A 2-Day Training Course Delivered By
David Scott

David Scott

  • Over 25 years licensing experience in the healthcare sector - including eight years working in BD & Licensing for a multinational.
  • As a freelance licensing and business development consultant since 1996, he has successfully concluded numerous inward and outward licensing agreements for clients covering small molecules, biologicals and delivery technologies.
  • Author of Scrip’s best-selling report: Practical Guide to Pharmaceutical Licensing.

By Attending This Course, You Will

  1. Understand the key factors leading to a successful out-licensing deal of a pharmaceutical compound in R&D.
  2. Learn how to profile your product and prepare product information to maximise its attractiveness to third parties.
  3. Understand the key factors leading to valuing your product and how to set up a spreadsheet to optimise the commercial structure of the deal.
  4. Find out how to target potential partners - and the best way to make successful contacts.
  5. Learn what to include in a term sheet, as well as in CDAs and MTAs, and which issues to watch out for during negotiations.
  6. Understand the due diligence process and what will be expected from you.
  7. Get expert advice on negotiation strategy and on managing a deal post-signature.


Why You Should Attend

The Content: This course is designed to provide delegates with all the practical skills needed to out-license a development based product.  The course is hard work but fulfilling and covers all the main aspects of licensing. It comes along with useful templates for future activities, including a spreadsheet to calculate optimal deal values.

The Expert: David Scott is well-respected in the pharmaceutical licensing world and is actively in- and out-licensing products for clients in the pharmaceutical, biotech and technology sectors.  He also has a strong track record in running successful training courses and workshops, so he combines a hands-on approach to licensing with training skills.

The Pharmaceutical Out-licensing Course is the only available public training course delivered by David Scott on the topic of pharma licensing.



Day 1



Welcome & General Introduction

  • Introduction of the programme and the delegates
  • Overview of the out-licensing process


Preparing the Ground


  • The importance of an out-licensing strategy
  • Questions to be addressed when preparing an out-licensing plan
  • Deciding on the best time to do a deal


Deciding What Type of Deal to Seek

  • What are the options in terms of deal types?
  • An explanation of how joint ventures and co-promotion work
  • An introduction to typical commercial deal structures
  • The value of performance and off-set arrangements
11:30 Coffee Break


Deciding What Type of Deal to Seek – Continued


Contractual Issues

  • What to include in Confidential Disclosure Agreements (CDAs) and Materials Transfer Agreements (MTAs)
  • Term sheets – a detailed layman’s review of all the key clauses, including:
    • Exclusivity, Sub-licenses, Field and Territory
    • Milestones, Royalties and Royalty stacking
    • Termination, Warranties and Jurisdiction
12:45 Lunch


Contractual Issues – Continued


Valuing the Deal

  • What are the key factors influencing deal values?
  • What is a sensible way of establishing the value of a product?
  • Modelling the deal
15:15 Coffee Break



  • Delegates will be given a spreadsheet and an exercise to calculate the value of, and the optimal deal structure for, a pharmaceutical compound in R&D. The spreadsheet exercise is based on a detailed cash flow/NPV model and allows for evaluating the deal from the perspective of the main parameters


Plenary Discussion and Close


Group Dinner


Day 2



Preparing to Out-license

  • How to draw up an action plan and what to include
  • Setting up the licensing team
  • How to market the deal – gain a full understanding of how to prepare the required documentation, including the non-confidential brochure, confidential prospectus and presentation, due diligence and target term sheets
10:30 Coffee Break


Finding Potential Partners


  • Assembling and refining target lists and the resources used for this
  • How to make effective contact with potential partners
  • A checklist for effective record-keeping


The Evaluation Process

  • What is involved in the evaluation and due diligence process undertaken by both licensors and licensees
  • Factors that can influence a successful outcome
12:15 Lunch


Negotiation Pointers

  • How to make your negotiation more effective
  • Managing the Deal
  • Building a team – task forces
  • Managing your partner
  • What to do if everything goes wrong
  • Preparing a Term sheet
  • Example of an actual term sheet used in a successful deal
14:00 Coffee Break



  • Delegates will be given the opportunity to draft their own target and fall-back terms for a fictitious but realistic case. The results will be critically examined by the expert and discussed in plenary


Plenary Discussion




Learning Methodology

David Scott is an experienced “hands-on” licensing manager - his report, “Scrip’s Practical Guide to Pharmaceutical Licensing” has been called the “quintessential pharmaceutical licensing work”. He matches a systematic presentation of the involved processes with practical anecdotes drawn from personal experience. Delegates are encouraged to raise specific issues in the group to take full advantage of his experience and advice.

Each day ends with an exercise that allows delegates to put into practice the techniques. Delegates also receive a number of pro-formas (including a draft CDA) dealing with the issues discussed during the course.

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 Pharmaceutical Out-licensing Course is designed for those likely to be involved in the out-licensing process of a development product:

  • Senior executives and scientists in companies developing or planning to develop products for out-licensing.
  • Junior to mid-level managers, including scientists, commercial and legal managers, who are likely to be involved in the licensing and due diligence process.
  • Business development managers, members of legal and IP teams with no formal training in licensing and staff joining the business development and licensing functions.
  • Managers looking to broaden their personal career skills with a thorough understanding of the licensing process.


Past Participants

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


Job Title



CEO A1M Pharma Sweden
CEO Accelerator Sweden
Project Manager Advancell Spain
President Aelis Pharma France
Deputy General Manager AJA Pharma Saudi Arabia
Business Development Manager Aker Biomarine Norway
CFO Algiax Germany
R&D Manager AlgiPharma Norway
Director Licensing & Business Development Algobate Switzerland
Manager ALK Denmark
Head of Business Development & Licensing Almirall Spain
CEO Alzprotect France
SVP - Chief Financial Officer Amgen Switzerland
Commercial Area Manager Asia, Middle East & Africa AOP Orphan United Arab Emirates
Transaction Manager AstraZeneca United Kingdom
Head of Business Development AVVA Russia
Commercial Area Manager Asia, Middle East & Africa BetaZone Labs USA
Director International Business Development Biotest Germany
Principal Scientist Respiratory Diseases Research Boehringer Ingelheim Germany
Director Business Development Cinfa Biotech Germany
CEO Enceladus Netherlands
Head of Project Management BD & L Ferrer Spain
Head of Integration Office Galderma USA
Business Development Scientist GW Pharmaceuticals UK
Manager- External Assessments Janssen United Kingdom
Senior Project Manager, Corporate Business Development LEO Pharma Denmark
Director Business Development Merck Serono Mexico
Executive Vice President Marketing / Regulatory MicroDermis USA
Director Mitotech Pharma UK
Senior Manager Business Development Morphosys Germany
Business Development Manager Novartis Russia
New Markets Manager Orphan France
Deputy Managing Director Oy Verman Finland
Business Development Manager Pharmamar Spain
Jurist Pierre Fabre France
RA Key Expert Polpharma Poland
Medchem & Patent Manager Poxel France
Business Developer PROVAXS Belgium
Business Development Manager Roche Russia
Business Development Manager Sandoz Belgium
Asset Valorisation Manager Sanofi France
VP, Business Development and New Product Planning Shionogi United Kingdom
Technical Director Tecnifar Portugal
Business Development Manager Temapharm Poland
Portfolio Manager Teva Russian Federation



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.

  • 11-12 May 2017, London

This course takes place at the Renaissance London Heathrow Hotel which is located on the perimeter of Heathrow Airport, a short taxi or bus journey from the terminal where the Heathrow Express service to Central London is also situated.


Address: Bath Road, Hounslow, TW6 2AQ, United Kingdom
Tel: +44 20 88 97 63 63

  • 23-24 November 2017, Zurich

This course takes place at the Hilton Zurich Airport Hotel which is located just five minutes from Zurich Kloten Airport with the complimentary shuttle. Zurich’s vibrant city centre is located only a fifteen minutes’ drive away.


Address: Hohenbuehlstrasse 10, Opfikon-Glattbrugg 8152, Switzerland
Tel: +41 44 828 50 50


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 (sarah.nissen@celforpharma.com, 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


Special Offer for Biotech Executives

Executives from biotech start-ups (companies that do not have products on the market yet) can attend this course for €1.970 + VAT. Please contact Annelies Swaan, Head of Business Operations (annelies.swaan@celforpharma.com) for more details.


Group Discounts

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


How to Register

  1. Click the "Register Here" 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: britt.decat@celforpharma.com 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.

Related Courses