What Color is Your Parachute?

Landing a career in Business Development

July 22, 2008

MBC Business Development Committee
Clare Fisher
Christopher de Souza
Brian Fenton
Ashley Stevens
 Panel

Academia: Aaron D. Schwartz

Technology Licensing Officer
MIT Technology Licensing Office

Small Biotech: Maria Grunwald

Director, Business Development
Radius

Big Biotech: Mark de Souza

VP Business Development
Dyax Corp.

Christopher McNulty
Business Development Manager
Genzyme

Consulting Marie Schiller

Partner
Health Advances
2
 Biotech Deals by Year

3
 What is Business Development

Clinical &
R&D Commercial
Regulatory

Biotech Big Pharma

Enter the BD person

Know the organizational Strategic objectives

Search for projects or partners

Evaluate the scientific/commercial attractiveness

Negotiate the deal

Alliance Management
4 4
 The Partnering Process

"Find It" “Get It" “Manage It"

Pursuit of IN-
Transaction
LICENSING Technical & Alliance
Preparation Terms Contract Alliance Implementation and
Opportunities Business Planning and
Negotiation Negotiation Start-Up Value Creation
Case Due Organization
Preparation for Preparation Diligence
Out-Licensing
Opportunities

"Find Them" “Dazzle Them" “Manage Them"

Search & Negotiation Alliance

Evaluation Management
Business Development & Licensing
5 5
 From Ideas to Drugs

Academia

Patents VCs Biotech Co FIPCo

Market

Research Big Pharma

Consulting Contract Orgs

6 6
 Multi-line Function Dependent

Success depends on everyone on the team internally……..

Executive
Management

Project Marketing
Management

Development BD Research

Finance Patents

Legal
7 7
 Academic Technology Transfer

Director

Associate
Accounting Legal
Director

Licensing 900
Associate 800
700
Licensing FTE's
600
Licensing 500
Assistant 400
300
200
100
0
1992 1994 1996 1998 2000 2002 2004
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 Biotech Business Development

Vice
President

Director

Manager

9
 Big Pharmaceutical Companies

Global Head
BD&L
Technology
Technology
&&
Research
Research

Global Head Global Head Global Head

Search Negotiate Alliance
Mgmt.

Disease Disease
Areas Areas Individual
Alliances

Business Business
Units Units

10
 Compensation - Director

Base Bonus Options

Academia $135,000 ------ -----

Start-up $120,000 ++ ++++

Biotech $140,000 +++ +++

Large Pharma $150,000 ++++ ++

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