Abstract
Introduction
In today' s competitive and evolving pharmaceutical landscape, Business
Development is a strategic lifeline for all companies. The more successful
Business Development departments share factors that clearly distinguish them
from the pack. These success principles can be used by other companies to
reinvent the role, direction, and operation of their Business Development
functions so they, too, can be "Fit for Purpose."
Get the Answers You Need to Shape Your Strategy
- Corporate management in successful pharmaceutical companies invariably
recognizes and taps into Business Development' s understanding of the future
and integrates Business Development' s thinking into strategyformulation
processes. What aspects of the pharmaceutical environment does
pharmaceutical Business Development particularly need to understand in order
to be successful?
- Most pharmaceutical companies have not seen Business Development as the
future lifeblood of the company, and their Business Development groups are
poorly equipped to take on this new strategic role. What are the most
common shortcomings of Business Development departments? How are these
shortcomings affecting pharmaceutical companies' ability to succeed? How can
companies best redirect and reorganize their Business Development
departments?
- Partly as a result of Pharma' s lack of internally generated new products,
product acquisitions have become increasingly important. What is the
primary reason many pharmaceutical companies fail to acquire new products that
they have targeted? What aspect of the product acquisition process do Business
Development strategies need to focus on?
Scope
- Business Development as an Indispensable Strategic Lifeline: the
tools of Business Development
- The 1990s-Pharma Enters the Real World: technology changes and new
customer economics
- Consolidation: the rumble that became a landslide; the view of
pharmaceutical management; the effect on new product innovation
- The turn of the millennium: pressures mount; the seven key factors
molding today' s landscape
- The industry' s schizophrenic approach to Business Development: the
not invented here mind-set; Big Pharma sits up and fi nally takes notice; a
shift in strategic outlook
- What is wrong with today' s pharmaceutical Business Development?:
the consequences of funding issues, unseasoned staff, and counterproductive
internal relationships
- Business Development success principles: key factors aiding the
identifi cation of customers' future needs and desires; the evolution of Fit
for Purpose and complex business strategies
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