Any transaction involving the FSU will take a lot of time and patience. The risks in structuring a technology deal are still very high, but so are the potential payoffs. There is some excellent technology with great commercial possibilities, but you must pick and choose carefully. Most important of all, success is built on relationships. A good partner on location is essential. So is commitment on your part. Expect to spend money to get into the game and to play. If you compensate your FSU partners fairly, they will work very hard for you. If you expect to get something for nothing, they will quickly look elsewhere.

Published: December 1994; WTEC Hyper-Librarian