Abstract
Drive revenue through alliance success:
Nearly half of today' s top-selling drugs were the result of partnerships.
Companies across the industry annually spend hundreds of millions of dollars
to utilize other firms' discovery, development and marketing capabilities in
their quests for the next blockbusters.
This pressure to maintain strong portfolios underscores the importance of
alliance management. Alliance management is a crucial step in the deal-making
process. But it is here that many deals fall apart. At this stage, the burden
rests on alliance management personnel to keep things running smoothly.
Ensuring a thriving collaboration is a daunting responsibility requiring many
parts - ample organizational support, efficient project coordination, and
constant, open communication.
Companies that excel in alliance management position themselves to win new
deals. Those organizations that show a penchant for successful collaborations
will attract other companies looking for strong allies - in the process
filling critical portfolio holes and penetrating exciting new markets.
Pharmaceutical Alliance Management focuses on overcoming post-deal management
challenges. Findings and interviews with pharma and biotech industry leaders
provide proven, successful approaches for partnership success. The report
instructs alliance managers on how to:
- Develop a robust alliance management strategy
- Gain key stakeholders' support and organizational resources
- Cultivate deeply rooted partner relationships
- Identify and eliminate problem areas
- Monitor alliance health
- Attain partner-of-choice status
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