Practical Guide to Finding Partners in Biopharma

SUMMARY

CurrentPartnering's Practical Guide to Finding Partners in Biopharma 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.

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.

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 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

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Table of figures

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