Competition to secure in-licensing deals for the most promising new compounds is increasing, and the balance of power between big Pharma companies and small biotechs in these deals is shifting. Larger companies can no longer expect start-up companies simply to take the most generous licensing offer without consideration of other deal factors. These smaller companies seek hard evidence of commitment and expertise in alliance partners, as well as an increased role in decision-making and commercialization of new products from their partners. These goals are often at odds from the larger firm's desire to maintain control over the marketing and sales efforts in alliances. Such natural differences in objectives can generate natural tension between large and small companies. If not handled well, challenges inherent in both co-development and co-promotion alliances can damage the health and progress of the resulting relationships.
In light of the changing deal landscape and these critical alliance management issues, business development organizations at large Pharmaceutical and biotech companies alike seek to improve their own business development efforts to successfully negotiate strategic alliances that are most valuable to their goals. This Best Practices Benchmarking® Report looks at the most critical factors in managing the deal-making process.
Help your organization understand the various nuances involved in creating successful partnerships between diagnostic and pharmaceutical companies. Partnerships between pharmaceutical and diagnostic companies will become a necessity as disease knowledge expands and therapeutic interventions become more specific and customized to individual patients. Genetic discoveries and regulatory concerns have created an environment where pharmaceutical companies need diagnostic industry partners to realize the full potential of a product – or in some cases to even gain approval to market a drug in the first place. Likewise, diagnostic companies could potentially reap great benefits from partnerships in the form of increased development and marketing support for a new test, leading to quicker times to market.
This Best Practices Benchmarking® Report includes findings that will help your organization understand the various nuances involved in creating successful partnerships between diagnostic and pharmaceutical companies.
Drive overall growth through a well-managed portfolio by addressing current and long-term needs in your company's new product planning and strategic alliance systems. This Best Practices Benchmarking® Report profiles several top pharmaceutical companies that have demonstrated successful operating practices in the area of Pharmaceutical Sales and Marketing. By studying these companies, your organization can strengthen its own efforts to drive overall growth through a well-managed portfolio. After reading this report, you will be prepared to address current and long-term needs in your company's new product planning process and strategic alliance systems to drive the development of blockbuster products.
Improve the quality and efficiency of sales partnerships by excelling in the vital practices of co-promotions. Focus areas include deal making, relationship management, and sales and marketing management. This Best Practices Benchmarking® Report contains numerous findings that will enable companies in the pharmaceutical and biotechnology sector to understand the critical success factors of alliances and co-promotions. Moreover, the findings contained in this report will enable your company and strategic partners to move knowledgeably forward toward the objective of developing its own alliance and co-promotion system.
Gain insight into how to structure in-licensing organizations, develop processes that facilitate the ability to identify the best opportunities and move smoothly from initial contact to binding agreement. This study provides particular attention to oncology in-licensing because it is recognized as a particularly competitive and scientifically difficult area in which to win valuable deals. By examining how the best organizations operate under such demanding criteria, other in-licensing operations can apply effective methods to their own business development operations and goals.