Strategically Planning the Deal

July 16, 200710:30am
Pharma and Biotech Collaborative Mark Francisco, CA
Structuring, Negotiating and Managing Win-Win
Pharma and Biotech Collaborative Agreements
Allocating Risk, Responsibilities & Rewards in In-Licensing, Co-Development & Co-Promotion Deals

Monday, July 16, 2007 to Tuesday, July 17, 2007

9:30 Strategically Planning the Deal


Larry Kahn
Vice President, Business Development
InterMune Inc.
(Brisbane, CA)

Patricia Kavee Melick
Wiggin & Dana LLP
(Stamford, CT)

  • Choosing the right partner - evaluating compatibility of corporate cultures and each company's goals
  • Assessing needs and strengths: What is your company's business model?
    • understanding your business's unique selling proposition before soliciting a deal
    • making your company look more attractive
  • Getting to the heart of the reasons behind the deal
  • Selecting the appropriate deal structure
    • straight licensing
    • assessing the real value v. the perceived value of a co-promotion deal
    • co-development
  • Developing strategies for maintaining the scope of rights and exclusivity in the collaboration
    • different methods for deciding when exclusivity kicks in