The Pharmaceutical Out-licensing Course

Special offer for biotech executives: If you are a Biotech Executive, you are eligible for a 500 Euros discount on the registration fee. Please leave your e-mail address and company name, so that we can check whether you qualify for this discount: Email: Company:

 

By attending this course, you will:

	1	Understand the key factors leading to a successful out-licensing deal of pharmaceutical compounds in R&D.
	2	Learn how to profile your product and prepare product information to maximize 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.

 

What sets The Pharmaceutical Out-licensing Course apart?

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 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.

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 executives who participated in The Pharmaceutical Out-licensing Course:

CEO	Accelerator	Sweden	testimonial
Manager	Alk-Abello	Denmark	testimonial
Head of Business Development	AVVA	Russia	testimonial
Development Director	Biocontrol Limited	UK	testimonial
Director International Business Development	Biotest	Germany	testimonial
Principal Scientist Respiratory Diseases Research	Boehringer Ingelheim	Germany
Head of Integration Office	Galderma	USA	testimonial
Business Development Scientist	GW Pharmaceuticals	UK	testimonial
Global Business Unit Leader Emerging Franchises	Janssen Pharmaceutica	Belgium	testimonial
Director Business Development	Merck Serono	Mexico	testimonial
Business Development Manager	Novartis	Russia	testimonial
Senior International Commercial Project Manager	Nycomed	Switzerland	testimonial
New Markets Manager	Orphan	France	testimonial
Jurist	Pierre Fabre	France	testimonial
Business Developer	PROVAXS	Belgium	testimonial
Business Development Manager	Roche	Russia	testimonial
Business Development Manager	Sandoz	Belgium	testimonial
Business Development Manager	Temapharm	Poland	testimonial
Support Biotechgate and independent valuations	Venture Valuation	Switzerland	testimonial

Programme outline of The Pharmaceutical Out-licensing Course

The course starts on day 1 at 09:30h with a welcome coffee and ends on day 2 at 16:00h.

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. 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. 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. Exercise: delegates will be given a spreadsheet and an exercise to calculate an optimal deal structure for themselves.

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. 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. 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. Exercise: 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.

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.

Meet the expert: David Scott

David Scott is a freelance healthcare consultant and a skilled negotiator who has closed a number of major deals for inward and outward licensing for pharmaceutical products, delivery systems and technologies.  He has published widely (he is the author of the best-selling report, "Scrip’s Practical Guide to Pharmaceutical Licensing”) and has also provided licensing training for a number of multinational pharma companies and training organizations.  David has a BSc in Chemistry from Nottingham and post-graduate qualifications in marketing and market research from Kingston Business School.  He is also an accredited Certified Licensing Professional and a member of the Licensing Executives Society and of the Pharmaceutical Licensing Group.

He joined Fisons plc (acquired by RPR in 1995, which itself has been acquired by Sanofi-aventis) in 1973 where he held a number of roles including marketing, corporate development, finance director of their Spanish subsidiary, business development manager and licensing. As Fisons Licensing Manager, he closed a number of major deals and collaborative ventures involving both drugs and delivery systems.

David has spent the past 15 years as a freelance consultant and has provided strategic advice and successfully concluded both inward and outward licensing agreements on behalf of a range of worldwide clients.  His client base includes top-ranking global companies, European regional companies, biotech companies, technology start-ups and universities. He currently sits on the board of two UK-based pharmaceutical businesses.

Dates

17-18 October 2013, Copenhagen

Interested in additional dates?
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Venue & Accommodation

17-18 October 2013, Copenhagen

This course takes place at the Hilton Copenhagen Airport Hotel which is directly connected to Terminal 3 by a covered walkway. It is located only 12 minutes' away from the city center and its top attractions. The metro will take you from the airport to Nørreport Station in central Copenhagen in 15 minutes.

Hilton Copenhagen Airport Hotel
Ellehammersvej 20
2770 Copenhagen
Denmark
Tel: +45 32 50 15 01
Fax: +45 32 52 85 28

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 Marie Stricklesse, Senior Programme Coordinator, if you need assistance in this matter. (marie.stricklesse@celforpharma.com; tel +32(0)27092241)

Registration fee

Special offer for biotech executives
Biotech executives are eligible for a considerable discount on the registration fee. Please provide us with your e-mail address and company name so that we can check whether you qualify for this discount:

Leave your email address and company name and we'll come back to you:

Email : Company :

 

17-18 Oct. 2013 Course, Copenhagen (OUT-07)		Price(*)
Registration before 30 August 2013		€2.670
Registration after 30 August 2013		€2.970

* (VAT excl.)

To register, please go to our online registration form.

Testimonials of The Pharmaceutical Out-licensing Course

"David provided a very well structured overview of the licensing process. Also the interactions and discussions between the participants made this a very interesting and joyful training."

Sven Arnouts, Business Developer, PROVAXS – Belgium (March 2013)

"Well prepared, perfectly tailored course, valuable for an innovative professional audience and biotech."

Michal Szymanowski, Business Development Manager, Temapharm – Poland (March 2013)

"I would recommend to any BD executive to get this knowledge before (!) starting a serious deal."

Valeriy Tupolev, Head of Business Development, AVVA – Russia (October 2012)

"Very clear presentation. Speakers with many years of experience (like David Scott) are highly valuable to course participants."

Paul Kochman, Support Biotechgate and independent valuations, Venture Valuation - Switzerland
(October 2012)

"David Scott has a lot of expertise, being able to deliver it clearly to an audience that is quite differentiated (nationalities, realities, backgrounds)."

Sergio Hernandez, Director Business Development, Merck Serono – Mexico (October 2012)

"David Scott gave a good overview of the entire licensing process. It was great to be able to discuss questions / issues with someone who has so much knowledge in the area and so much experience from previous deals in several areas."

Maria Fors, CEO, Accelerator - Sweden (April 2012)

"Very thorough breakdown of the out-license procedure, great company, convenient location, and I left feeling very satisfied."

James Brodie, Business Development Scientist, GW Pharmaceuticals - UK (April 2012)

"The Pharmaceutical Out-licensing Course is a very interesting course. A definite to do for those who want to gain out-licensing deals."

Olivia Ceulemans, Business Development Manager, Sandoz - Belgium (April 2012)

“I am fully satisfied as I got the overview of the out-licensing process by attending this course with David Scott.”

Olivia Gulli, Jurist, Pierre Fabre - France (November 2011)

“Very good basic course, with lots of practical “nuts and bolts” material. David Scott’s presentation style has a good pacing, offers plenty of time for questions and he uses real life examples. Not much to improve on!”

Bill Carson, Head of Integration Office, Galderma – USA (June 2011)

"David Scott's pharmaceutical out-licensing course is really good. David has a calm presentation style and uses very good examples to illustrate the theory. I would have loved a 3rd day with more case studies."

Amalia Graf-Czikajlo, Senior International Commercial Project Manager, Nycomed – Switzerland (June 2011)

"This training was perfect! David Scott shared a huge amount of experience and expertise in these 2 days."

Andrey Chusov, Business Development Manager, Roche - Russia (June 2011)

"David Scott did a really good job teaching/benchmarking the fundamentals of licensing. The course was intensive and I enjoyed the vivid discussions during the presentations and the coffee breaks. The course gave a perfect opportunity for networking."

Ulla Seppala, Manager, ALK-Abello - Denmark (June 2011)

"C.E.L.forpharma's pharmaceutical out-licensing course provided a thorough overview of all steps in the out-licensing process. It helped me to structure my practical experience and enriched my knowledge with international practices in out-licensing activities. For the newcomers this course with David Scott is a very useful and unique source of theoretical information, real life examples and problem-solving solutions. The exchange of participant experiences during coffee breaks is invaluable too."

Elena Govorova, Business Development Manager, Novartis - Russia (November 2010)

"After following this course for two days, one has in-depth understanding of the out-licensing process, the tools needed as well as the challenges and rewards that come along in the out-licensing process. David Scott explains, illustrates and brings across profound knowledge and enthusiasm about this subject. If you are involved in out-licensing, do this course!"

Ralph Blom, New Markets Manager, Orphan Europe – France (November 2010)

"Excellent coverage of the subject matter; all goals given in the program description were fully met! David Scott offers a well structured course at the right level of detail. There are many valuable insights to gain from an experienced licensing professional and great instructor. Discussions with peers were also very useful. In sum, this course can be recommended not only to novices to the licensing field."

Heidrun Geissler-Schuetter, Director International Business Development, Biotest AG - Germany (November 2010)

"The Pharmaceutical Out-licensing Course provides a very good in-depth overview of all the relevant matters around out-licensing. It is rich in inspirational comments and tips from the expert David Scott. Very relevant for anybody involved in out-licensing deals!"

Ana Diaz-Marquina, Global Business Unit Leader Emerging Franchises, Janssen-Cilag – Belgium (November 2010)

"David Scott delivers a course of the utmost clarity enlivened with anecdotes down from his own considerable professional experiences."

Malcolm McConville, Development Director, Biocontrol Limited - UK (November 2010)

Tips & Insights from David Scott:

• The licensing process at a glance!
• What are good reasons for in- or outward licensing a pharmaceutical compound?

(Go to top of The Pharmaceutical Out-licensing Course page)