The Pharma Business Development Course

An Overview Course

Understand the structure of the pharma business development process – Grasp the terminology, challenges, concepts & tools in each step, from analysis and planning... up to closing and following-up a deal – Be prepared for the financial and legal pitfalls.

Martin Austin

Martin Austin

  • Martin uniquely combines a wealth of BD experience with entertainment talent.
  • A former senior BD executive with Roche and Paul Capital Partners.
  • Board member of several start-ups and Founder of TransformRx.
  • Author of Business Development for the Biotechnology and Pharmaceutical Industry (Gower, 2008) and Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries (Gower, 2012)

By Attending This Course, You Will

  1. Grasp the entire process of deal-making within the pharmaceutical and biotech industries, and learn the language, the concepts and tools from a practitioner’s point of view.
  2. Know how to profile the most suitable products for your company’s profile, and where to search for the opportunities.
  3. Grasp the principles of valuation and know what works best for which purpose.
  4. Get expert advice on negotiation strategy and tools, and on how to best conduct the interactions.
  5. Learn what makes up a good term sheet and how to assess those from other parties.
  6. Know how to best manage the contract phase and how to avoid the financial and legal pitfalls that can break a deal.
  7. Capitalise on Martin Austin’s vast experience in concluding and financing successful deals in the pharma and life science biotech industries.


Why You Should Attend

The Content: Unlike other courses that focus on a particular skill or aspect, this programme addresses all key steps in the pharma business development process, equipping you with powerful decision-support tools, expert insight into key success factors and time-saving advice.

The Expert: All past participants admired Martin Austin’s enormous expertise and experience. His background is rather unique, combining big pharma business development with senior life science capital investment experience.

The Pharma Business Development Course is the only available public training course delivered by Martin Austin on the topic of business development.



Day 1


09:30     Registration & Welcome Coffee

10:00     Welcome & General Introduction

  • Why “Business Development”?
  • What does the role entail?
  • Scope of this course

10:45     Profiling the Opportunities that will be Successful for your Company

  • Defining the playing field: external & internal parameters

12:00     Coffee Break

12:15     Profiling the Opportunities that will be Successful for your Company (cont’d)

  • Defining the playing field: external & internal parameters
  • Using the “Numerical SWOT” to quantify and differentiate BD opportunities and gain insight
  • Discriminating between opportunities in relationship to your company’s capabilities using a “Gap analysis” technique
  • Zooming-in on the ideal “Opportunity Anatomy” that should drive the search process

13:15     Lunch

14:15     Searching for the Right Candidate(s)

  • The process
  • The main sources
  • The search selection criteria
  • Using the “Evaluation Array” to drive go/no go decisions

15:15     Coffee Break

15:30     Valuing the Opportunity

  • Deciding on the assumptions & parameters that should underpin your forecasts: should your forecasts be market based? …epidemiology based? …pharmaco-economically based? …product-lifecycle based? …
  • The pitfalls in forecasting and the power of the “Prophecy” concept
  • A review and discussion of merits & fallacies of traditional models: NPV, IRR, Black Scholes, Monte-Carlo Risk Analysis and Genetic Algorithms

17:30     Close


Group Dinner


Day 2  

08:30     Valuing the Opportunity (cont’d)

  • Risk & Return: the keys to valuation
  • Pricing & Reimbursement in valuing BD transactions

09:00     Deciding on the Best Deal Structure

  • Overview and pros & cons of different deal structures: JVs, licensing, M&A, etc.

10:00     Coffee Break

10:15     Deciding on the Best Deal Structure (cont’d)

  • Discussion and analysis of successful cases as well as failures
  • Which model fits your company situation best?

11:15     Negotiating the Deal

  • Key elements of the “Term Sheet”
  • Effective negotiation planning: key success factors in the process

12:15     Lunch

13:15     Negotiating the Deal (cont’d)

  • The power of the “Anchoring” technique
  • Dos & don’ts during negotiation meetings

14:15     Coffee Break

14:30     Financial & Legal Success Factors / Considerations

  • The final contract: what it should include to avoid problems
  • Dispute resolution

16:00     Impact of Generics and Biosimilars

17:00     Close


Learning Methodology

Martin Austin optimally balances theory with short exercises and numerous anecdotes that illustrate the theory. The strength of this course lies in providing a comprehensive overview of the business development process, illustrated by many examples from Martin's vast experience, as well as the many checklists and decision support techniques & tools that can be used in each step.

One of the most valuable aspects of attending any C.E.L.forpharma course is not only being able to have your specific questions answered by a leading expert, but also having the opportunity to share experiences and have in-depth discussions with your international peers.

info The typical audience size of our courses ranges from 6 to 24 (max) participants.

Who Should Attend?

The Pharma Business Development Course has proven to be a very successful introductory course for two categories of executives:

  • Mid to senior level executives in small pharma and biotech companies with limited formal training in business development but whose role increasingly involves business development activities.
  • Junior to mid-level managers contributing to the business development process in the headquarters of midsize and big pharma companies (e.g. technology assessment, business intelligence…) who need a better understanding of the complete business development process.

Managers in local marketing organisations with responsibility for business development in national markets will also benefit but they should be aware that the course content is geared towards international licensing and acquisition BD responsibilities.


Past Participants

Below is a non-exhaustive list of past participants who have benefited from attending this course.


Job Title



New Business Development Manager Abbott France
Director, Global Forecasting and Commercial Analytics Abbvie USA
Director Business Development Acino Pharma Switzerland
Licensing and Contract Marketing Manager Actavis Serbia
Manager, Corporate Business Development, Licensing, Gastrointestinal & Pain Almirall Spain
Bussines Development & Licensing Manager Bayer Healthcare Pharmaceuticals Russian Federation
General Manager Egis Bulgaria
Manager Business Development Fresenius Kabi Germany
Financial Project Evaluation Manager Galderma France
Director, Business Development GlaxoSmithKline Belgium
Strategic Marketing Manager Helsinn Switzerland
Associate Director Program Manager Research & Early Development Janssen Belgium
Senior Director, Head of R&D Quality & Compliance Business Development Johnson & Johnson Netherlands
Medical Director LEO Pharma Switzerland
ITB France Supervisor Meda France
Junior Manager Business Development Mundipharma Germany
Director Strategic Planning Novartis Switzerland
Business Development Director Orion Finland
International Product Manager EMEA Orphan Europe France
Business Development Lead - Africa & Middle East Region Pfizer United Arab Emirates
Strategic Partnering Associate Roche Switzerland
Strategic Portfolio Manager Roche Diagnostics Switzerland
Business Development & New Product Planning Executive Sanofi United Kingdom
Business Development Director Servier Russian Federation
BD Project Leader Stallergenes France
Regional Medical Director Emerging Markets, Global Medical Affairs Takeda Switzerland
Director, Specialty Life Cycle Initiatives Global Specialty Medicines Teva Belgium
Associate Director, Global Market Access & Pricing CNS UCB Belgium
Market Research & Alliance Manager Vifor Pharma Switzerland
Licensing and Business Development Specialist Zambon Italy



Dates & Locations

All C.E.L.forpharma courses are held in top-class four or five star hotels situated in easily accessible locations, either close to an international airport or near public transportation links in city centre locations.

  • 27-28 September 2016, Zurich

(Relocated from Brussels)

This course takes place at the Radisson Blu Hotel, Zurich Airport which is accessible from the airport via a direct walkway. The hotel is also within 2 minutes' walking distance from Zurich Airport railway station, where a 10 minute train journey takes you downtown to Zurich Main Station.

Radisson Blu Hotel, Zurich Airport

Zurich Airport

CH-8058 Zürich-Flughafen


T. +41 44 800 40 40


  • 6-7 December 2016, London

This course takes place at the Millennium Gloucester Hotel London Kensington which is located opposite Gloucester Road Underground Station, with convenient access to three major tube lines, as well as to road, rail and air transport links.

Millennium Gloucester Hotel London Kensington

4-18 Harrington Gardens

London, SW7 4LH

United Kingdom

T. +44 (0) 20 7373 6030



Hotel Booking Assistance

Having built a strong relationship with each hotel, C.E.L.forpharma has secured preferential room rates for our delegates who book their accommodation three weeks or more prior to the course. Upon your registration, we will help you make your hotel booking. For any assistance in this matter please do not hesitate to contact Sarah Nissen, Programme Coordinator (, tel +32 (0)2 709 01 46).

Included in the Registration Fee

  • Course Material (Digital & Print Versions)
  • Coffee, Tea & Refreshments During the Course
  • Lunch During the Course
  • A Group Dinner on the First Day
  • Certificate of Attendance Signed by the Expert


Group Discounts

Team discounts can be offered to 3 or more delegates from the same company. Contact Annelies Swaan, Head of Business Operations, ( for more details.


How to Register

  1. Click the "Register Now" button on this page.
  2. Choose a course date, then fill out your personal details in step 1 and company / invoicing details in step 2.
  3. Choose to pay via bank transfer / invoice or by credit card.
  4. Click "Confirm Registration". You will be sent an automatic email confirming your registration followed by a personal email containing a pro-forma invoice and further payment instructions.

For assistance in registering, raising a PO or invoicing, please do not hesitate to contact Britt De Cat.
(email: or call: +32 2 709 01 44)


Transfer & Cancellation Policy

Flexible Transfer

  • If a registrant cannot attend the scheduled course, he/she can avoid any cancellation charge by sending a suitable replacement participant.
  • Alternatively the registrant can transfer once on a “space available” basis at no extra cost, until 1 week prior to the event, to another course held within one year of the original course date.

Participant Cancellation

  • Cancelling 5 weeks or more prior to the course: cancellation fee of €250.
  • Cancelling 4 to 3 weeks prior to the course: 25% of the invoiced registration fee.
  • Cancelling 14 to 7 working days prior to the course: 50% of the invoiced registration fee.
  • Fewer than 7 working days or if no notification received: registrant liable to pay invoiced registration fee.
  • If a registrant postpones his/her participation to a future course, and cancels again, no refund can be claimed for paid registration fees.

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