As you can see, the approaches to focus on the right targets are diverse and the list of criteria is long. Nonetheless, it is important to be specific (without being too restrictive) and ensure that they are ultimately aligned with your strategic goals. Once you have found your list of target IP clients and law firms to approach, you will need to reach out to begin a conversation.
The first contact has to be personalized (no mass email) and concise as it can drastically increase your response rate. Make sure to make an impression – address their needs and explain why it is worth meeting by referencing to the information you have about the other party’s current IP portfolio and/or behaviors (trends). Entice them with the mutual benefits from this potential relationship that needs to be discussed imminently.
Once you have scored a meeting, let’s see how big data analytics can support you in preparing the meeting for success.