The document discusses the importance of strategic alliances and alliance management in the life sciences industry. It notes that over half of top-selling drugs are now developed through partnerships. Good alliance management is needed to maximize value and ensure partnerships are productive. Communication, shared goals, and mutual understanding between partners are keys to successful strategic alliances.
BIO 2014 Business Dev Fundamentals Course_Strategic Alliances_MWYoung 140620 Michael W. Young
Biotechnology Industry Organization 2014 Annual Conference - Business Development Fundamentals Course_Strategic Alliances Module.
FACULTY: Michael W. Young, Principal, biomedwoRx: Life Sciences Consulting LLC.
www.biomedwoRx.com
Managing alliances :
The goal of this project was to give a rapid overview of the different alliances in the pharmaceutical industry, why they are that important and the keys to successfully manage them.
MSL Services Excellence: Generating Value for Diverse Customer GroupsBest Practices
This primary research identifies valuable insights into MSL services structure as well as the roles and responsibilities of these services. The study offers powerful insights that you will be able to use in the organization and deployment of your MSLs. Additionally, the new report will provide information on how the roles of MSLs are evolving in the changing pharmaceutical environment and how regulatory concerns are affecting the MSL landscape.
This presentation gives an insight into the membership benefits of Best Practices, LLC’s Medical Affairs Consortium. It also highlights some of the key benchmarks and best practices that emerged from Medical Affairs Consortium.
The Medical Affairs Consortium at Best Practices, LLC provides a dedicated platform to Medical Affairs Leaders to discuss top challenges, develop action oriented solutions, share best practices & lessons learned and explore current and future trends with regards to the Medical Affairs function and its interactions with other critical functions.
Topics for the Medical Affairs Consortium are usually determined by member requests. The Medical Affairs Consortium addresses three key areas:
• Building Strong Medical Affairs Capabilities
• Medical Affairs Launch Support Excellence
• Medical Affairs’ Critical Role in Health Economics & Outcomes Research
BIO 2014 Business Dev Fundamentals Course_Strategic Alliances_MWYoung 140620 Michael W. Young
Biotechnology Industry Organization 2014 Annual Conference - Business Development Fundamentals Course_Strategic Alliances Module.
FACULTY: Michael W. Young, Principal, biomedwoRx: Life Sciences Consulting LLC.
www.biomedwoRx.com
Managing alliances :
The goal of this project was to give a rapid overview of the different alliances in the pharmaceutical industry, why they are that important and the keys to successfully manage them.
MSL Services Excellence: Generating Value for Diverse Customer GroupsBest Practices
This primary research identifies valuable insights into MSL services structure as well as the roles and responsibilities of these services. The study offers powerful insights that you will be able to use in the organization and deployment of your MSLs. Additionally, the new report will provide information on how the roles of MSLs are evolving in the changing pharmaceutical environment and how regulatory concerns are affecting the MSL landscape.
This presentation gives an insight into the membership benefits of Best Practices, LLC’s Medical Affairs Consortium. It also highlights some of the key benchmarks and best practices that emerged from Medical Affairs Consortium.
The Medical Affairs Consortium at Best Practices, LLC provides a dedicated platform to Medical Affairs Leaders to discuss top challenges, develop action oriented solutions, share best practices & lessons learned and explore current and future trends with regards to the Medical Affairs function and its interactions with other critical functions.
Topics for the Medical Affairs Consortium are usually determined by member requests. The Medical Affairs Consortium addresses three key areas:
• Building Strong Medical Affairs Capabilities
• Medical Affairs Launch Support Excellence
• Medical Affairs’ Critical Role in Health Economics & Outcomes Research
The new pharma, customer centric, databased business modelA.R.J. (Rob) Halkes
Customer focus is the core and the basis for all commercial activities for pharma. Customers, physicians and patients expect effective therapies in drugs and support. Sustainable relations with customers are necessary to build trusted relations to create a cooperation to realize that. This tells you how to!
Highlights From 7th Medical Science Liaison/MSL ConferenceExL Pharma
Current trends, issues and challenges facing MSL's in the pharmaceutical industry. Presented at the 7th MSL Best Practices conference, April, 2010. For further information, please visit www.exlpharma.com
Slides from NACRO Conference in Seattle August 2009, used as an introduction to an industry panel discussion on academic-industry relations (See http://web.mac.com/nacro/NACRO/FAQ.html for more info)
Kol program management and marketing functional trans genomicsDemet G. Sag
KOL Identification,
Leader Choice for the Task,
KOL Network and Workshops
Organizing a KOL Program,
KOL Management,
KOL Reimbursement
Marketing and Business Development
Visdios is a specialist in key opinion leader management, development, implement process and also manage all kind of KOL solutions across your company. We engage with our valuable customers to get a real understanding of their business requirements.
http://visdios.com/kol-management-india/
10 essential questions for successful kol managementexecutiveinsight
Here we present 10 questions to ask yourself when planning your KOL management strategy. In questions one to five, we first ask who you should reach out to and what to aim for with a KOL management programme. In the following questions we will examine how you can optimise the working relationship in a way that benefits all parties involved.
This alliance lifecycle framework presentation was created as a tool to foster conversation and provide context on some of the questions to consider as you assess the importance and structure of a formal alliance lifecycle framework. I created this for a friend working with one of the leading Canadian consulting firms without a current formal strategy, framework or program in place for the development and management of IT channel business partner programs and relationships.
Shared Value in the Pharmaceutical IndustryRobert Au
Final assessment for MGMT90148 (Consulting Fundamentals). Designed as an application of a key tool used in management consulting applied to a practical industry context. The brief is as follows:
Your Consulting Engagement
In recent years there has been a global trend of big pharmaceutical companies expanding their presence and operations into emerging markets. One of Australia’s largest pharmaceutical companies, Medstar Ltd, has been lagging in this regard.
As such, Medstar’s board of directors have decided to engage a team of management consultants from your firm to undertake a market intelligence project to present a strategic business case. Specifically, they are seeking guidance on whether the company should revamp their strategic plan to incorporate emerging markets as part of their long term growth strategy.
The Board Chairman, Patrick Wynnan, has indicated that your report will be reviewed at their upcoming strategy planning retreat with the senior executive team. Patrick explained that emerging markets presents numerous opportunities for Medstar Ltd. on various fronts and would like your team to focus on building a business case on the concept of ‘shared value’. He wants your team to focus on emerging market opportunities in the Asia region.
Patrick was particularly interested in understanding how Glaxo Smith Kline (GSK) – one of their global competitors – have been doing with regard to their strategy and operations in emerging markets. GSK was one of the first
multinational pharmaceutical companies to execute an aggressive growth strategy in emerging markets and would serve as a good point of reference in the project.
Although your report will be a critically important input in their strategic planning process, Patrick reminded you that the executives do not have time to be reading through endless pages of over-intellectualised rhetoric. The final report has to be something that the executives will want to read otherwise the entire engagement is a waste of time and effort for everyone involved. The executives are seeking succinct and practical insights.
The First Ever Handbook for Strategic Alliance Managers (Strategic Alliance H...Mike Nevin
The Strategic Alliance Handbook (SAH) gives practicing alliance executives all the tools they need to do their job, all in one place.
A sales manager has a sales manual and an accountant has an accounting manual, even a car mechanic has a car manual.
So why shouldn't an alliance manager have an alliance manual?
All You Wanted to Know about KOL Management.
This is a special issue with a focus on Pharma KOL Management as an introduction to the KOL Management Workshop by Knowledge Media Venturz
Strategic international alliance Commitment and TrustAdam Buji
This article argues that the success of international strategic alliances requires attention not only to the hard
side of alliance management but, also, to the soft side.
This study shows how the dynamics of trust and commitment – major components of social capital- affect the performance of international strategic alliances.
This presentation answers :
What does trust mean in international strategic alliance?
What does commitment mean in international strategic alliance ?
Why are trust and commitment important for international strategic alliance ?
How do alliances build trust and commitment?
How do trust and commitment affect alliance’s performance according to this study?
How can we apply this study on the business future ?
Understand how the new regulatory laws and guidelines going into affect in 2012 will have an impact on pharmaceutical companies and the relationship between Medical Science Liaisons and KOLs.
9 Common Challenges for Existing Pharma Co-PromotionsJames Hoyes
A review of the common challenges that co-promotion or co-commercialization teams face when establishing and implementing cross-company partnership agreements. RxC International provides their input on how to avoid the common challenges and optimize the chances of success for all parties.
KOL compensation: Principles for success-Key principles and critical success factors to help improve your company’s thought leader
management function.
Find out how to tackle a shrinking thought leader (KOL) pool, elevated scrutiny and stringent spending caps to guarantee future success. Learn key findings from a benchmark study on European KOL fair market value compensation.
The new pharma, customer centric, databased business modelA.R.J. (Rob) Halkes
Customer focus is the core and the basis for all commercial activities for pharma. Customers, physicians and patients expect effective therapies in drugs and support. Sustainable relations with customers are necessary to build trusted relations to create a cooperation to realize that. This tells you how to!
Highlights From 7th Medical Science Liaison/MSL ConferenceExL Pharma
Current trends, issues and challenges facing MSL's in the pharmaceutical industry. Presented at the 7th MSL Best Practices conference, April, 2010. For further information, please visit www.exlpharma.com
Slides from NACRO Conference in Seattle August 2009, used as an introduction to an industry panel discussion on academic-industry relations (See http://web.mac.com/nacro/NACRO/FAQ.html for more info)
Kol program management and marketing functional trans genomicsDemet G. Sag
KOL Identification,
Leader Choice for the Task,
KOL Network and Workshops
Organizing a KOL Program,
KOL Management,
KOL Reimbursement
Marketing and Business Development
Visdios is a specialist in key opinion leader management, development, implement process and also manage all kind of KOL solutions across your company. We engage with our valuable customers to get a real understanding of their business requirements.
http://visdios.com/kol-management-india/
10 essential questions for successful kol managementexecutiveinsight
Here we present 10 questions to ask yourself when planning your KOL management strategy. In questions one to five, we first ask who you should reach out to and what to aim for with a KOL management programme. In the following questions we will examine how you can optimise the working relationship in a way that benefits all parties involved.
This alliance lifecycle framework presentation was created as a tool to foster conversation and provide context on some of the questions to consider as you assess the importance and structure of a formal alliance lifecycle framework. I created this for a friend working with one of the leading Canadian consulting firms without a current formal strategy, framework or program in place for the development and management of IT channel business partner programs and relationships.
Shared Value in the Pharmaceutical IndustryRobert Au
Final assessment for MGMT90148 (Consulting Fundamentals). Designed as an application of a key tool used in management consulting applied to a practical industry context. The brief is as follows:
Your Consulting Engagement
In recent years there has been a global trend of big pharmaceutical companies expanding their presence and operations into emerging markets. One of Australia’s largest pharmaceutical companies, Medstar Ltd, has been lagging in this regard.
As such, Medstar’s board of directors have decided to engage a team of management consultants from your firm to undertake a market intelligence project to present a strategic business case. Specifically, they are seeking guidance on whether the company should revamp their strategic plan to incorporate emerging markets as part of their long term growth strategy.
The Board Chairman, Patrick Wynnan, has indicated that your report will be reviewed at their upcoming strategy planning retreat with the senior executive team. Patrick explained that emerging markets presents numerous opportunities for Medstar Ltd. on various fronts and would like your team to focus on building a business case on the concept of ‘shared value’. He wants your team to focus on emerging market opportunities in the Asia region.
Patrick was particularly interested in understanding how Glaxo Smith Kline (GSK) – one of their global competitors – have been doing with regard to their strategy and operations in emerging markets. GSK was one of the first
multinational pharmaceutical companies to execute an aggressive growth strategy in emerging markets and would serve as a good point of reference in the project.
Although your report will be a critically important input in their strategic planning process, Patrick reminded you that the executives do not have time to be reading through endless pages of over-intellectualised rhetoric. The final report has to be something that the executives will want to read otherwise the entire engagement is a waste of time and effort for everyone involved. The executives are seeking succinct and practical insights.
The First Ever Handbook for Strategic Alliance Managers (Strategic Alliance H...Mike Nevin
The Strategic Alliance Handbook (SAH) gives practicing alliance executives all the tools they need to do their job, all in one place.
A sales manager has a sales manual and an accountant has an accounting manual, even a car mechanic has a car manual.
So why shouldn't an alliance manager have an alliance manual?
All You Wanted to Know about KOL Management.
This is a special issue with a focus on Pharma KOL Management as an introduction to the KOL Management Workshop by Knowledge Media Venturz
Strategic international alliance Commitment and TrustAdam Buji
This article argues that the success of international strategic alliances requires attention not only to the hard
side of alliance management but, also, to the soft side.
This study shows how the dynamics of trust and commitment – major components of social capital- affect the performance of international strategic alliances.
This presentation answers :
What does trust mean in international strategic alliance?
What does commitment mean in international strategic alliance ?
Why are trust and commitment important for international strategic alliance ?
How do alliances build trust and commitment?
How do trust and commitment affect alliance’s performance according to this study?
How can we apply this study on the business future ?
Understand how the new regulatory laws and guidelines going into affect in 2012 will have an impact on pharmaceutical companies and the relationship between Medical Science Liaisons and KOLs.
9 Common Challenges for Existing Pharma Co-PromotionsJames Hoyes
A review of the common challenges that co-promotion or co-commercialization teams face when establishing and implementing cross-company partnership agreements. RxC International provides their input on how to avoid the common challenges and optimize the chances of success for all parties.
KOL compensation: Principles for success-Key principles and critical success factors to help improve your company’s thought leader
management function.
Find out how to tackle a shrinking thought leader (KOL) pool, elevated scrutiny and stringent spending caps to guarantee future success. Learn key findings from a benchmark study on European KOL fair market value compensation.
Alliance governance: Balancing Trust and Control in Dealing with RiskAlex Todd
Every alliance requires that at the outset there are ways and means to establish sufficient trust for the parties to share information fully and to make timely decisions regarding joint investments and activities. Additionally, there are always times during the life cycle of an alliance when trust is challenged (key people change, surprises happen, partners become complacent and let communications lapse, etc.). So how do alliance managers develop and preserve a sufficient level of trust and deal with situations where trust erodes and needs to be shored up again?
When designing an alliance governance structure, managers have to choose between approaches based on control or on trust. This presentations proposes a framework to help managers decide which of the two is appropriate in a particular situation. Are control and trust substitutes or complements? What is the link between control, trust and risk? Our approach proposes that whether control and trust are substitutes or complements depends on the level and type of risk an alliance faces. In high risk situations companies use complex combinations of control and trust in a complementary way.
INTERNATIONAL JOINT VENTURE CONTRACT - Contract Template and SampleGlobal Negotiator
The International Joint Venture (www.globalnegotiator.com) governs the relationship between two companies based in different countries, and which set up a third company (the Joint Venture).
Why are alliance sales so misunderstood? After all they represent a dramatically lower cost of sale than other alternatives? Is it because they involve joint value creation? make up your own mind by reading this simple presentation.
how a strategic partnership form , what is partnership and what is alliences , the collaborative advantege , kentres 8 criterias for succesfull partnership etc...!!!
'Anatomy of Effectiveness’ is a white paper for brand marketers and advertising agencies alike, highlighting five key priorities for brands seeking greater impact. It will change the way brands and agencies market and will drive better consumer engagement.
Revealing the Leading Practices of High-Performing, Go-to-Market Technology Alliances. Learn from the best. Discover what distinguishes high-performing alliances and they do differently from their peers.
A presentation for subject MGMT90148 (Consulting Fundamentals) at Melbourne Business School.
Designed as an engaging look at strategic alliances as a tool in business. Highlights its application, effectiveness and a guide for what successful strategic alliances entail in the corporate world.
Evaluating an M&A strategy to expand impact and enhance outcomesGrant Thornton LLP
While organizational objectives can be achieved by establishing one-off partnerships and informal collaborations, some not-for-profits have elected
to expand impact by formalizing relationships via an M&A (Mergers & Acquisitions) strategy.
Alliance Management: CBI West Coast Commercialization Mtg SEP09
1. 2 nd Annual West Coast Summit on Medical Device and Bio/Pharmaceutical Commercialization & Product Launches ___ . ___ Beyond Licensing and Acquisition: Building Commercial Competency and Revenue Through Alliance Marketing & Management Michael W. Young Fmr. Senior Director, Alliance Marketing & Management Eisai Inc.
2.
3.
4.
5.
6. Our R&D Pipeline Commercialization Shift: Co-Development and Alliance Marketing
7.
8.
9.
10.
11.
12.
13.
14.
15. After the Deal is Made… Foremost Identified Causes of Alliance Failure Percent of All Failed Alliances Adapted from: “Managing Alliance Relationships – Ten Key Corporate Capabilities, Ertel, et. al., 2001
16.
17.
18.
19. Why can’t we all just play nice in the sandbox? ~ Strategic Partner’s Lament
20.
21.
22.
23.
24.
25.
26. Wanting to be a Global Partner of Choice Sales & Marketing Research Development Production
27.
28. Providing Marketing Creativity and Vision One partner says the glass is half empty, The Other say the glass is half full. The Alliance Manager: What is the objective? To Fill the glass? To Empty the glass? Maybe, We’ve Got The Wrong Size Glass?
29. In the end, it’s all about meeting the needs of the patients we serve… Thank you! Be well & be in touch!
Editor's Notes
Slide 6 We are a global organization with a significant presence in North America, Europe, Asia and Australia. This gives us the ability to bring more innovative medicines to more people throughout the world.