I've been on both sides of the dialog and unfortunately inside of a big company it's about extracting the maximum amount of value. You need to position your com

I've been on both sides of the dialog and unfortunately inside of a big company it's about extracting the maximum amount of value. You need to position your company as being the end of that extraction as opposed to a means. When I was the smaller company - the conversations went very differently when we had our incredibly talented BD/sales person on our side included in every step of the process. It seemed to set expectations that we were there to discuss partnership or sales than to simply brainstorm about our technology.