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Knowledge Center

The Pharma Business Development Course

An Overview Course
Martin Austin Pharma Business Development Expert

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)
Next sessions:  

8-9 December 2015, London
14-15 April 2016, Zurich
27-28 September 2016, Brussels
6-7 December 2016, London

Leave here your e-mail address and we will contact you :

By attending this course, you will:

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


What sets The Pharma Business Development 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?

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 executives who participated in The Pharma Business Development Course:

CEO A1M Pharma Sweden testimonial
Senior scientist, PhD A1M Pharma Sweden testimonial
Senior Director, Head of Unit Base Products Abbott Switzerland testimonial
Associate Director Abbott Switzerland  
Portfolio Director Actavis Serbia  
Licensing and Contract Marketing Manager Actavis Serbia  
Corp. Business Development Manager ALK Denmark  
Senior Analyst, Strategic Transactions  Almirall Spain  
Director International Expansion Amgen Switzerland testimonial
Business Development Manager Angelini Portugal
Director Medical & Regulatory Affairs Angelini Portugal 
Business Development Areta International Italy testimonial
Senior PM Transplantation Europe, ME, Africa Astellas Netherlands 
Business Development Manager AstraZeneca Sweden  
Portfolio & Business Development Manager AstraZeneca Japan testimonial
Managing Director Avivia Netherlands
Senior Manager Scientific Affairs Baxter Austria  testimonial
Business Development & Licensing Manager Bayer Russia testimonial
Head of Business Development Bayer Germany  
Business Development & Licensing Manager Bayer Russia testimonial
Executive Assistant, EU Corporate Development Biogen Idec Switzerland testimonial
Senior Legal Counsel M&A Boehringer Ingelheim Germany  
Manager Business Development Cantabria Pharma Spain testimonial
Development Director Cardio3 BioSciences Belgium testimonial
Director Business Development   Cellerix Spain testimonial
Business Development Manager Chiesi France  
Director Int'l and Corporate Development Dr Kade Pharma Germany
Junior Business Development Manager Egis Poland testimonial
Business Development Manager Eli Lilly Russia testimonial
General Manager Ferring Belgium 
Global Brand Manager Ferring Switzerland  
Biomedical Project Manager Fresenius Germany  
Head of Business Development Fresenius Kabi Austria  
Licensing & Alliance Management Team Assistant Galderma France testimonial
Director Business Development Galderma Switzerland  
Business Development Manager Genfit France
Associate Director, Sales & Marketing Operations Genzyme UK testimonial
Business Analyst Global Marketing Grünenthal Germany 
Head of Commercial Strategy, ASCI GSK USA testimonial
Senior Manager Business Development Helsinn Switzerland testimonial
Counsel to the CEO
Hemofarm Serbia testimonial
Head of Controlling Hemofarm Serbia testimonial
Manager Business Development immatics biotechnologies Germany  
Global Project Leader  Ipsen France testimonial
Global Business Unit Leader Emerging Franchises Janssen Belgium testimonial
Manager- External Assessments Janssen United Kingdom  
Director Program Management Janssen USA testimonial
Senior Director Licensing & New Business Development Janssen Switzerland testimonial
New Product Planning Manager Janssen Turkiye 
Director of Marketing LCC INVAR Russia testimonial
Business Development Director Leiras Finland  testimonial
Business Development Manager LEO Pharma Denmark  
Medical Director LEO Pharma Switzerland testimonial
Regional Patient Solutions Manager & Business Development Manager  LEO Pharma Greece  
Licensing Specialist Lundbeck Denmark  
Manager - Business Development, Market Research and Strategic Planning Medac Germany testimonial
Business Development Director Merck KGaA Mexico testimonial
Director Mitotech Pharma UK testimonial
General Manager Mitsubishi Tanabe Pharma Europe United Kingdom testimonial
Program Realization Office Manager, Emerging Markets MSD Germany testimonial
Head of Medical Science - Value and Access Mundipharma United Kingdom  
Business Development Specialist Nobel Pharmaceuticals Turkey testimonial
Director Strategic Planning Novartis Switzerland testimonial
Clinical Data Manager Novo Nordisk Denmark testimonial
Business Development Director Orion Pharma Finland
Head of Urology and Oncology Research, Nonclinical R&D Orion Pharma Finland 
Head of Business Development Otsuka Germany  
Business Development Lead, Africa & Middle East Region Pfizer United Arab Emirates testimonial
Business Development Manager Pfizer Belgium testimonial
Business Intelligence and Business Development Manager Pfizer South-Africa testimonial
Associate Director Pfizer United States of America  
ESAT Vaccines Head Pfizer France  
Director Business Development PharmaZell Germany testimonial
Corporate Alliance Director Pierre Fabre France  
Head of Licensing Management Ratiopharm Germany
Business Development Director, Roche Partnering Roche Switzerland testimonial
Business Development & Licensing Associate Roche Switzerland testimonial
Global Drug Delivery Evaluator Roche Switzerland  testimonial
Market Insight & Business Analytics Manager- RA Roche Egypt  
Diagnostics Biomarker Operations Leader Roche Diagnostics Switzerland testimonial
Business Development Roche Diagnostics Switzerland testimonial
Deputy Director Partnerships Sanofi France testimonial
Portfolio Management Glucose Control Sanofi Germany  
Business Development Manager – Gulf Region Servier Dubai testimonial
Directeur de Projets Servier France testimonial
International Medical Manager Shire France testimonial
International Product Director – Fosrenol Shire Switzerland testimonial
Director Exploratory Drug Development Shire United Kingdom  
Business Development Manager Sochinaz Switzerland 
BD Project Leader Stallergenes France  
CEO SuppreMol GmbH Germany testimonial
Global Licensing & Business Development Takeda Switzerland testimonial
Business Intelligence Director Takeda UK testimonial
Associate Director - Portfolio Management Takeda United Arab Emirates  
Director Business Development Therabel France 
Global Brand Director UCB Belgium
VP R&D Business Development United Laboratories Philippines testimonial
Business Development Manager Verman Finland testimonial
Director, Business Development Europe Vifor Pharma Switzerland  
Licensing and Business Development Specialist  Zambon Italy  
Business Development Operations Manager Zambon Switzerland  

Programme outline of The Pharma Business Development Course

The course starts on day 1 at 09:30h with a welcome coffee and ends on day 2 at 17:00h.

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-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.


Day 2

Valuing the Opportunity (contd.)

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

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.
  • Which model fits your company situation best?

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.

Impact of Generics and Biosimilars

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, 2008) and Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries (Gower, 2012).


  • 8-9 December 2015, London
  • 14-15 April 2016, Zurich
  • 27-28 September 2016, Brussels
  • 6-7 December 2016, London

Interested in additional dates?
Leave your email address to be kept informed

Venue & Accommodation

8-9 December 2015, London
6-7 December 2016, London

These courses take place at the Sofitel London Heathrow Hotel which has direct access to Terminal 5 via a covered walkway and Terminals 1, 2, 3 and Terminal 4 via courtesy Heathrow Express and connect rail connection. The hotel is only 21 minutes from Central London by train.

Sofitel London Heathrow Hotel
Terminal 5
London Heathrow Airport
TW6 2GD London
United Kingdom
Tel: +44 20 87 57 77 77
Fax: +44 20 87 57 77 88

We have secured preferential room rates at this hotel for our delegates. Registering three weeks or more prior to the course will secure your room at a preferential rate. Upon your registration, C.E.L.forpharma will send you a Hotel Accommodation Sheet to complete and send back.
Do not hesitate to contact Sarah Nissen, Customer Communications Associate, if you need assistance in this matter (; tel +32 (0)2 709 01 46).

14-15 April 2016, Zurich

These courses take 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 center is located only a fifteen minutes drive away.

Hilton Zurich Airport Hotel
Hohenbuehlstrasse 10
Opfikon-Glattbrugg 8152
Tel: +41 44 828 50 50
Fax: +41 44 828 51 51

We have secured preferential room rates at this hotel for our delegates. Registering three weeks or more prior to the course will secure your room at a preferential rate. Upon your registration, C.E.L.forpharma will send you a Hotel Accommodation Sheet to complete and send back.
Do not hesitate to contact Sarah Nissen, Customer Communications Associate, if you need assistance in this matter (; tel +32 (0)2 709 01 46).

27-28 September 2016, Brussels

This course takes place at the Hilton Brussels Grand Place Hotel which is situated opposite Brussels Central railway station, in the heart of the historic city center of Brussels. The hotel is only 20 minutes away from Brussels International Airport by train.

Hilton Brussels Grand Place
Carrefour De l’Europe 3
1000 Brussels
Tel: +32 2 548 42 11
Fax: +32 2 548 40 80

We have secured preferential room rates at this hotel for our delegates. Registering five weeks or more prior to the course will secure your room at a preferential rate. Upon your registration, C.E.L.forpharma will send you a link to book your accommodation.
Do not hesitate to contact Sarah Nissen, Customer Communications Associate, if you need assistance in this matter (; tel +32 (0)2 709 01 46).

Registration fee

Team discounts are offered as of 3 or more registrations from the same company.

Leave your email address for further information:

8-9 Dec. 2015 Course, London (PBD-32)
Registration after 23 October 2015

Register Now!

14-15 Apr. 2016 Course, Zurich (PBD-33)
Registration before 26 February 2016
  € 2.770
Registration after 26 February 2016

Register Now!

27-28 Sep. 2016 Course, Brussels (PBD-34)
Registration before 12 August 2016
  € 2.770
Registration after 12 August 2016

Register Now!

6-7 Dec. 2016 Course, London (PBD-35)
Registration before 21 October 2016
  € 2.770
Registration after 21 October 2016

Register Now!

* (VAT excl.)

To register, please go to our online registration form.

Testimonials of The Pharma Business Development Course

"I got a perfect first overview on key responsibilities of BD."

Julia Schwarz, Business Development, Roche Diagnostics – Switzerland (September 2015)

"Very attractive and beneficial course to understand the BD Dynamics. Martin Austin has a good way of reflecting his experiences."

Ezgi Boz, Business Development Specialist, Nobel Pharmaceuticals - Turkey (March 2015)

"Well managed course which provides a good framework for Business Development."

Amarijt Reahal, General Manager, Mitsubishi Tanabe Pharma Europe - United Kingdom (March 2015)

"Straight talk, Martin Austin tells it as it is."

Michael Hsu, VP R&D Business Development, United Laboratories - Philippines (March 2015)

"Excellent course with a top level review of major topics of Business Development. Martin's teaching techniques are unique. I would highly recommend this course to relevant executives!"

Zarko Lelovac, Counsel to the CEO, Hemofarm - Serbia (November 2014)

"Great course. Very skilled lecturer with great presentation skills, he knows how to keep our attention. I'm leaving this course with new ideas and I also gained new skills including targeting, negotiation and profiling."

Ivan Tadic, Head of Controlling, Hemofarm - Serbia (November 2014)

"Martin combines expertise with a broad knowledge, and sparkles his course with anecdotes and funny incidents from his professional life."

Laura Berger, Medical Director, LEO Pharma - Switzerland (September 2014)

"(Martin is) Very informed, has seen and done it all before. He is patient in answering questions and a straight talker!"

Mahmood Ibrahim, Business Development Lead, Africa & Middle East Region, Pfizer - United Arab Emirates (September 2014)

"It was an entertaining & engaging journey into the BD universe, presented by a very knowledgeable & experienced executive. It was great to get served a high-level overview of the BD&L function, sprinkled with plenty of real-life situations!"

Denis Bronnikov, Business Development Director, Roche Partnering, Roche - Switzerland (September 2014)

"A very good intro to BD provided by a pro. Highly recommended for anyone starting out in BD. I enjoyed learning from this course as Martin is an expert in the field with very relevant experience!"

Tuan Pham, Director Strategic Planning, Novartis - Switzerland (September 2014)

"Very comprehensive course. I would advise new team members in BD to attend!"

Frédéric Bonfils, Corporate Alliance Director, Pierre Fabre - France (April 2014)

"A highly comprehensive and focused overview of business development in pharma. Pragmatic and entertaining at the same time!"

Marcel Ledon, Deputy Director Partnerships, Sanofi – France (November 2013)

"Very brilliant expert, very nice course, sometimes tough for a beginner but many tracks to follow."

Caryn Thibierge-Trocme, Directeur de Projets, Servier - France (October 2013)

"I would highly recommend this 2-day BD course. Martin Austin's experience in this field is of great value. Martin has transformed this intensive interesting 2 days course in an interactive training, by sharing with the entire group and during each of the discussed sessions his long acquired experience as well as his passion and talent in this field."

Abdallah Delage, Medical Manager, Shire - France (June 2013)

"By attending this course, you get great insight into the industry. Thanks for a practical and entertaining course!"

Natalia Perekhvatova, Director, Mitotech Pharma – UK (December 2012)

"The organization of this pharma business development workshop was at the highest level!"

Marta Przytula, Junior Business Development Manager, Egis – Poland (December 2012)

"A very convenient location and a great presenter with a vivid style. I very much benefitted from his rich experience and the wealth of examples he gave."

Thomas Graffe, Director Business Development, PharmaZell – Germany (December 2012)

"This course was a perfect match for me and I believe that spin-off companies from university can learn a great deal from courses like this."

Magnus Gram, Senior Scientist, PhD, A1M Pharma - Sweden (October 2012)

"Mr. Austin with his long diversified experience was able to deliver the concept of Business Development in a simple way, using real examples and some exercises to simplify different techniques and tools required to develop business in the pharmaceutical industry."

Ayman Naguib, Business Development Manager – Gulf Region, Servier – Dubai (June 2012)

"Martin Austin is very engaging. He has a deep understanding of all aspects of pharma BD work"

Filippo Mulinacci, Business Development & Licensing Associate, Roche – Switzerland (June 2012)

"Martin is able to keep your attention by being a lively presenter. During the 2 days, he gives good experiential examples. I learned a lot during the course."

Carolyn Luond, Executive Assistant, EU Corporate Development, Biogen Idec – Switzerland (June 2012)

"Very useful overview of the BD process. The trainer (Martin Austin) has a good and vivid presentation style"

Kasper Kristoffersen, Global Licensing & Business Development, Takeda – Switzerland (June 2012)

"A great overview into an activity that every company undertakes – lifts the lid on the secret world of BD!"

Alpesh Joshi, International Product Director – Fosrenol, Shire – Switzerland (June 2012)

"Martin is an expert in the field of BD and this reflects in his course. I registered with the expectation of preparing myself for future roles, and the course does provide tools for the same! Thank you C.E.L.forpharma and Martin! Cheers!"

Ullas Hiremath, Manager - Business Development, Market Research and Strategic Planning, Medac – Germany (March 2012)

“Excellent course which will help persons within Business Development be aware of pitfalls, best practices and critical success factors. Well done and thank you”

Jacques Mare, Business Intelligence and Business Development Manager, Pfizer – South-Africa (December 2011)

"Excellent course to get an overview of the business development process and related challenges."

Olivier Langrene, Business Development Manager, Pfizer - Belgium (December 2011)

"A comprehensive set of information and resources to use at the beginning of my career in business development."

Luca Romagnoli, Business Development, Areta International - Italy (December 2011)

"Very useful and practical tools for the process of BD organizations."

Olga Trushina, Director of Marketing, LCC INVAR - Russia (December 2011)

"This pharma business development event met my expectations and created new ones. Martin is really good and a very seasoned BD&L professional"

Jean-Pierre Latere, Business Development Director, Cardio3 BioSciences – Belgium (December 2011)

"If you are supposed to get useable insights in Business Development and deal-making as fast and complete as possible, this is your course."

Sergio Hernandez Aresti, Business Development Director, Merck KGaA – Mexico (September 2011)

"Highly recommended for early stage companies to prepare for future partnerships"

Tomas Eriksson, CEO, A1M Pharma – Sweden (September 2011)

"It is a great opportunity to get insight to Martin's comprehensive experience in Business Development, as well as a superb networking opportunity with Business Developers all over the world."

Lev Kogon, Business Development & Licensing Manager, Bayer Schering Pharma – Russia (September 2011)

"This is a brief overview of various and wide aspects of business development in pharmaceuticals. As the topic is broad and major business areas are concerned, the course really does the maximum for 2 days: a snapshot and food for thought for both a new person and the one who believes he's experienced."

Maria Klimenko, Business Development Manager, Eli Lilly – Russia (May 2011)

"I liked the course very much. It consists of both practical information and a lot of theory. And of course, Martin is a great presentator!"

Lubov Gladysheva, Business Development & Licensing Manager, Bayer Schering Pharma – Russia (May 2011)

"Excellent 360° view to BD"

Joannah Huntley-Commere, Licensing & Alliance Management Team Assistant, Galderma – France (May 2011)

"Very entertaining course led by a very knowledgeable person. Many examples of the real deals / situations."

Hanna Kleczkowska, Senior Manager Business Development, Helsinn – Switzerland (May 2011)

"A good holistic introduction to business development. Good hints for beginners."

Ana Diaz-Marquina, Global Business Unit Leader Emerging Franchises, Janssen – Belgium (May 2011)

“We finished Martin's BD course today and we're all very impressed. Martin gave us full two days of ideas, thoughts and considerations of how to improve our performance. He is such a wonderful and captivating person - not only did we learn a lot but also had great fun in learning!”

Eliisa Latva-Kiskola, Business Development Manager, Verman – Finland (May 2011)

"Martin Austin is an expert orator and a very influential speaker. This course helped me to get an overview of pharma business development, exactly what I was looking for."

Shameer Kustagi, Clinical Data Manager, Novo Nordisk – Denmark

"Very good introductory course for Business Development. The instructor was very good, he touched upon all major sections of BD."

Lena Ohannesian, Director Program Management, Janssen Pharmaceutica - USA

“It is a great course to provide an overview of the BD process for newly appointed BD people.”

Patrick Benz, Senior Director Licensing & New Business Development, Janssen-Cilag – Switzerland

“Martin was really great and the organization excellent, one of the best I have seen in the past few years, thanks a lot!”

Marc Welz, Senior Director, Head of Unit Base Products, Abbott - Switzerland

“This is a great overview course that I will recommend to colleagues. I would have liked a 3rd day though to allow more time for discussion.”

Jonathan Barrett, Head of Commercial Strategy, ASCI, GSK - USA

“Overall a very good course. Besides from having expert-level experience, Martin Austin is highly entertaining and interesting to listen to. I would have liked more depth on some parts though (e.g. forecasting and valuation). Legal points were highly relevant!.”

Eugenio Grapa, Program Realization Office Manager, Emerging Markets, MSD – Germany

“You managed not only to provide a good overview, however also details and actual tools …  and that in 2 days!”

Thomas Hibbits, Diagnostics Biomarker Operations Leader, Roche Diagnostics – Switzerland

“Excellent overview course! Martin Austin has a wealth of knowledge and long-standing experience in various areas of pharma business development.”

Helen Baron, Former Associate Director, Clinical Development - Switzerland

“A well thought through and planned event from logistics through to course content. Martin Austin has a dynamic presentation style with the appropriate level of interaction. Not only does his programme perfectly balance theory with practical examples from his own experience, Martin is also able to answer specific questions!”

Kruti Popat, Business Intelligence Director, Takeda – UK

“This is a very good overview of what BD encompasses in terms of activities, techniques, etc., illustrated with many real life examples. This is the basis for solid project planning”

Dominique Janbon, Director International Expansion, Amgen – Switzerland

“By attending the pharma business development conference, you get a good introduction to business development with an engaging and knowledgeable expert.”

John Ivory, Associate Director, Sales & Marketing Operations, Genzyme – UK

"A very interesting and engaging course. It highlights all the key elements of BD deals in pharma"

Romain Lasry, Senior Consultant, Datamonitor - UK

"The Pharma Business Development Course is a very well structured course that gives you an all-around view of the main issues business development executives have to tackle in their positions. The course is taught by an excellent trainer with substantial relevant experience in the field and the capacity to bring across his knowledge in a very amenable way."

Claudia Jiménez, Director Business Development, Cellerix - Spain

"By attending The Pharma Business Development Course, you get a very detailed overview of the BD business."

Blanca Esteban, Manager Business Development, Cantabria Pharma – Spain

"Martin Austin is an experienced presenter. It was a well organised and interesting course."

Paloma Martinez, Director Regulatory and Business development, Cantabria Pharma – Spain

"The Pharma Business Development Course has delivered what I hoped to get: a condensate view of the pharma business world, with a full list of specific, critical needs to secure successfully opportunities and deal negotiation."

Paola Principe, Global Project Leader, Ipsen - France

"Good overview of the business development role."

Jorge Lopez, Business Intelligence, Casen Fleet - Spain

"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, enlivened 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 business development course is well balanced in terms of new info, practical guidance and structural info. The in-depth knowledge of the speaker, Mr. Austin, creates a confident atmosphere to the seminar 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 business development training for biotechnology companies."

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

Tips & Insights from Martin Austin


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