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Biotechnology Business Developer

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Duane Ewing works for a company that produces environmentally friendly insecticides. The natural products he wants to put on tomato plants are produced by microbes, plants and other organisms that can kill pests.

His company boasts that it can find a higher number of new pesticidal natural products quicker than its competitors. Their researchers have the inside track on natural pesticides.

That's where Ewing comes in. The research is ongoing, but the company needs financial support and business partners in order to continue research and to put the products on the market.

"We try to form corporate partnerships with other companies and provide them with some kind of product," says Ewing. "You have to be aware of the product and be able to determine the needs of a company. I constantly call people, look at trade publications and company activities, so that I know what they're interested in."

Once Ewing finds a company that might be interested in his product and technology, he sets up meetings. "I make phone calls, write letters and finally establish face-to-face contact. It's all exploratory at this point. It's there I find out what holes they have that we could possibly fill -- it's kind of a fishing expedition." And sometimes he winds up getting a bite that will help his company.

The hardest part of the job is making sure you're knocking on the right door. It doesn't make good business sense to be tracking down a business that can't use your research. And once in the door, you still have to be careful.

"It's hard to make sure you're talking with the person who has the authority and decision-making power and can facilitate a deal," says Ewing.

If a company agrees to help fund research, it's usually for a price -- royalties on a product or a peek into the technology.

Ben Sutton is interested in a different type of biotechnology. His organization is interested in developing technologies for forest regeneration. They're attempting to produce seedlings with higher performance and survival rates.

"We attempt to produce better and better trees for reforestation through studying the genetic make-up and the culture used in nursery development. The old growth forests can't sustain us. The only way of the future is to protect our forests through plantations," says Sutton.

Sutton's job is to make sure there is a growing market for these trees. By analyzing the markets, he provides an overall direction for the group of scientists. "My job is a mix of science and management. Most of us learn on the fly and learn the business aspect by the seat of our pants."

While scientists are in the lab developing new ideas, Sutton is developing ways to sell the product. Through presentations, written reports and phone calls, he provides information about the company to potential clients. He also thinks further ahead into the future.

"I look at the value of the forestry industry. Different areas will need different species, and I have to look to see who's in control of these areas."

In the biotechnology industry, you always have to be thinking ahead. Although Ewing is now more involved in product development, he never stops looking for a chance to develop the business. These opportunities can be well-established companies, universities, individuals or small start-up companies.

"We're always looking for new opportunities. It's a matter of maintaining openness to encourage all opportunities for growth."

Given how complex this field is, it's hard to get the good news about it out to people.

"One of the problems we have with biotechnology is they [high school students] don't know what it is," says Alicia Loffler. She is the director for the Center of Biotechnology at Northwestern University in Illinois. She says the field is changing so quickly with new technologies that it can be hard for people to keep up.

For those who do keep up, the opportunities are boundless. "It's a new industry and there are more women in high management positions than other fields," she notes.

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