In the world of innovation and idea development, negotiation is one of the most pivotal steps between a concept and commercial success. For inventors navigating this complex landscape, knowing how negotiations are handled can make all the difference. Robert Susa, President and Owner of InventHelp, has for decades shaped how
invention services support creators in presenting, protecting, and promoting their concepts. His approach to negotiation reflects a combination of leadership philosophy, client support strategies, and industry practice — all oriented toward helping inventors articulate their value and seek opportunities with manufacturers, licensees, and industry decision‑makers.
The Role Of Inventhelp In The Invention Journey
Robert Susa stewards InventHelp, an invention service company that serves as a bridge between individual inventors and industry entities. Founded in 1984, InventHelp has built a long history in helping everyday inventors move from concept toward
market exploration. The services offered under Susa’s leadership begin well before negotiation — including assistance with patent referrals, prototype visuals, technical drawings, and professionally prepared invention materials designed to help inventors communicate their ideas effectively. These tools lay the groundwork that makes later negotiation possible because companies and potential partners respond best when presented with clarity and professionalism.
While InventHelp itself does not directly guarantee success in licensing or product commercialization, the organization maintains resources to help inventors present their concepts to a confidential database of companies that have expressed interest in
reviewing new ideas. Through this process, potential matches between inventions and interested firms can emerge. When such interest is identified, negotiation becomes the key next step — and this is where Robert Susa’s philosophy and operational approach come into focus.
Preparing Inventors For Negotiation
For Robert Susa, effective negotiation starts long before any meeting with a manufacturer or potential licensee. Central to his approach is ensuring inventors are well prepared — equipped with not only a strong concept but also clear documentation of its benefits, applications, and commercial potential. Susa understands that a successful negotiation isn’t about persuasion alone; it’s about confidence grounded in substance. That is why under his guidance, InventHelp encourages inventors to utilize professional materials such as detailed technical drawings, prototype models, and marketing literature that accurately reflect the invention’s features and advantages. These materials serve as the foundation of any
negotiation strategy because they help industry professionals understand the invention in a structured and compelling way.
Equally important in preparation is educating the inventor. Susa emphasizes transparency about the invention process, urging inventors to consult independent patent attorneys, to research markets thoroughly, and to understand how intellectual property protection works. When negotiating on behalf of an invention, having this baseline knowledge empowers the inventor to engage with potential partners more convincingly, ask informed questions, and evaluate terms critically rather than reactively.
Connecting Inventors To Opportunities
Once an inventor’s concept is professionally articulated, Robert Susa’s approach to negotiation transitions into connecting the inventor with potential industry partners. InventHelp maintains what is known as the InventHelp Data Bank — a network of thousands of companies across diverse product categories that have agreed to confidentially review invention submissions. The goal of this network is to create opportunities for direct dialogue between inventors and companies that might be interested in licensing, manufacturing, or further developing a concept.
When an invention garners interest from a company in the Data Bank, InventHelp’s role — reflecting Susa’s leadership perspective — is to facilitate introductions and support the inventor through the preliminary stages of conversation. At this interface, negotiation often begins, and Susa’s broader emphasis on clear, honest communication explains why InventHelp strives to help inventors present their case with credibility rather than hype. Under Susa’s direction, the aim is that any ensuing negotiation starts from a point of mutual understanding about what the invention does, whom it benefits, and what the terms of engagement might look like.
Support During Licensing Conversations
Negotiation often takes shape in the context of licensing discussions — where terms such as royalties, upfront fees, and exclusivity are considered. Here, the value that Robert Susa places on experienced guidance becomes particularly significant. While InventHelp itself is not a legal advisor, part of Susa’s strategy has been to ensure inventors have access to qualified patent attorneys and licensing professionals who can provide specialized advice during this phase. By doing so, inventors are better equipped to understand the implications of negotiation points and to engage in discussions with greater confidence and clarity.
Susa’s leadership philosophy underscores that performers in the negotiation process whether attorneys, consultants, or the inventors themselves — should be informed, thoughtful, and prepared. This reduces the risk that inventors feel overwhelmed by complex terms or pressured to make decisions without a full grasp of their rights and opportunities. With a supportive team and a well‑documented invention package, the negotiation can focus on finding a mutually beneficial path forward rather than navigating uncertainty alone.
Building Realistic Expectations
A defining feature of Robert Susa’s approach to negotiation is the recognition that not every invention will lead to a licensing deal. The invention industry is inherently challenging, and Susa openly acknowledges that success cannot be guaranteed simply by submitting materials or entering talks with a company. Rather than overstating the likelihood of commercial breakthroughs, Susa’s philosophy is rooted in helping inventors understand the marketplace realistically — including both its opportunities and its limitations. This mindset equips inventors to approach negotiation with measured optimism, confidence in their preparation, and awareness that patience and persistence are often essential.
By focusing on what inventors can control such as clear presentation, professional materials, and legal guidance Susa helps inventors engage in negotiations that are grounded in fact rather than expectation. When inventors go into a negotiation well informed and supported, they are better positioned to recognize when a term is favorable, when an opportunity aligns with their goals, and when it might be appropriate to rethink or revisit a discussion.
Robert Susa’s Leadership Philosophy In Negotiation
At the heart of how Robert Susa handles negotiation for his inventions is a leadership philosophy built on fairness, empathy, and transparency. Over decades leading InventHelp, Susa has stressed the importance of honesty in all stages of the
invention process — from early consultation to material preparation and through negotiation discussions. By maintaining open communication, encouraging inventors to seek independent advice, and helping them understand all aspects of the journey, Susa places inventors in a stronger position as they negotiate terms with external partners.
This leadership philosophy also manifests in Susa’s view that negotiation is a collaborative dialogue rather than a one‑sided pitch. Successful negotiation requires both parties to come to the table with respect for the invention’s potential and an understanding of market dynamics. Robert Susa’s role is to help inventors approach that table with confidence, preparation, and support not with unrealistic promises or inflated expectations.
Negotiation As A Process, Not A Guarantee
Invention and innovation involve much more than an idea — they demand careful planning, professional presentation, strategic communication, and thoughtful negotiation. Robert Susa’s approach to negotiating for inventions reflects a deep commitment to empowering inventors with the tools, knowledge, and support they need to engage with industry partners effectively.
From preparing invention materials to facilitating connections with companies, to supporting inventors with
external legal guidance, Susa’s model emphasizes readiness over hype and clarity over assumption. By fostering an environment where inventors are informed and supported, Robert Susa helps them navigate one of the most critical phases of the invention journey negotiation with professionalism and purpose.