Whether seeking a partnership with another company to obtain funds, or looking to advance a drug candidate or technology, organizations need to present opportunities as attractively as possible to persuade potential partners. No matter the form of the presentation, the audience must quickly understand the answer to their primary question, “What’s in it for me?” If they can’t see what’s in it for them, they’ll stop paying attention.
Throughout this paper, Linda reviews:
- The partnering process
- Key questions to answer
- Type of presentations and what should be in each
- Organization and style tips
About the Author
Linda M. Pullan, Ph.D. offers biotech and pharmaceutical companies consulting in all aspects of partnering through Pullan Consulting (www.pullanconsulting.com). Linda has a Ph.D. in Biochemistry and a B.S. in Chemistry. Linda has more than 20 years of drug industry experience, beginning in drug discovery at Monsanto/Searle/now Pfizer and ICI/Zeneca/now AstraZeneca. After doing licensing at what is now AstraZeneca, Dr. Pullan continued as head of oncology and hematology licensing for Amgen. She then joined Kosan Biosciences as VP of Business Development and experienced all the tasks of out-licensing and business development in a small company. For several years, she has been providing companies help in identification, evaluation, valuation, negotiation and strategy for partnering in or out. She has an extensive deal sheet ranging from company acquisitions to Phase III compounds and from preclinical candidates to technologies, with both in- and out-licensing. She writes a free monthly newsletter Pullan's Pieces, with tidbits of science and business for about 3,600 readers. Interested readers may sign up by sending an email to firstname.lastname@example.org.