money
*  Show how you are going to make money *  Describe the partnerships that are needed in order to be successful (distribution networks, OEM agreements, licensing…)
5. The Business Model

19. The Business Model MbI Mb
Domestic Distribution Network
International Distribution Network
OEM Agreements Mb
Mb assets and production line will strongly support MbI fast growth towards the formation of a highly competitive biotech company with a worldwide profile to molecular biology enzyme market.

20. Domestic Distribution Network International Distribution Network
The Business Model
MbI
Domestic Distribution Network
International Distribution Network
OEM Agreements Mb
Recently established Distribution network, in the markets of Greece and Cyprus.
Agreements already established between Mb and 3 German OEM companies will be further reinforced with the products that MbI develops.
More agreements with OEM companies along with the expansion of our distribution channels in additional countries in Europe, Middle East and India will be our primary targets.

21. *  Describe your current product development status and the progress made to date *  List your next product development milestones and the estimated timeframe to reach these *  Describe your regulatory route, timing…
6. Timeframe

22. Timeframe
*Each researcher (3 in total) will be responsible for 2 generic products and one innovation project. Each product need at least 6 months to production (6 products /6 months).
Projected annual outcome: 12 products plus progress in innovative research studies.

23. Ideally, provide a five-year projection of future revenue
*  Ideally, provide a five-year projection of future revenue *  Share your estimates for future funding needs to reach commercialization
7. Financials

24. Financials
Expenses Categories
Personnel
Annual ,00 euro
Chief Executive Officer, Chief Financial Officer, R&D Manager 1, R&D Manager 2 and Research Technician salaries will be fully covered by MbI.
IP Consultant, Corporate Consultant and Scientific Consultant will work under subcontraction according to MbI’s needs
Equipment
Initial ,00 euro
Annual euro
Computer hardware and software, protein purification system, PCR, centrifuges, incubators, SDS-PAGE and agarose gel apparatus. Laminar hoods, refrigerators.
Consumables
Initial ,00 euro
Annual ,00 euro
General (glass and plastic ware, eppendorf tubes, pipet tips, gloves, petri plates)
FPLC Chromatography (Columns and chromatography gels)
Chemical (Culture broths, salts, metals)
Molecular Biology Enzymes kits and reagents
Services
Annual euros
Oligo synthesis, sequencing, gene synthesis,
Next generation sequencing
Transportation expenses and publicity
Annual ,00 euro
Research meetings, promotion, conferences.
Intellectual property issues
Could not predict
Mb assets valuation, Patents, licenses.
Total Funding Needs
Initial euro
Annual ,00 euro
*MbI will emphasize in participating in highly competitive EU grants. Numerous Research teams have expressed their interest to have as partner a biotech related company. MbI goal will be to cover over 20% of its annual funding needs from participating in research grants.
Since Mb has an established pipeline from production to the customer, at least 20% of MbI annual funding needs will be covered by product sales with a significant annual growth rate.

25. * Discuss your senior management team and their relevant experience and their past successes
* Describe the background of your Advisors
* Discuss if your team is complete and who else is needed and with what backgrounds
* Describe any key partnerships formed or
those in progress
8. The Team

26. The team Chief Executive Officer Chief Financial Officer
Scientific Consultant
R&D Manager 1
R&D Manager 2
Research Technician
IP Consultant
Corporate Consultant
2-4 MSc students from postgraduates programs that Mb participates will be trained and engaged in MbI’s R&D agenda.

27. MINOTECH biotechnology. The story so far…
MINOTECH biotechnology (Mb) is the in-house biotechnology production facility of IMBB-FORTH, Crete, Greece, founded in 1986.
Taking advantage of IMBB new policy to encourage entrepreneurship Mb assets are further exploited

28. MINOTECH biotechnology
Our vision
Commercialize the biotech know-how and technology of IMBB (and other research teams)
Support research in IMBB and Greece in general
Create a biotech hub where young researchers from Greece can transform their scientific thoughts into valuable products

29. STEP by STEP business development
The last 16 months in Minotech biotechnology…
Recruit new personnel (patent attorney, business consultant, MSc students)
Reactivate R&D department (7new products, advanced Quality controls)
New logo
Website (
Distribution network (Greece and Cyprus)
Attendance in national conferences
Presentations in major Universities and Research Institutes
Press publicity
Collaboration with other research teams in and out of IMBB
Participation in research programs
OEM agreements with other companies
Expanding of our distribution network in other countries
Forward our Executive Summary to potential investors

30. MINOTECH biotechnology
Finance & Marketing
Research & Development
Production
Packaging & Distribution
(Lab Supplies Scientific)
Certified with ISO 9001:2008
from TUV HELLAS

31. MINOTECH biotechnology
Core activities

32. MINOTECH biotechnology
Products

33. Products 47 Restriction Enzymes 4 DNA Modifying Enzymes
16 Nucleic Acids and markers 
8 Specialty Enzymes 
5 Cytokines
17 Antibodies
7 Reagents

34. Products Restriction Enzymes
• Mb is highlighted as one of the 16 international suppliers of Restriction Enzymes (REs) in the largest database on REs (REBASE, rebase.neb.com).
• Forget time-consuming reactions with SpeedDigest REs. All our REs are certified for 15 min SpeedDigest reactions. 
• Simplified reaction conditions: 41 out of our 47 REs share a common reaction buffer, K buffer.
Alu I  
ApaL I  
Asu II
Ava II
BamH I  
Bcl I 
Bgl I 
Bgl II
BseA I (BspM II)
BseB I (BstN I)
BseC I (Cla I)
BshF I (Hae III)
BsiS I (Hpa II)
BssA I (Cfr10 I) 
BstE II
CspA I (Age I) 
EcoR I
EcoR V
Hind III  
Hinf I 
Hpa I 
Kpn I 
Mbo I  
MspC I (Afl II)
Nae I 
Nco I
Nhe I
Not I
Nru I 
PspP I (Sau96 I) 
Pst I  
Pvu II  
Rsa I  
Sal I 
Sau3A I
Sca I 
Sfi I 
SgrB I (Sac II) 
Sla I (Xho I)  
Sma I  
SnaB I    
Sph I 
SseB I (Stu I) 
Ssp I
Sst I (Sac I) 
Sty I  
Taq I 
XbaI

35. Products DNA Modifying Enzymes
Taq DNA Polymerase (Recombinant, E. coli). The famous thermostable enzyme used for routine PCR.
T4 DNA Ligase. The most commonly used ligase in laboratory research. Quick ligation buffer is also available for 15 min ligation reactions.
DNA Methyltransferase M.BseCI. Developed and supplied exclusively be MINOTECH biotechnology with applications in epigenetic experiments
DNA polymerase I Large (Klenow) Fragment. Lacks 5′→3′ exonuclease activity but retains 5′→3′ polymerase, 3′→5′ exonuclease and the strand displacement activities.

36. Products DNA Markers λ DNA/StyI λ DNA/BstEII λ DNA/EcoRI λ DNA/HindIII
pBR322/HinfI
pUC19/HpaII
pUC19/BseBI/TaqI
λ DNA/PstI
λ DNA/HindIII/EcoRI
1kb DNA ladder
Long Range DNA ladder
100bp DNA ladder
8000 bp
6000
5000
4000
3000
2000
1000
800
600
500
400
300
200
100
2073
1444
736
476
288
191
121
404
501,489
331
190
242
147
111,110 67
1632
396
344
298
221, 220
154 75
517, 504
8453*
7242
6369
5687*
4822
4324
3675
2323
1929
1371
1264
702
21226*
7421
5804
5643
4878
3530*
19329*
7743
6223
4254*
3472
2690
1882
1489
925
421
11501*
5077
4749
4507*
2838
2556*
2459
2443
2140
1986
1700
1159
1093
805
514
468
448
339
264,247
4973
4268
2027
1904
1584
1375
947
831
564
5148
23130*
9416
6557
4361*
2322
DNA Markers

37. Products Speciality Enzymes (8)* Cytokines (5)* Antibodies (17)*
HrcN
Ps. syringae, Recombinant, E. coli
HrpQA
HrpQB
MBP (Maltose Binding Protein)
E. coli native protein
ProOmpA (Precursor of Outer Membrane Protein)
SecA
S. lividans, Recombinant, E. coli
SecB
Cytokines (5)*
IFN-γ (Interferon gamma)
Human, Recombinant, E.coli  
IL-1α (Interleukin 1 alpha)
IL-1β (Interleukin 1 beta)
Human, Recombinant, E.coli
TNF-α (Tumor necrosis factor alpha)
Antibodies (17)*
anti-E. coli SecA
anti-E. coli SecB
anti-GFP
anti-HrcN
anti-HrcQA
anti-HrcQB
anti-HrcU
anti-HrcV
anti-HrpJ
anti-HrpQ
anti-human Interleukin -1ß
anti-human TNF-a
anti-MBP
anti-mouse TNF-a
anti-proOmpA
anti-S. lividans SecA
anti-SecY
Reagents (7)
0.5M EDTA, pH 8.0  
10mM ATP
10mM dNTP mix  
1M DTT
25mM MgCl2  
6X Loading Dye Solution  
Bovine Serum Albumin
(10mg/ml)
*Developed by Dr. Economou Laboratory, IMBB

38. MINOTECH biotechnology
Services

39. Services Fermentation facility (FF)
The FF focuses on controlled production of biomass (mainly microbial) over a wide range of controlled conditions (temperature, pH, aeration, stirring, etc).
The FF houses all equipment needed for the maintenance, growth, collection and storage of microorganisms (bacteria, fungi, etc).

40. Services Protein Purification Facility (PPF)
Large scale (mg to gram) protein purification of tagged or untagged proteins.
We offer the development of purification protocols using several types of purification methods (size exclusion, Ion exchange, affinity, hydrophobic interaction).

41. Services E.coli Protein Expression (coming soon)
Our production team is constructing a database with all E.coli cloning and expression strains and plasmids that IMBB research teams have in their collection.
Our R&D team is willing to collaborate with other research teams that need support in heterologous expression using E.coli as the Trojan horse.

42. MINOTECH biotechnology
Research & Development

43. Research & Development Agenda
Develop and synchronize our existing products (RE new buffer system)
Expand our product list with generic products (feedback from our distributors and OEM partners, 7new products)
Licensing on patented products (2 products under study)
R&D for the identification of novel enzymes
Train young scientists on biotech projects (1 Master thesis, 4 graduate students and 1 undergraduate 3-month period training)
Interact with other member of IMBB (and other institutes) to acquire their know how

44. Research & Development
Restriction Enzymes
Addition of new REs in our product list.
Reverse Transcriptases
Develop MMLV reverse transcriptase (wt and mutant variants).
DNA Polymerases
Develop high fidelity proof reading and Hot start DNA polymerases.

45. Research & Development
DNA Modifying Enzymes
Identify psychrophilic DNA modifying enzymes from bacteria isolated from Antarctica.
Whole genome sequencing of selected cold adapted microorganisms.
Identify novel thermophilic polymerases from Kolumbo submarine volcano (Santorini).
Identify DNA modifying enzymes form bacteriophages isolated from marine bacteria

46. Research & Development
Educational kits
Development of educational kits for High schools and Universities.
PCR kit
Bacterial transformation kit

47. Active R&D section for the development of novel products.
At a glance
Production and distribution of high quality Molecular Biology enzymes and reagents (distribution throughout Greece and Cyprus by Lab Supplies Scientific).
Active R&D section for the development of novel products.
Participation in ambitious National and European Research Programs.
Establishment of active and long term collaborations with distinguished research and industrial organizations outside Greece
Emphasis on training of post-graduate students and young scientists

48. www.minotech.gr Members D. Kafetzopoulos (Scientific Advisor)
D. Koutsioulis
D. Dialektakis
C. Giata
C. Vamvakia
S. Markakiou
S. Papadaki
P. Kelefiotis
Past members
A. Symeonidou
N. Naoumi
D. Tsagkari
M. Kampanos
I. Rouska
Collaborations
D. Vassou, I. Stratidaki (MINOTECH GENOMIC facility)
P. Topalis, I. Marountas (IMBB BIOINFORMATIC GROUP)
M. Ioannou, J. Strouboulis
M. Kapsetaki (B. Spilianakis lab)
V. Bouriotis
K. Kalantidis
Lab Supplies Scientific
P. Katharios (HCMR)
E. Guthrie (New England Biolabs)
J. Novelli (Patent attorney)
D.Kelefiotis
S. Xsidis (business consultant)