課程介紹
This course is an introduction to the overall partnering process from preparing for the first contact to the end of contract. We will discuss different types of deals, how to prepare presentations, how to find the right people to present them to and how to get awareness of your product/technology. We have invited experts from Big Pharma to talk about their specific needs and criteria. Furthermore, we will have experts that focus on Due Diligence and the valuation of a project. Exercises on non-confidential presentation, analyzing contracts, and negotiations will be part of the program. Also, we will cover post-deal activities as well as the termination of the deal. The program will cover all key elements necessary to provide an industry beginner with a good understanding of the different steps, but also will include deep dives to strengthen the skills of the advanced Business Developer.
Participants can benefit from the keynote speaker’s 20+ years of experience in the industry as well as expert contributions to specific topics.
課程對象
生技新藥與新創公司對商業拓展有興趣者
講師簡介
KEYNOTE SPEAKER (on-site)：
FRANK GRAMS, CCO, PARTEX NV
Dr. Frank Grams is former SVP of Global Head Alliance Management and Head BD (Europe) at Everest Medicines, former VP of Alliance Management at Sanofi, and former Executive Director of Pharma Partnering at Roche as part of both Asian and European branches.
OTHER SPEAKERS (on-line):
William Vickery, Due Diligence Director, Servier
- TOPIC: Due Diligence
Patrik Frei, Founder & CEO, Venture Valuation
- TOPIC: Business case/valuation training
Matt Sheroff, Head of New Business Development, Janssen Asia Pacific
- TOPIC: Pharma needs
Charleen Nien, Business Development Project Leader, Roche
- TOPIC: Pharma needs
講師資料詳見下方附件
課程大綱
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TIME |
TOPIC |
SPEAKER |
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Wed. October 4, 2023 (DAY 1) |
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08:40~09:00 |
Registration |
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09:00~12:00
(15-minute coffee break in the middle) |
• Introduction • The partnering process • Different deal types • Differences between in- and out-licensing • Competitive Intelligence and case preparation • Outreach for in- and out-licensing • BD job profile (hiring, skills) • Key messages and different ways to build credibility • The non-confidential slide deck • CDA & MTA • TPP |
Frank Grams |
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12:00~13:30 |
Lunch |
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13:30~17:00
(15-minute coffee break in the middle) |
• Pharma needs: Presentations from Big Pharma + Q&A |
Matthew Sheroff * & Charleen Nien * |
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• Due Diligence |
William Vickery * |
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• Introduction to benchmarking and business case |
Frank Grams |
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• Business case/valuation training |
Patrik Frei * |
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17:00~17:30 |
Q&A |
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Thu. October 5, 2023 (DAY 2) |
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08:40~09:00 |
Check-in |
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09:00~12:00
(15-minute coffee break in the middle) |
• Confidential deck: Content, format, where/ who/ whom to present ) • Interactions between Confidential deck presentation and decision to go into deal negotiations and/or due diligence • Decision impact through AI • Term sheet: Content, document format, binding/non-binding elements, format of negotiation ) • Negotiation • Negotiation preparation • Introduction to contract case studies |
Frank Grams |
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12:00~13:15 |
Lunch |
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13:15~17:00
(15-minute coffee break in the middle) |
• Negotiation exercise • Discussion on learnings from negotiation exercise • Discussion on contract case studies • Contract reviews and learnings • Specific clauses found in final contracts • M&A • Approval processes, HSR, deal publications, and impact |
Frank Grams |
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17:00~17:30 |
Q&A |
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Fri. October 6, 2023 (DAY 3) |
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08:40~09:00 |
Check-in |
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09:00~11:00
(15-minute coffee break in the middle) |
• Alliance Management • The importance of Alliance Management • Building an Alliance Management organization • Alliance Management versus BD • Governance • Dispute resolution • Termination |
Frank Grams |
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11:00~12:00 |
• Company Demo Presentation ( Partex: AI Enabling in R&D) |
Frank Grams |
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12:00~13:15 |
Lunch |
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13:15~15:15 |
• Exercises on non-confidential slide deck (Note: Please bring your own case of 11-13 slides for a 20-minute presentation. A few (3-4 cases) will be selected, presented, and discussed.) * |
Frank Grams |
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15:15~15:30 |
Final Q&A |
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Note: schedule and speakers are subject to change. (Last updated Aug 21. 2023) *In Day 1 afternoon, William Vickery, Patrik Frei, Matt Sheroff and Charleen Nien will give online presentations on specific topics of Due Diligence, Business case/valuation training and Pharma needs, respectively. *In Day 3 afternoon, In the event that some companies are not selected to present during the exercise period, they may deliver their presentations after the Final Q&A session (after 15:30). |
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結訓與認證
全程參與課程（課前簽到、中午簽到、課後簽退）並完成滿意度問卷，核發「訓練證明」。
課程費用
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原價 |
早鳥優惠 |
團體報名 |
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$ 12,000元/人 |
＄10,000元/人 |
＄10,000元/人 |
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2023/8/31前完成報名及繳費 |
同單位 2 人（含以上） |
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學員完成網路報名，系統將提供一組虛擬帳號，此帳號僅供本活動轉帳使用，各別學員轉帳請使用不同轉帳帳號。
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繳款後請保留交易明細單據，俾利爾後核對帳務用。
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名額有限，欲報從速！如線上報名已額滿，請來信聯絡林經理（HuichiLin@itri.org.tw），排入候補名單，若有名額將另行通知。
注意事項
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為確保您的上課權益，報名後3日內若未收到任何回覆，請來電洽詢方完成報名。
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若報名者不克參加者，可指派其他人參加，並於開課前3日通知。
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因課前教材、講義及餐點之準備，若您不克前來須取消報名，請於開課前3日以E-mail或電話通知主辦單位聯絡人確認申請退費事宜。
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為尊重講師之智慧財產權益，無法提供課程講義電子檔。
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為配合講師時間或臨時突發事件，主辦單位有調整日期或更換講師之權利。
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因應中央疫情防疫規定，本場次課程將以「實體舉辦」為主，後續將視中央疫情規定保留調整為「線上辦理」之權利，實際上課資訊請依上課通知為準。
聯絡窗口
課程聯絡窗口
- 邱副理 choya.ylchiu@itri.org.tw 03-5732591
報名聯絡窗口
- 林經理 HuichiLin@itri.org.tw 03-5743977
- 梁小姐 CYLiang@itri.org.tw 03-5743947
附件
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