3 day Masterclass

Pharma Alliances


An essential guide to pharma partner selection and the negotiation of deal terms.

The three day course in Pharma Alliances will take a broad and comprehensive view of partnering as a major factor in business development. It examines the part played by a range of players (large pharma, emerging pharma, biotech, CROs, academia and NGOs) and will provide an essential guide to partner selection and the negotiation of deal terms.

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learn in depth

Understand the strategic imperative for partnering

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expand your knowledge

Learn how alliance partnerships are formed and operated

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gain strategic advantage

Acquire the best tools and techniques for effective alliance management


Managing an established partnership is given full coverage with an in-depth analysis of critical success factors and a practical approach to the resolution of the most commonly arising issues.

The skills that this 3 day masterclass is looking to enhance includes: an understanding of the imperative for companies to enter partnerships, a structured approach to the negotiation of realistic deals, and an appreciation of the intellectual property and contact law underlying these commercial relationships. In addition, the ability to deal with the most common issues that occur in partnership management will be greatly enhanced.

In just 3 days you will:

  • Explore the strategic imperative for companies to engage in partnering activities to enhance their pipelines, products and market access
  • Learn how to plan for partnering and select and approach the right partner
  • Discover through case studies of recent deals how partnerships between Pharma, Biotech, CRO’s and public sector bodies work for all parties
  • Learn how contracts are structured and master the purpose and meaning of common clauses
  • Examine the rationale for alliance management and what qualities make a good alliance manager
  • Learn how partnerships follow a lifecycle with predictable issues at each stage
  • Examine critical issues in alliance management and how to deal with them
  • Understand the available tools for partnership management

Organisations that will benefit:

  • Pharmaceutical Companies
  • Biotech Companies
  • Banks & Investors
  • Pharma Suppliers
  • Contract Research Organisations
  • Contract Manufacturing Organisations
  • Law Firms
  • Government & Regulators

Who will attend:

  • C-Level Executives: CEO, CFO, COO
  • Senior/Middle Managers
  • Partnership/Alliance Managers
  • Investor Relations
  • Accountants
  • Procurement & Sourcing

Course Agenda

  • The Big Picture
  • Speed Networking
  • Course Introduction
  • Pharmaceutical Alliances: Key Facts and Figures
  • The Alliance Imperative
  • Workshop: Alliances vs. M&A
  • Case Study Pharma - Biotech Partnerships
  • Strategic Planning
  • Partner Selection
  • Intellectual Property
  • Understanding the Deal Terms
  • Workshop: Structuring a Deal
  • The Contract
  • Case study: Pharma-Public Body Partnerships
  • Negotiation of Alliance Deals
  • Workshop: Negotiation
  • Case study: Pharma – CRO RiskSharing Partnerships
  • The Major Pillars Supporting Interactions between Alliance Partners
  • The Role of Alliance Management
  • Workshop: The Alliance Manager– Examining the key roles and the qualities of a good alliance manager
  • Alliance Lifecycle
  • Workshop: Critical Issues in Alliance Management
  • Critical Success Factors
  • Measuring Alliance Performance and Alliance Health
  • Game over
  • Case study: Taking actions to improve Health and Performance Open discussion
  • Wrap

For further information please call: +44 (0)207 092 1045

  • “An intensive course, with real life instructive experience!”

    - Head of life science Alliances of Roche, Past Delegate

  • “Absolutely brilliant! So fun and knowledgeable, very engaging, easily changes the course as questions arose. 11 stars out of 10!”

    - Mrs Suvanto, Key Account Manager, Contract Manufacturing, Orion


We can come to you too! If you have a team of six or more, why not hold a private course? Our experts come to you and the course is tailored to your requirements.

Call +44 (0)20 7092 1045 (United Kingdom)
or emma-jane.dinan@terrapinn.com (Asia Pacific)
for more details


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