The Pharma Business Development Course

• Profile, search and find opportunities that match your company’s profile.
• Grasp the principles of valuation and know what works best for what purpose.
• Decide on the best deal structure.
• The dos & don’ts during the negotiation process.
• Be aware of the financial and legal aspects that can make or break a deal.
• Capitalize on Martin Austin’s vast experience in concluding and financing successful deals in the pharma and life science biotech industries.

 

What sets this course apart?

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 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.

Who should attend?

This course has proven to be very successful 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 organizations 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

Following is a non-exhaustive list of delegate profiles that participated in this course:

Business Development Manager	Angelini	Portugal
Director Medical & Regulatory Affairs	Angelini	Portugal
Senior PM Transplantation Europe, ME, Africa	Astellas	Netherlands
Portfolio & Business Development Manager	AstraZeneca	Japan	testimonial
Managing Director	Avivia	Netherlands
Senior Manager Scientific Affairs	Baxter	Austria	testimonial
Director Int'l and Corporate Development	Dr Kade Pharma	Germany
General Manager	Ferring	Belgium
Business Development Manager	Genfit	France
Business Analyst Global Marketing	Grünenthal	Germany
New Product Planning Manager	Janssen-Cilag	Turkiye
Business Development Director	Leiras	Finland	testimonial
Global Manufacturing Business Development Manager	Schering-Plough	Netherlands	testimonial
Head of Urology and Oncology Research, Nonclinical R&D	Orion Pharma	Finland
Head of Licensing Management	Ratiopharm	Germany
Global Drug Delivery Evaluator	Roche	Switzerland	testimonial
Business Development Manager	Sochinaz	Switzerland
CEO	SuppreMol GmbH	Germany	testimonial
Director Business Development	Therabel	France
Global Brand Director	UCB	Belgium

Programme outline

The course starts on day 1 at 9:30 with a welcome coffee and ends on day 2 at 17:00.

Day 1 Welcome & General Introduction Why "Business Development"? What does the role entail? Scope of this course. Profiling the opportunities that will be successful for your company 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. 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. Valuing the opportunity Deciding on the assumptions & parameters that should underpin your forecasts: should your forecasts be market based?... epidemiology based?... pharmaco-economic based?...product lifecycle based?... The pitfalls in forecasting and the power of the "Prophesy" concept. A review and discussion of merits & fallacies of traditional models: NPV, IRR, Black Scholes, Monte-Carlo Risk Analysis and Genetic Algorithms.

GROUP DINNER in the city centre Day 2 Valuing the opportunity (contd.) Risk & Return: the keys to valuation Deciding on the best deal structure Overview and pros & cons of different deal structures: JVs, licensing, M&A, etc. Discussion and analysis of successful cases as well as failures. What model fits best your company situation? Negotiating the deal Key elements of the "Term Sheet". Effective negotiation planning: key success factors in the process. The power of the "Anchoring" technique. Dos & don'ts during negotiation meetings. Financial & legal success factors / considerations The final contract: what it should include to avoid problems. Dispute resolution.

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.

Meet the expert: Martin Austin

Martin Austin has a strong reputation in Europe’s senior (bio)pharma business development community. His profile uniquely combines the expertise and experience of a high profile pharma business development executive with that of a senior life science capital investment officer.

Between 1996 and 2000 Martin was Roche’s global Head of Business Development for Pharmaceuticals. During that period he had a leading role in the establishment of Roche Genetics, the rationalization of the R&D portfolio which led to the establishment of Actelion, Basilea and BioXell, as well as in the acquisition and integration of Boehringer Mannheim. After that, until January 2005, he was a Principal with Paul Capital Partners, a global private equity firm, leading their European Royalty healthcare activities. In 2005, Martin founded TransformRx to provide business advice to clients regarding investment and business development opportunities.

Martin is also a faculty member of the “European Course for BioBusiness Development” at the University of Basel. In addition, he is the author of Business Development for the Biotechnology and Pharmaceutical Industry (Gower Publishing, May 2008).

Dates

22-23 April 2009
24-25 November 2009

Venue & Accommodation

These courses take place at the Sheraton Airport Hotel & Conference Center which is situated in front of the Brussels National Airport, literally at 2 minutes walking distance from the arrival hall.

Sheraton Brussels Airport Hotel
Brussels National Airport
1930 Zaventem
Belgium
Tel: +32 (0) 2 710 80 00
Fax: +32 (0) 2 710 80 80

We have secured preferential room rates at this five star hotel for our delegates. Registering three weeks or more prior to the course will secure your room at a preferential rate. Upon your registration, you will receive from C.E.L.forpharma a Sheraton Brussels Airport Hotel Accommodation Sheet for you to complete and return by fax. Do not hesitate to contact Marie Stricklesse, Programme Coordinator, if you need assistance in this matter (marie.stricklesse@celforpharma.com ; tel +32(0)27092241)

Registration fee

22-23 April 2009 Course (PBD-09)		Discount		Price(*)
Registration before 6 March 2009		-20%		2.160€
Registration after 6 March 2009				2.700€

24-25 November 2009 Course (PBD-10)		Discount		Price(*)
Registration before 9 October 2009		-20%		2.160€
Registration after 9 October 2009				2.700€

* (excl. VAT)

To register, please go to our online registration form.

 

Testimonials

"Having a pure technical background, I did realize Business Development function requires multi-disciplinary skills such as financial, negotiation, legal, IP, anticipation but also a good flair to identify new technologies, new drugs, start-up companies... that can add significantly value to a business. No doubt, Martin is the "jack of all the trades" man to give such a course. Having the theoretical part illustrated by numerous real-life deals examples is a great benefit."

Jerome Aubert, Formulation Development Manager, Bayer Consumer Care - France

"Martin is clearly an expert in the field and has the ability to keep the audience focussed. He went through a lot of information in a fun way."

Cibele Sabido-David, Business Development Manager, Newron - Italy

"Martin gave an excellent presentation from his vast experience in business development. From opportunity profiling to deal making process - it's a "must" for all the business development beginners!"

Masaki Wakabayashi, Portfolio & Business Development Manager, AstraZeneca - Japan

"A relevant and harsh overview of the Business Development Process by a highly experienced and skilled person, enlived with recent examples. This brings you added value!"

Jacqueline Gijsberts, Global Manufacturing Business Development, Schering-Plough - The Netherlands

"Very lively presentation of Martin. Very good explanation how to profile, search and find a drug compound or technology you are looking for and that would fit into your strategy"

Gabriele Halfmann, Senior Manager Scientific Affairs, Baxter AG - Austria

"It was really a very helpful course that provided a good understanding of the key elements of deal making. Martin’s long experience in this business, having executed significant and successful deals, makes listening to him an exciting adventure. He is not only impressive as a teacher but also a perfect entertainer! I left the course with a number of concrete actions and ideas for my immediate business life."

Peter Buckel, CEO, SuppreMol GmbH - Germany

"For me as a beginner this training course was very helpful in getting the overall picture of business development. It was very well structured and underlined with a lot of examples from real business life, which were presented by a very experienced and entertaining person like Martin Austin."

Naime Yurtseven, Global Drug Delivery Evaluator, Roche - Switzerland

"This training course is well balanced in terms of new info, practical guidance and structural info. The in-depth knowledge of speaker, Mr. Austin, creates a confident atmosphere to the training and his humour keeps you awake even if you have taken an early flight to the course."

Raimo Skottman, Business Development Director, Oy Leiras Ab - Finland

"A quick and efficient way of revisiting the fundamentals of Business Development in the life science industry in a friendly working environment, enriched with real life business examples and the diversity of participants"

François Valencony, Vice President Corporate Development, Transgene - France

"Martin has wonderful examples from his experience"
"Interesting mix and very good size for an interactive meeting"

Sanja Saftic, Business Development Associate, Berna Biotech Ltd. - Switzerland

"He is an expert in his field"

Martina Brank, Managing Director, Medis d.o.o. - Slovenia

"Pleasant and natural way of presenting"

Hans Hektor, Director Business Development, Biomade Technology Foundation - The Netherlands

"Very good presenter with entertaining anecdotes...very thorough across-the-board-knowledge which highlighted the learning messages"

Yvette Murphy Skov, International Product Manager, Novo Nordisk A/S - Denmark

"A real 'Hands on' approach explained by an expert who knows the business inside out"

Stefan Jung, Head of Market Research, Ratiopharm direct - Germany

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