課程代號:5623080001
BD&L TRAINING COURSE_BUSINESS DEVELOPMENT ESSENTIALS
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.
課程型態/ 實體課程
上課地址/ 台北國際會議中心_3F南軒 (110台北市信義區信義路五段1號_3F)
時  數/20 小時
起迄日期/2023/10/04 ~ 2023/10/06
聯絡資訊/林慧琪   03-5743977
報名截止
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

 

TIME

TOPIC

SPEAKER

Wed. October 4, 2023 (DAY 1)

08:40~09:00

Registration

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

12:00~13:30

Lunch

13:30~17:00

 

(15-minute

coffee break

in the middle)

       Pharma needs: Presentations from Big Pharma + Q&A

Matthew Sheroff * & Charleen Nien *

       Due Diligence

William Vickery *

       Introduction to benchmarking and business case

Frank Grams

       Business case/valuation training

Patrik Frei *

17:00~17:30

Q&A

Thu. October 5, 2023 (DAY 2)

08:40~09:00

Check-in

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

12:00~13:15

Lunch

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

17:00~17:30

Q&A

Fri. October 6, 2023 (DAY 3)

08:40~09:00

Check-in

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

11:00~12:00

       Company Demo Presentation ( Partex: AI Enabling in R&D)

Frank Grams

12:00~13:15

Lunch

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

15:15~15:30

Final Q&A

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).

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

 

原價

早鳥優惠

團體報名

$ 12,000/

10,000/

10,000/

2023/8/31完成報名及繳費

同單位 2 人(含以上)

  • 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。

  • 繳款後請保留交易明細單據,俾利爾後核對帳務用。

  • 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

  • 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。

  • 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。

  • 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。

  • 為尊重講師之智慧財產權益,無法提供課程講義電子檔。

  • 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。

  • 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