Business Development & Licensing Courses for Pharma, Medtech & Biotech
Strengthen your strategic and analytical skills for high-impact BD&L.
Accelerate your success in business development and licensing with CELforPharma’s immersive 1- and 2-day BD&L courses. Gain the strategic insight and deal-making confidence to excel across the full BD&L process: from in-licensing and out-licensing to valuation, forecasting, licensing negotiation, and understanding the market access factors that influence partnering decisions.
Learn directly from senior industry experts, apply proven frameworks to real-world case studies, and benefit from lively peer discussions in our small, interactive classes.
Scroll through our course offerings or jump straight to the one that interests you:
BUSINESS DEVELOPMENT & LICENSING:
Business Development & Licensing Course For Pharma & Biotech
With Dr Carlos Velez
🎓 What you will learn:
- The role of the BD&L function and partnering models for corporate growth.
- Key success factors and tips for the planning and execution of the out-licensing process.
- Key success factors and tips for the planning and execution of the in-licensing process.
- What you need to know about patents and intellectual property.
- Overview of forecasting and valuation tools, methods and approaches.
- Introduction to term sheets, negotiation, closing the deal and managing the alliance.
MARKET ACCESS ESENTIALS:
Market Access Essentials for Business Development & Clinical Strategy
With Dr Irina Staatz & Eugenio Rizzello
🎓 What you will learn:
- Understand the fundamentals of market access, payer expectations, and HTA systems, and why they are critical for BD and clinical strategy.
- Learn why and how pharmacoeconomic data should determine strategic decisions about clinical-stage compounds.
- Identify what access-related data and supporting evidence are needed for commercial evaluations of R&D assets.
- Discover how to craft compelling, evidence-based value stories tailored to licensing partners, investors, and other stakeholders.
- Apply your knowledge in a hands-on exercise to assess the market and access readiness of a hypothetical early-stage asset.
OUT-LICENSING:
The Pharmaceutical Out-licensing Course
With David Scott
🎓 What you will learn:
- Critical initial planning decisions, such as timing and deal type.
- Templates and dos & don’ts of critical documents, such as CDAs, MTAs and term sheets.
- How to set up a spreadsheet to simulate the value and determine the optimal commercial structure of the deal.
- How to maximise your attractiveness to potential licensing partners.
- How to target licensees who are more likely to pay a premium.
- Understand the due diligence process and what will be expected of you.
VALUATION:
Pharma-Biotech Product & Company Valuation
With Dr Patrik Frei
🎓 What you will learn:
- A methodology for assessing and optimising the risk profile of a life science company prior to valuation.
- The different valuation methods used for life science companies and products.
- How to calculate the value of a biotech or life science company using the Discounted Cash Flow method/rNPV, comparables, and Venture Capital method.
- How to use risk-adjusted Net Present Value (rNPV) to calculate the value of a pharmaceutical compound in development.
- How to structure the licensing deal between companies, covering issues such as milestone and royalty payments.
LICENSING NEGOTIATION:
The Pharma Licensing Negotiation Course
With Dr Roger Cox
🎓 What you will learn:
- The skill set required to successfully negotiate licencing deals in the pharma-biotech world, to persuade and build consensus.
- What you need to prepare and check before starting a negotiation.
- The methods for determining value and how to use a financial modelling spreadsheet to improve negotiation outcomes.
- Practise negotiating skills in four interactive role-plays featuring typical Pharma/Biotech licensing situations.
- The differences between integrative and distributive negotiation strategies and tools to improve leverage.
- The various types of licencing agreements used in pharma-biotech, and methods to determine royalty rates and value sharing.
FORECASTING:
The Pharma Forecasting Course
With Gary Johnson & Sam Johnson
🎓 What you will learn:
- The six proven principles for producing the most accurate forecasts.
- When and how to use epi-based, patient-based, and sales-based forecasts.
- The evidence-based forecasting techniques for pharmaceuticals and how to use them.
- How to correctly integrate market access into your forecasts.
- How to deal with pharma-specific issues like lines of therapy, co-prescription, etc.
- The future impact of new technologies (e.g., AI and Big Data) on pharma forecasting.
Are you ready to take your career in the pharmaceutical industry to the next level? 🚀
Discover CELforPharma's complete course portfolio, including topics you work on in cross-functional teams:
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