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市場調査レポート

バイオ製薬企業におけるライセンシング・協力パートナーの特定

Finding Biopharma Licensing and Collaboration Partners

発行 Current Partnering, a division of Wildwood Ventures Limited 商品コード 296707
出版日 ページ情報 英文 172 Pages
納期: 即日から翌営業日
価格
こちらの商品の販売は終了いたしました。
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バイオ製薬企業におけるライセンシング・協力パートナーの特定 Finding Biopharma Licensing and Collaboration Partners
出版日: 2016年03月14日 ページ情報: 英文 172 Pages

当商品の販売は、2016年04月05日を持ちまして終了しました。

概要

当レポートでは、インライセンシングあるいはアウトライセンシング活動において、潜在的な提携機会を特定し確保するために必要な全てのステップに関する包括的概要を提供しており、提携の準備、サポート材料の準備、潜在的パートナー・機会の特定とショートリスト、パートナー企業における適任者の特定と連絡、および契約交渉を通じた議論の管理に必要な実践的なステップをまとめ、概略以下の内容でお届けいたします。

エグゼクティブサマリー

第1章 イントロダクション

第2章 提携プロセスの概要

  • イントロダクション
  • 一般的な提携プロセス
  • インライセンシングの独自の観点
  • アウトライセンシングの独自の観点

第3章 インライセンシング機会の特定

  • イントロダクション
  • 理想的な機会の定義
  • デスクリサーチ
  • 関心を生み出す提携ニーズのマーケティング
  • 機会の特定における共通の課題
  • 1次、2次および3次機会
  • 複数の並行議論の役割

第4章 パートナーの特定

  • イントロダクション
  • タイミング
  • 理想的なパートナーの特定
  • 目標の契約タイプ・期間の定義
  • パートナーへの即応性
  • 理想的なパートナーを特定するためのデスクリサーチ
  • 関心を生み出すマーケティング提携の機会
  • パートナーの特定における共通の課題
  • ターゲットパートナーの優先順位付け
  • 複数の並行議論の役割
  • VC(ベンチャーキャピタル)の代替投資家としてのパートナー

第5章 提携ネットワークの構築・維持

  • イントロダクション
  • 戦略・プランニング
  • ネットワーキングについての共通の懸念と克服方法
  • 逆ピラミッド型効果
  • 認識の高まり
  • 契約ネットワークの構築
  • 成功するネットワーキングのための主なヒント
  • 潜在的パートナーはコンタクトの取り方を知っているか?
  • 標準的ネットワーキングの役割
  • 提携ミーティングの役割
  • オフィスに戻った際にネットワークを維持する
  • Eメールニューズレター
  • オンラインネットワーク
  • その他のネットワーク構築技法

第6章 サービスのパッケージング

  • イントロダクション
  • 完璧なパートナーとして会社をパッケージングする
  • 提携機会をパッケージングする
  • 秘密保持契約(CDA)
  • オプションおよび評価合意
  • 提携の関心を提携ミーティングで売り込む
  • ミーティング
  • 用意しておくべきその他の情報

第7章 コンタクトを取る

  • イントロダクション
  • 契約プロセスの概要
  • 良い第一印象を作る重要性
  • バイオ製薬企業とコンタクトを取る方法
  • 小規模のバイオ製薬/技術企業とコンタクトを取る方法
  • 成功するコンタクトのヒント
  • コンタクトの管理
  • コンタクト情報源

第8章 選ばれるパートナーになる

  • イントロダクション
  • 「選ばれるパートナー」とは?
  • 選ばれるパートナーの特徴
  • 選ばれるパートナーになる

第9章 リソースセンター

付録

図表リスト

目次
Product Code: CP2010

Current Partnering's Finding Biopharma Licensing and Collaboration Partners provides a comprehensive overview of all the steps required to identify and secure potential partnering opportunities either for an in-licensing or out-licensing activity.

The report takes the reader through the practical steps required to prepare for partnering, prepare supporting materials, identify and shortlist potential partners and opportunities, identifying and contacting the right person in the partner company, and managing of discussions through to deal negotiation.

In addition, the report provides a detailed overview of the activities a business development executive and a company should be undertaking to build and maintain an extensive contact network, and to become partner of choice, respectively.

The report is structured to take the reader step by step through the process of finding and securing partners. However, each chapter is also acts an easy access reference to the particular activity. The report contains numerous checklists and summaries of the contents of key documents required during the partnering process. The report is also provides numerous insights drawn from extensive direct industry experience and knowledge of the author and others.

The report provides numerous examples of actual information sources and actual materials utilized by biopharma companies during their partnering efforts, allowing the reader to act on the contents of the report in order to improve their own partnering processes and activities.

Chapter 2 provides an overview of the partnering process and highlights the differences between an in-licensing and out-licensing activity.

Chapter 3 provides a detailed review of the processes required for the successful identification of in-licensing opportunities. From defining the ideal opportunity and marketing partnering needs, through to desk research and short listing opportunities, the chapter takes the reader through the steps in detail and provides tips on how to overcome the most common issues.

Chapter 4 looks at the same issue from the perspective of a company seeking out-licensing partners for its product or technology. The chapter covers the same issues of ideal partner and marketing partnering opportunities, through to desk research and short listing partners. The chapter takes the reader through each step in detail and provides tips on how to overcome the most common problems confronted by those seeking to out-license. The chapter finishes by providing an overview of how to manage multiple parallel discussions with partner companies and the possibility of the partner being an alternative to venture capital funding.

Chapter 5 then looks in detail at the importance of building and maintaining a network of contacts. From discussing how to build and network through to tips on how to network successfully, the chapter provides a comprehensive 'how to' guide to networking.

The report then progresses in chapter 6 to the packaging of your offering for consideration by prospective partners. From marketing your company and partnering interests through to the preparation of marketing materials, non confidential and confidential dossier and supporting materials, the chapter provides detailed and practical advice on what and how to prepare print and electronic materials in preparation for making contact.

Chapter 7 then goes onto the discuss how to make contact with potential partners in a professional and effective way. The chapter provides an overview of the contact process, guidelines on how to make contact with bigpharma and smaller companies, tips on how to make success contact, managing contacts and then finishes with a detailed overview of the sources of contact information available to the business developer. The chapter also discusses the important role of partnering meetings in providing an effective and efficient means of initiating multiple discussions with potential partners.

Becoming 'partner of choice' is discussed in detail in chapter 8. The chapter discusses why being partner of choice is important and provides details on the characteristics of companies regarded as partner of choice, and practical advice on how to become partner of choice in your company's chosen areas of interest.

Finally, chapter 9 provides easy to use checklists for a number of the processes discussed in the report, allowing the reader to implement best practice into their business development activities straight away.

In summary, this report seeks to provide the business developer with the knowledge and tools to become more effective in finding and securing partners and opportunities. The report will provide an excellent learning tool for those new to business development and allow more experienced practitioners the opportunity to learn, improve and implement best practice into their business development roles.

Report scope

Practical Guide to Finding Partners provides a comprehensive overview of all the steps required to identify and secure partnering either for an in-licensing or out-licensing activity.

The report takes the reader through the practical steps required to prepare for partnering, prepare supporting materials, identify and shortlist potential partners and opportunities, identifying and contacting the right person in the partner company, and managing of discussions through to deal negotiation.

Finding Biopharma Licensing and Collaboration Partners includes:

  • Overview of the partnering process and highlights the differences between an in-licensing and out-licensing activity
  • Detailed review of the processes required for the successful identification of in-licensing opportunities and out-licensing partners
  • Importance of building and maintaining a network of contacts
  • Packaging of your offering for consideration by prospective partners
  • How to make contact with potential partners in a professional and effective way
  • Characteristics of companies regarded as partner of choice, and practical advice on how to become partner of choice in your company's chosen areas of interest
  • Easy to use checklists for a number of the processes discussed in the report

Benefits

Finding Biopharma Licensing and Collaboration Partners provides the reader with a comprehensive overview of all the steps required to identify and secure partnering either for an in-licensing or out-licensing activity.

Comprehensive overview of all the steps required to identify and secure partnering either for an in-licensing or out-licensing activity

Takes reader through the practical steps required to prepare:

  • For partnering
  • Prepare supporting materials
  • Identify and shortlist potential partners and opportunities
  • Identify and contact the right person in the partner company

Provides detailed overview of activities a business development executive and a company should be undertaking to:

  • Build and maintain an extensive contact network
  • Become partner of choice

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 new media for online networking
    • 3.3.7. 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
    • Checklist 4: Packaging the partnering offering

Appendices

  • Appendix 1 - Glossary of terms used in this report
  • Appendix 2 - Top fifty biopharma and recent deal activity
  • About Wildwood Ventures
  • Current Partnering
  • Current Agreements
  • Current Reports
  • Recent titles from CurrentPartnering
  • Order Form - Reports
  • Order Form - Therapy Reports

Table of figures

  • Figure 1: Overview of the partnering process
  • 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: Key online partnering networks
  • Figure 12: Sample qualitative scoring system for short listing opportunities
  • Figure 13: Sample Excel spreadsheet used to score long list partnering opportunities
  • Figure 14: Deal timing - the relationship of deal value and risk
  • Figure 15: Optimum timing for out-licensing
  • Figure 16: Deal types for consideration by licensors
  • Figure 17: Defining deal terms
  • Figure 18: Partner search criteria spreadsheet
  • Figure 19: Key sources of partner companies
  • Figure 20: Corporate partnering databases
  • Figure 21: Sample qualitative scoring system for short listing partners
  • Figure 22: Sample Excel spreadsheet used to score long list partnering opportunities
  • Figure 23: Forms of funding from partner companies
  • Figure 24: The contact inverse pyramid
  • Figure 25: Top tips for successful networking
  • Figure 26: Major networking clubs in biopharma
  • Figure 27: Example regional networking clubs in biopharma
  • Figure 28: Example major networking events operated by network clubs
  • Figure 29: Key partnering events - International
  • Figure 30: Major biopharma conferences with networking emphasis
  • Figure 31: Amgen's Online Outreach newsletter
  • Figure 32: Raucon's The Pharma Business Developer
  • Figure 33: CurrentPartnering's Dealmakers Update
  • Figure 34: Leading online networking tools
  • Figure 35: Key online partnering networks for life sciences
  • Figure 36: Contents of typical corporate presentation
  • Figure 37: Online submission evaluation requirements
  • Figure 38: Submission form summary from Pfizer website
  • Figure 39: Tips on making a good first impression
  • Figure 40: Bigpharma partnering opportunity assessment process
  • Figure 41: Characteristics of partner of choice
  • Figure 42: Partnering resource finder
  • Figure 43: Bigpharma - top 50 by pharma revenues and deal signed
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