How to Scan for Healthcare, Biotech and Pharma Acquisition Targets

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How to Scan for Healthcare,
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Jeff Beeny
Biotech and Pharma
Acquisition Targets
A Complimentary Webinar from Aurora WDC
12:00 Noon Eastern /// Wednesday 17 September 2014
~ featuring ~
Derek Johnson

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Jeff Beeny
Jeff Beeny leads strategy and intelligence initiatives including key
customer account development, commercial alliances/partnerships,
and business operations. He has 20+ years of strategy, intelligence and
business development experience driving long-term performance at
companies including PerkinElmer, Cardinal Health, Thermo Fisher
Scientific, EMC Corp., GTE and Gillette.
He holds an MBA Finance/Strategy from Boston College’s Graduate
School of Management, a B.S. Chemistry from Purdue University and is
a strategic advisor for Green Tech America, Inc.
The Intelligence Collaborative is the online learning and networking
community powered by Aurora WDC, our clients, partners and other friends
and dedicated to exploring how to apply intelligence methods to solve real-world
business problems.
Apply for a free 30-day trial membership at http://IntelCollab.com or learn
more about Aurora at http://AuroraWDC.com – see you next time!

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Agenda
► Establish Strategic Priorities with Business Partners
► Create a Universal M&A Target ‘Knowledge-Base’
► Execute Comprehensive Landscape Analysis
► Prioritize and Select Acquisition Targets
► Summary, Q&A and Discussion

5. Project Universe: Market Intelligence for M&A Target Selection
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Key Learning Objectives
► Establish Strategic Priorities with Business Partners
► Create a Universal M&A Target ‘Knowledge-Base’
► Execute Comprehensive Landscape Analysis
► Prioritize and Select Acquisition Targets
Transforming Data into Insight Requires…
universal knowledge-base, standardized processes, and advanced intelligence frameworks

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Project Universe Goals
Project Universe: A strategic framework to identify, define, analyze
and prioritize a list of relevant market opportunities and acquisition targets
GOALS: To strengthen your company’s competitive position and accelerate its
revenue growth through a proactive and calculated acquisition strategy
► Proactively identify and elevate ‘Priority Options’ to take action
► Minimize surprises via ‘chess board’ analysis to evaluate offensive/defensive moves

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Project Universe Strategic Framework
► Identify Strategic Business Priorities
► Create the M&A Target Playbook
 Proactively profile the landscape identifying the attractiveness of all segments and players
► Align and Prioritize Strategic Options
 Actionability (Likelihood of selling)
 Affordability (Valuation Multiples)
 Financial Benefit (Revenues and Profitability)
 Strategic Advantage (Expansion, Diversification, Defensive)

8. Strategic Business Priorities Discussion with Leadership
► Review macro/industry trends and competitor moves (last 12 months)
 Major market trend shifts, M&A/Partnership activities, and leadership changes
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►Identify core business segment priorities
 Product line extensions, channel additions, and geographic expansion
►Consider adjacent market opportunities and potential market reaction

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Create the M&A Target Playbook
Establish a Centralized Profile of the Market Landscape and Players
► Identify and utilize external market research to establish an objective view of the
market landscape and players
Analyze M&A Targets with Insight from Multiple Subject Matter Experts
► Finance Experts (investor relations, FPA, P&L finance, operations)
► Product Experts (product managers, P&L managers, marketing managers/analysts)
► Industry/Geography Experts (industry/regional veterans, colleagues from competitors)
► Customer Experts (sales, sales operations, services, training)
► External Experts (partners, equity research, private equity, incubators, government agencies,
market research firms, industry associations)

10. Align and Prioritize Strategic Options (Acquisition Scorecard)
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Company Actionabilty Affordabilty Acq. Rev.
Acquired
EBITA
Technology
Improvement
Strategic Fit
Geographic
Expansion
Operational
Synergies
New
Markets
Ease of
Integration
Scarcity of
Asset
Company A High Low $$$$ $$$$ +++ + +++ ++ High
Company B Low Low $ $ +++ + ++ +++ Medium
Company C Low High $ $ + + + +++ Low
Company D Medium Medium $$ $$ +++ + + ++ Medium
Company E Low Low $$$ $$$ ++ ++ + ++ Low
Company F Low Low $$$$ $$$$ + ++ Low
Company G High High $ $ ++ + +++ Low
Company H Low Low $ $ + + +++ Low
Company I Low Low $$ $$ + Low
Company J Low Low $$ $$ +++ ++ Low

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Acquisition Target Prioritization - Example

12. Market Intelligence for M&A Target Selection
Transforming Data into Insight Requires…
► Universal knowledge-base
► Standardized processes
► Advanced intelligence frameworks
The Intelligence Collaborative
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13. The Intelligence Collaborative
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Jeff Beeny
Thank you! Now how about a
little Q&A?
Email: jbeeny@yahoo.com
The Intelligence Collaborative is the online learning and networking
community powered by Aurora WDC, our clients, partners and other friends
and dedicated to exploring how to apply intelligence methods to solve real-world
business problems.
Apply for a free 30-day trial membership at http://IntelCollab.com or learn
more about Aurora at http://AuroraWDC.com – see you next time!