By Dr Carlos Velez, expert-trainer of Business Development & Licensing Course For Pharma & Biotech.
In out-licensing, timing, and positioning matter as much as science.
Many companies approach potential partners too early, or with an incomplete value story, and struggle to attract interest.
So, what makes a drug candidate licensable?
It’s rarely one factor, but rather a mix of scientific validation, market clarity, and deal readiness.
📝 Here’s a simple five-question self-check to gauge your candidate’s readiness before you invest time in outreach.
1. Would you license your own asset?
If you were the potential partner, would the data convince you to take on the risk?
Put yourself in their seat: review your clinical, safety, and IP package as if you had no prior emotional investment.
2. Can you clearly show differentiation?
Licensees don’t just buy science; they buy advantage.
Can you articulate in one sentence how your candidate is better, safer, or faster to market than current and future standards of care?
3. Is your target partner identifiable and active in this space?
Knowing who would logically be interested is a key part of the strategy.
Does your indication align with their current or adjacent portfolios, and do they have budget and bandwidth for deals in your stage and area
4. Is your data package investor-ready?
A strong data room demonstrates professionalism and transparency.
Have you organised summaries, protocols, and key results so that a potential partner can evaluate them quickly and confidently?
5. Do you understand your fallback plan?
If the first wave of outreach doesn’t succeed, what will you adjust: data, positioning, or timing?
Having a clear plan strengthens your credibility and keeps momentum.
💡 A “no” to one or two of these questions doesn’t mean your programme isn’t licenseable. It highlights where to focus next: more evidence, better targeting, or refined messaging.
The most successful out-licensing teams treat BD&L as an ongoing process of validation and positioning, not a one-time pitch.
🎓 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
