Business Development for the Biotechnology and Pharmaceutical IndustryGower Publishing, Ltd., 2012 M09 28 - 202 páginas 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. |
Contenido
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 |
185 | |
Otras ediciones - Ver todas
Business Development for the Biotechnology and Pharmaceutical Industry Martin Austin Vista previa limitada - 2008 |
Business Development for the Biotechnology and Pharmaceutical Industry Martin Austin Vista previa limitada - 2016 |
Business Development for the Biotechnology and Pharmaceutical Industry Martin Austin Vista previa limitada - 2016 |