Business Development for the Biotechnology and Pharmaceutical Industry

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Gower Publishing, Ltd., 2008 - Business & Economics - 186 pages
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Business Development in the biotechnology and pharmaceutical industries accounts for over $5 billion in licensing deal value per year and much more than that in the value of mergers and acquisitions. Transactions range from licences to patented academic research, to product developments as licences, joint ventures and acquisition of intellectual property rights, and on to collaborations in development and marketing, locally or across the globe. Asset sales, mergers and corporate takeovers are also a part of the business development remit. The scope of the job can be immense, spanning the life-cycle of products from the earliest levels of research to the disposal of residual marketing rights, involving legal regulatory manufacturing, clinical development, sales and marketing and financial aspects. The knowledge and skills required of practitioners must be similarly broad, yet the availability of information for developing a career in business development is sparse. Martin Austin's highly practical guide spans the complete process and is based on his 30 years of experience in the industry and the well-established training programme that he has developed and delivers to pharmaceutical executives from across the world.
 

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Contents

The Role of Business Development
1
Knowledge
6
Analytical skills
8
Communication
12
Project management
14
Process improvement
15
Planning the Portfolio
17
Evaluating the companys products
18
Confidentiality
81
Initial due diligence
84
Modelling and Valuation
89
Approaches to modelling
91
Complex models
93
New product issues
96
Measures of value
98
Different value perspectives
99

Responding to changes in the market
21
Balancing the portfolio
23
Identifying the Needs
29
Portfolio objectives
33
Quantifying SWOT
34
Locating gaps
38
Gap analysis
39
Functional advantages
41
Segmentation
43
Portfolio constraints
44
Internal landscape
47
External landscape
54
Intellectual property
58
Profiling and Searching for Opportunities
65
Search database
67
Search targets
69
Webbased research
70
Contact management
72
Conferences
76
Competitive intelligence
79
Steady state
101
Enterprise value
102
Strategic value
103
Redemption value
104
Structure
105
Structuring for Value
111
Deal structures
113
Other deal structures
130
Due Diligence and Negotiations
135
Negotiations
141
Sealing the Deal The Contract
155
Contract structure
156
Drafting the contract
162
Making the Transaction Work
165
Making the alliance work
167
Alliance management
170
Dealing with problems in alliances
172
Glossary
181
Index
185
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About the author (2008)

Martin Austin is Managing Director of TransformRx GmbH which he formed in 2005 to provide business advice to clients regarding investment and business development. He is also a Partner in MarraM Advisors sarl and Chairman of RSA AG. He was previously a Principal in the Paul Capital Partners Royalty Funds a USA based specialist in Secondary Private Equity and Alternative Asset Investments and before that as Head of Business Development for the Pharmaceuticals Division at F.Hoffmann-La Roche. He has had a broad ranging career in the Pharmaceutical industry starting as a Medical Representative in 1977 he progressed through Sales and Marketing roles with GD Searle in the early 80s to become Business Development Manager with Lorex Pharmaceuticals and then became a consultant with Marketing Improvements before leaving to become a founding Director of Machine Intelligence Technologies. Later he took over Business Development for the Dendrite organisation before being appointed Managing Director of MHIG Ltd an international joint venture in Market Research and Consulting prior to joining Roche. After 30 years of experience at all levels in the industry he has a unique background and perspective from which to address this book.

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