- 20+ years hands-on and strategic experience in EU and U.S. life science environment: managing positions in pharmaceutical companies, startup technology enterprises and academic research.
- Specializes in partnering therapeutics, biomarkers and companion diagnostics, e.g. in CNS, ENT and ophthalmology; provides strategic management consulting for pharmaceutical and biotech companies, including turn-around situations and situations that call for change management.
- Clients have included: academic labs on the verge of spinning out a service-providing or technological entity; tech transfer offices of academic research organizations; entrepreneurial start-ups; biotech companies at various R&D stages; pharma companies in temporary need of strategy assessment or with a gap in alliance management; chemical companies expanding their strategic portfolios to API for the therapeutic life science industry; patient adherence program specialists.
- Geography of clients: Germany, Spain, The Netherlands, Israel, USA, Australia, New Zealand.
- Expert Reviewer to the European Commission, reviewing grant applications in Life Science/SME-relevant fields.
- All 7 Best Practices
- Pre-Call Discovery Process
- One-on-One Call with Expert
- Session Summary Report
- Post-Session Engagement
Business Development and Out-Licensing for Life Sciences Companies
- Alliance management
- The act of facilitating communications throughout the collaborative period, ensuring full consideration of a party’s strategic interests and goals as the asset comes more under the control of a licensee partner. It is the most immediate and effective way for a licensor to steer a licensee's activities, if needed, back to the agreed framework (and initial spirit) of the partnering agreement should a departure occur.
- Business development and licensing
- Competitive advantage
A company's position relative to its competitors; this positioning makes it more attractive to a given market and better able to serve that market profitably.
- Competitive intelligence (CI)
Activities leading to a better understanding of the breadth and depth of players, assets and future products that are or may be competing in the same space. They typically are competing for the same target audience/customers/stakeholders, and may be claiming a similar or even superior value proposition. The classical means of CI are market research interviews with future stakeholders or customers.
- Broadening the own pipeline or technology portfolio by forming a partnership with another party which grants rights to an asset, a product, a development program or a technology including the respective related intellectual property (IP) thereto.
A special case of in-licensing are pure IP in-licensing partnerships: The party who is taking the license (licensee) is often motivated to do so by a freedom-to-operate (FTO) hurdle: The licensee develops or wants to market an asset or product which would infringe on a particular third-party IP. To overcome this commercial hurdle, the licensee approaches the IP owner to negotiate an in-licensing partnership which will remove the FTO hurdle for the licensee, against financial contributions.
(for further information: compare Defined Term "Out-Licensing")
- Way of creating commercial value from an asset, a product, a development program or a technology that is not necessarily fully developed yet: The party owning the asset (licensor), including the respective related intellectual property (IP) thereto, forms a partership with another party that aims to broaden their pipeline or technology portfolio and has an interest (and the capabilities) to develop the licensor's asset further and, ultimately, commercialize it. The licensor benefits economically from successful development milestones and commercial revenues that will be generated by the licensee.
(for further information: compare Defined Term "In-Licensing")
- SWOT analysis
Acronym for analysis of Strengths, Weaknesses, Opportunities and Threats associated with or anticipated for a certain asset, project, technology, business plan, etc. It is a structured tool that delivers results on which you can build, for example, your strategic business model, business plan or partnering activities tactics.
- Term sheet
- This is the first document with legal relevance (although not necessarily immediate legal implications) that is developed in the course of forming a partnership and creating a framework of terms and conditions. The term sheet shows each party's commitment to seriously moving towards a formal legal contract. It forms the scaffold in negotiations to build a definitive agreement and serves as a tool to stake particular constructs and claims for each party.
- Value proposition (VP)
A position statement that lets your potential partner see the benefits your asset or technology holds for THEM, and how you deliver it in a way that is unique in comparison to how competitors are positioning theirs.