By Dr Carlos Velez, expert-trainer of Business Development & Licensing Course For Pharma & Biotech.
Innovation starts in the lab, but success depends on many factors: scientific excellence, execution, funding, and timing among them.
One capability that connects these elements and helps turn innovation into measurable value is business development and licensing (BD&L).
💼 Why Business Development Is More Than Deal-Making
BD&L is often viewed as a final step in the process: the team that negotiates, signs agreements, and announces partnerships.
In reality, BD&L is a strategic capability that links science, finance, and corporate vision. It shapes how companies decide which assets to advance, who to partner with, and how to balance risk and reward across the portfolio.
When applied strategically, BD&L brings together diverse perspectives to answer key questions:
- Which in-licensing opportunities fit our long-term corporate growth strategy?
- Which in-licensing opportunities fit our scientific, clinical, and commercial strengths?
- How should we prioritise internal versus external innovation?
- What structures create value for both parties over the long term?
🗂️ The Four Dimensions of a Strategic BD&L Capability
A mature BD&L capability blends multiple disciplines:
- Scientific credibility – Deep understanding of differentiation and development potential.
- Financial literacy – Translating risk and timelines into defensible valuation models.
- Strategic alignment – Ensuring partnerships fit corporate priorities and portfolio strategy.
- Operational and legal design – Creating agreements that protect and grow value.
These elements rely on collaboration across functions, from R&D and finance to commercial, legal, and leadership teams.
🌐 Why BD&L Capability Matters Across Pharma and Biotech
No company succeeds on science alone.
As the industry becomes more interconnected, understanding the principles of business development helps teams across roles make better, faster, and more strategic decisions.
Building internal BD&L capabilities strengthens collaboration, enhances valuation discussions, and increases readiness for future opportunities.
🎓 If you want to learn about:
- 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.
👉 Attend Dr Carlos Velez’s highly praised 2-day course:
Business Development & Licensing Course For Pharma & Biotech
With Dr Carlos Velez
