A 2-Day Training Course Delivered By
David Scott

David Scott

  • Formerly a pharma BusDev & Licensing executive, David has worked as a Senior BD&L Consultant since 1996.
  • 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.


  1. The critical steps in the licensing process of a pharmaceutical compound in R&D.
  2. How to profile your product and prepare information to maximise attractiveness to 3rd parties.
  3. Key factors in the valuation of your product and how to set up a spreadsheet to optimise the commercial structure of the deal.
  4. How to target potential partners – and the best way to make successful contacts.
  5. What to include in term sheets, CDAs and MTAs – The issues to watch out for during negotiations.
  6. Understand the due diligence process and what will be expected from you.
  7. Expert advice on negotiation strategy and on managing a deal post-signature.

Additional Benefits

  • This is a very practical course, with plenty of directly applicable tools and information for your out-licensing activities: Checklists, clear instructions, action plan, a valuation tool, etc.
  • Participants at this course are senior executives, including biotech CEOs planning to initiate out-licensing activities, adding an additional learning dimension.


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.

Agenda of The Pharmaceutical Out-licensing Course

For start and end times, please check Dates & Locations below.

Day 1

Welcome & General Introduction (~30 min)

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

Preparing the Ground (~30 min)

  • 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 (~1 h)

  • 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 (~1 h 45 min: 1 h before lunch, 45 min after lunch)

  • 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
  • Example of an actual term sheet used in a successful deal
Lunch Break

Contractual Issues – Continued (~45 min)

Valuing the Deal (~1 h)

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

Exercise (~1 h 15 min)

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 of Day 1


Day 2

Preparing to Out-license (~1 h 30 min)

  • 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 (~45 min)

  • 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 (~1 h 15 min)

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

Negotiation Pointers (~30 min)

  • How to make your negotiation more effective

Managing the Deal (~30 min)

  • Building a team – task forces
  • Managing your partner
  • What to do if everything goes wrong

Role-play Exercise (~1 h 30 min)

Delegates will work in teams to draft their own target and fall-back terms for a fictitious but realistic case, and then will negotiate these terms with their target partner. The results will be critically examined by the expert and discussed in plenary

Plenary Discussion (30 min)


>> Click here if you wish to receive the PDF brochure of this course

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 CELforPharma 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.

infoThe typical audience size of our courses ranges from 6 to 20 (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



CEOA1M PharmaSweden
Project ManagerAdvancellSpain
PresidentAelis PharmaFrance
Deputy General ManagerAJA PharmaSaudi Arabia
Business Development ManagerAker BiomarineNorway
R&D ManagerAlgiPharmaNorway
Director Licensing & Business DevelopmentAlgobateSwitzerland
Head of Business Development & LicensingAlmirallSpain
SVP - Chief Financial OfficerAmgenSwitzerland
Commercial Area Manager Asia, Middle East & AfricaAOP OrphanUnited Arab Emirates
Transaction ManagerAstraZenecaUnited Kingdom
Head of Business DevelopmentAVVARussia
Commercial Area Manager Asia, Middle East & AfricaBetaZone LabsUSA
Director International Business DevelopmentBiotestGermany
Principal Scientist Respiratory Diseases ResearchBoehringer IngelheimGermany
Director Business DevelopmentCinfa BiotechGermany
Head of Project Management BD & LFerrerSpain
Head of Integration OfficeGaldermaUSA
Business Development ScientistGW PharmaceuticalsUK
Manager- External AssessmentsJanssenUnited Kingdom
Senior Project Manager, Corporate Business DevelopmentLEO PharmaDenmark
Director Business DevelopmentMerck SeronoMexico
Executive Vice President Marketing / RegulatoryMicroDermisUSA
DirectorMitotech PharmaUK
Senior Manager Business DevelopmentMorphosysGermany
Business Development ManagerNovartisRussia
New Markets ManagerOrphanFrance
Deputy Managing DirectorOy VermanFinland
Business Development ManagerPharmamarSpain
JuristPierre FabreFrance
RA Key ExpertPolpharmaPoland
Medchem & Patent ManagerPoxelFrance
Business DeveloperPROVAXSBelgium
Business Development ManagerRocheRussia
Business Development ManagerSandozBelgium
Asset Valorisation ManagerSanofiFrance
VP, Business Development and New Product PlanningShionogiUnited Kingdom
Technical DirectorTecnifarPortugal
Business Development ManagerTemapharmPoland
Portfolio ManagerTevaRussian Federation



Dates & Locations

Currently this CELforPharma course is planned to only be held live online (hosted in Zoom).

The start and end times for all below sessions will be:
Day 1: 10:00 - 17:00 CET (Brussels/Amsterdam/Paris)
Day 2: 09:30 - 17:00 CET (Brussels/Amsterdam/Paris)

  • 7-8 December 2023, live online

Included in the Registration Fee​

  • Access to a small-class (max 20 participants), expert led course in real-time, using an interactive platform for break-out rooms, whiteboard exercises, polling, plenary discussions and chats.
  • Course material, which will be provided to you in both digital format (by email) and in hard copy (by post, so you can make notes during the course).
  • Certificate of attendance signed by the expert and CELforPharma.


Special Offer for Biotech Executives

Executives from biotech start-ups (companies that do not have products on the market yet) and academia can apply for a € 400 discount. Please contact Annelies Swaan, Director, Business Operations, (aswaan@celforpharma.com) for more details.


Group Discounts

Team discounts can be offered to 3 or more delegates from the same company.
Contact Annelies Swaan, Director Business Operations, (aswaan@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 and company / invoicing details.
  3. Choose to pay via bank transfer or by credit card (through a secure payment link, which you will receive together with the invoice).
  4. Click "Confirm Registration". You will be sent an automatic email confirming your registration followed by a personal email containing an invoice and further payment instructions.

For assistance in registering, raising a PO or invoicing, please do not hesitate to contact Kealeigh Steel.
(email: kealeigh.steel@celforpharma.com or call: +32 2 709 01 45)


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 3 weeks prior to the event, to another course of the same value held within one year of the original course date.

Registration Cancellation

  • Less than 14 days prior to the course date: registrant liable to pay the full invoiced registration fee.
  • Between 15 and 30 days prior to the course date: registrant liable to pay 50% of the invoiced registration fee.
  • More than 30 days prior to the course date: registrant liable to pay a cancellation fee of € 450 per registrant.
  • If a registrant postpones his/her participation to a future course, and cancels again, no refund can be claimed for registration fees.

Related Courses