Practical Guide to Finding Partners in Pharma and Biotech, 2nd edition

Table of Contents

Executive Summary

Chapter 1 - Introduction

Chapter 2 - Overview of the partnering process

• 2.1. Introduction
• 2.2. The general partnering process
• 2.3. Unique aspects of in-licensing
  • 2.3.1. The in-licensing action plan
• 2.4. Unique aspects of out-licensing
  • 2.4.1. The out-licensing action plan

Chapter 3 - Identifying in-licensing opportunities

• 3.1. Introduction
• 3.2. Defining the ideal opportunity
  • 3.2.1. Creating the ‘ideal' opportunity profile
  • 3.2.2. Obtaining buy-in from internal stakeholders
• 3.3. Desk research
  • 3.3.1. Defining detailed search criteria
    • Therapy focus
    • Technology focus
    • Development phase
    • Geographic focus
    • Technology origins
    • Risk
    • Sales potential
    • Product performance
    • Potential deal terms
    • Potential availability
    • Fit with existing portfolio
  • 3.3.2. Everything is available if the price is right
  • 3.3.3. Conducting desk research
  • 3.3.4. Sources of partnering opportunities
  • 3.3.5. Using the Internet
  • 3.3.6. Using consultants
• 3.4. Marketing partnering needs to generate interest
• 3.5. Common issues in identifying opportunities
• 3.6. Primary, secondary and tertiary opportunities
  • 3.6.1. From long list to short list
  • 3.6.2. Using Excel to sort opportunities versus search criteria
  • 3.6.3. Final internal review
• 3.7. The role of multiple parallel discussions

Chapter 4 - Identifying partners

• 4.1. Introduction
• 4.2. Timing
• 4.3. Defining the ideal partner
  • 4.3.1. Creating the ‘ideal' partner profile
  • 4.3.2. The partnering world consists of more than bigpharma
  • 4.3.3. Obtaining buy-in from internal stakeholders
• 4.4. Defining target deal types and terms
• 4.5. Readiness to partner
• 4.6. Desk research to identify the ideal partner
  • 4.6.1. Defining search criteria
  • 4.6.2. Conducting desk research
  • 4.6.3. Sources of partners
  • 4.6.4. Using the Internet
  • 4.6.5. Using consultants
• 4.7. Marketing partnering opportunities to generate interest
• 4.8. Common issues in identifying partners
• 4.9. Prioritizing target partners
  • 4.9.1. From long list to short list
  • 4.9.2. Using Excel to sort partner companies versus search criteria
  • 4.9.3. Final internal review
• 4.10. The role of multiple parallel discussions
• 4.11. Partners as alternative investors to VCs

Chapter 5 - Building and maintaining a partnering network

• 5.1. Introduction
• 5.2. Strategy and planning
• 5.3. Common concerns about networking and how to overcome
• 5.4. The inverse pyramid effect
• 5.5. Raising awareness
• 5.6. Building a contact network
• 5.7. Top tips for successful networking
• 5.8. Do potential partners know how to make contact?
• 5.9. The role of regular networking
• 5.10. The role of partnering meetings
• 5.11. Maintaining the network when back in the office
• 5.12. Email newsletters
• 5.13. Online networks
• 5.14. Other network building techniques

Chapter 6 - Packaging your offering

• 6.1. Introduction
• 6.2. Packaging your company as the perfect partner
  • 6.2.1. Customized corporate presentation
  • 6.2.2. Typical contents of an in-licensing corporate presentation
• 6.3. Packaging your partnering opportunity
  • 6.3.1. The pitch document
  • 6.3.2. Non-confidential information
  • 6.3.3. What do online submission forms suggest?
  • 6.3.4. Confidential dossier
  • 6.3.5. Presentation materials
  • 6.3.6. Supporting information
  • 6.3.7. Electronic information transfer
• 6.4. Confidential disclosure agreements (CDA)
  • 6.4.1. From the perspective of the licensor
  • 6.4.2. From the perspective of the licensee
  • 6.4.3. What should a CDA include?
• 6.5. Option and evaluation agreements
• 6.6. Pitching your partnering interests at partnering meetings
  • 6.6.1. Pre-event preparation
  • 6.6.2. During the event
  • 6.6.3. Post event follow-up
• 6.7. Meetings, meetings, meetings
• 6.8. What other information you should have ready?
  • 6.8.1. Draft deal terms
  • 6.8.2. Data room
  • 6.8.3. Expertise available for Q&A

Chapter 7 - Making contact

• 7.1. Introduction
• 7.2. Overview of the contact process
• 7.3. The importance of making a good first impression
• 7.4. How to make contact with bigpharma
  • 7.4.1. How to make contact
  • 7.4.2. The right contact
  • 7.4.3. How a partnering opportunity is assessed
  • 7.4.4. Timings, culture and logistics
  • 7.4.5. Types of people
  • 7.4.6. Contact processes
• 7.5. How to make contact with a smaller biopharma/technology company
  • 7.5.1. How to make contact
  • 7.5.2. The right contact
  • 7.5.3. How a partnering opportunity is assessed
  • 7.5.4. Timings, culture and logistics
  • 7.5.5. Types of people
  • 7.5.6. Contact processes
• 7.6. Tips for successful contact
• 7.7. Managing contacts
  • 7.7.1. The contact record
  • 7.7.2. Contact management software
  • 7.7.3. Managing interest
  • 7.7.4. Importance of recording rejections
• 7.8. Sources of contact information
  • 7.8.1. Primary contact sources
    • Personal network
    • Company websites
    • Databases
    • Conferences
    • Industry press and media
    • Regulatory filings
    • Consultants
    • Unsolicited contact
  • 7.8.2. Online submission forms

Chapter 8 - Becoming partner of choice

• 8.1. Introduction
• 8.2. What is ‘partner of choice' ?
• 8.3. Characteristics of partner of choice
  • 8.3.1. Internal buy-in to alliances
  • 8.3.2. Well resourced alliance team
  • 8.3.3. Ability to move fast
  • 8.3.4. Mutual respect and open communication
  • 8.3.5. Excellent track record
  • 8.3.6. Deal term flexibility
  • 8.3.7. Alliance management skills
  • 8.3.8. Value creation
  • 8.3.9. Quids
• 8.4. Becoming partner of choice
  • 8.4.1. Marketing
  • 8.4.2. Track record
  • 8.4.3. Partner focus
  • 8.4.4. Effective, responsive and transparent
  • 8.4.5. Identify and resolve weaknesses

Chapter 9 - Resource Center

• 9.1. Resources
• 9.2. Checklists
  • Checklist 1: Partnering process
  • Checklist 2: Finding opportunities
  • Checklist 3: Finding partners

Appendices

• Appendix 1 - Glossary of terms used in this report
• Appendix 2 - Top fifty biopharma and recent deal activity

About CurrentPartnering

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Table of figures

• Figure 1: Overview of the partnering processes
• Figure 2: Unique steps in the in-licensing process
• Figure 3: In-licensing action plan
• Figure 4: Unique steps in the out-licensing process
• Figure 5: Out-licensing action plan
• Figure 6: The ‘ideal' opportunity profile
• Figure 7: Search criteria spreadsheet
• Figure 8: Key sources of partnering opportunities
• Figure 9: Corporate partnering opportunity databases
• Figure 10: Academic partnering opportunity databases
• Figure 11: Sample qualitative scoring system for short listing opportunities
• Figure 12: Sample Excel spreadsheet used to score long list partnering opportunities
• Figure 13: Deal timing - the relationship of deal value and risk
• Figure 14: Optimum timing for out-licensing
• Figure 15: Deal types for consideration by licensors
• Figure 16: Defining deal terms
• Figure 17: Partner search criteria spreadsheet
• Figure 18: Key sources of partner companies
• Figure 19: Corporate partnering databases
• Figure 20: Sample qualitative scoring system for short listing partners
• Figure 21: Sample Excel spreadsheet used to score long list partnering opportunities
• Figure 22: Forms of funding from partner companies
• Figure 23: The contact inverse pyramid
• Figure 24: Top tips for successful networking
• Figure 25: Major networking clubs in biopharma
• Figure 26: Example regional networking clubs in biopharma
• Figure 27: Example major networking events operated by network clubs
• Figure 28: Key partnering events - International
• Figure 29: Major biopharma conferences with networking emphasis
• Figure 30: Amgen' s Online Outreach newsletter
• Figure 31: Raucon' s The Pharma Business Developer
• Figure 32: CurrentPartnering' s Dealmakers Update
• Figure 33: Leading online networking tools
• Figure 34: Contents of typical corporate presentation
• Figure 35: Online submission evaluation requirements
• Figure 36: Submission form summary from Pfizer website
• Figure 37: Tips on making a good first impression
• Figure 38: Bigpharma partnering opportunity assessment process
• Figure 39: Characteristics of partner of choice
• Figure 40: Partnering resource finder
• Figure 41: Bigpharma - top 50 by pharma revenues and deal signed