2 day Masterclass

Biotech Negotiation & Deal Closing


Gain Interactive, hands-on experience in preparing and negotiating deals in biotech.

The 2 Day Masterclass in Biotech Negotiating and Deal Closing is an interactive course focused on building discount cash flow models and using these effectively in deal negotiations with Big Pharma.

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expand your knowledge

Discover how to build a discount cash flow model

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develop new skills

Learn how to use a discount cash flow model in licensing discussions

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gain strategic advantage

Gain confidence in negotiating commercial terms


This course is ideal for the biotech leaders of the future and in particular those individuals involved in, or planning to be involved in, deal negotiations. 
This two-day training course will help you to gain a thorough understanding of building discount cash flow models, applying NPV to determine deal terms, and using these to negotiate and close a deal.

In just 2 days you will:

  • Learn more about business development and licensing strategies
  • Learn how to build a discounted cash flow (DCF) model
  • Gain confidence in using your DCF model to determine deal terms
  • Master the principles of negotiating a deal with Big Pharma

Organisations that will benefit:

  • Biotech Companies
  • Pharmaceutical Companies
  • Consultants & Advisors
  • Banks & Investors
  • Service Providers
  • Law Firms

Who will attend:

  • C-Level Executives: CEO, CFO, COO
  • Vice President
  • Commercial Directors
  • Business Development & Sales
  • Business Unit Heads
  • Marketing
  • Licensing
  • Negotiation
  • Investor Relations
  • Strategic Planning
  • In-House Legal Counsel

Course Agenda

  • The Big Picture
  • Speed Networking
  • Ten-minute presentations – background, current roles, goals for the course
  • Current status of the biopharmaceutical industry
  • Individual Exercise
  • Business development strategy
  • Team Exercise
  • Licensing Strategy
  • Team Exercise
  • Case Study
  • Negotiating Strategy 1
  • Team Exercise & Case Study
  • Negotiating Strategy 2
  • Team Exercise & Case Study
  • After the deal - alliance management strategy
  • Team Exercise: Role-playing Negotiations
  • Negotiations Round One – Opening Gambit by Biotech
  • Negotiations Round Two - Response from Big Pharma
  • Negotiations Round Three - Closing The Deal
  • Wrap Up

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

  • “The depth and knowledge of my trainer was extremely impressive. In 3 days I have had, without a doubt, a masterclass on the industry. Truly world class.”

    - Gordon Dowall Potter, Past Delegate

  • “Well worth 3 days of study!”

    - Syed Hamza, Past Delegate

  • “The training was excellent! I give it a 10 and will get my trainer's support for my next challenges.”

    - Head of Partnerships & Customer Loyalty at Avis Budget, Past Delegate

  • “Extremely constructive course with a very good dynamic and passionate trainer.”

    - Managing Director at BNP Paribas, Past Delegate

  • “Impressive and cooperative trainer who wanted to make sure the delegates understood.”

    - Budgeting, Planning & Reporting Manager, Past Delegate


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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