The Secret to Alliance Success


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Successful partnerships involve more than just signing a contract. Bringing drugs to market and then marketing those products more than ever hinges on how well alliances are managed rom a strategic, operational, and organizational standpoint.
Strategic alliances are increasing among pharma and biotech companies. Diminished pipelines and increasing financial pressures have forced pharmaceutical companies to seek alternative avenues to sustain revenue growth and gain competitive advantage.
According to McKinsey & Co., of today’s top 25 drugs, 12 were discovered or developed by companies other than the ones that launched them. According to a recent survey, the trend is likely to continue. In some top organizations, more than 25% of revenue comes from products brought in from elsewhere, according to a recent report by Cutting Edge Information.
Industry experts interviewed by PharmaVOICE also say there are more early stage deals — Phase I and preclinical — indicating that pharma companies are willing to delve earlier into the pipeline and do things that historically they haven’t done.
Another trend is that the level of alliance management is becoming more sophisticated. Industry leaders say anywhere from one-third to…

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The Alliance Managers
Christophe Degois. Senior Director, Global Alliances and Operations, Genentech Inc., South San Francisco, Calif.; Genentech is among the world’s leading biotech companies, with multiple protein-based products on the market for serious or life-threatening medical conditions and more than 30 projects in the pipeline. For more information, visit
Allen Downs. Executive Director, License and Business Development, Purdue Pharma L.P., Stamford, Conn.; Purdue is known for its pioneering research on a principal cause of human suffering: chronic pain. For more information, visit
Jeffrey R. Harder. Chair of the Biotechnology Practice, Winstead Sechrest & Minick, The Woodlands, Texas; Winstead Sechrest & Minick is among the largest business law firms in Texas with more than 300 attorneys and 29 practice areas. For more information, visit
David McCamey. Associate Director, Alliance Management, HR, Procter & Gamble Pharmaceuticals, Mason, Ohio; P&G has one of the largest and strongest portfolios of trusted, quality brands. For more information, visit
James Murphy. Senior VP, Finance and Administration, and Chief Financial Officer, Immunicon Corp.; Huntingdon Valley, Pa.; Immunicon is engaged in the development and commercialization of highly specialized human diagnostic products, pharmaceutical-development tools, and life-sciences research tools. For more information, visit
Anna Protopapas. VP of Corporate Development, Millennium Pharmaceuticals Inc., Cambridge, Mass.; Millennium, a leading biopharmaceutical company, has research, development, and commercialization activities focused in three therapeutic areas: oncology, cardiovascular, and inflammation. For more information, visit
Charlene M. Prounis. Executive VP and Chief Marketing Officer, Corbett Accel Healthcare Group, New York; Corbett Accel is one of the largest healthcare communications firms and is a member of Omnicom Group Inc. For more information, visit
Robert P. Schmid. Director of Alliance Management, Eli Lilly and Co., Indianapolis; Lilly is developing a growing portfolio of first-in-class and best-in-class pharmaceutical products by applying the latest research from its own worldwide laboratories and fromcollaborations with eminent scientific organizations. For more information, visit
Ashish Singh. Partner, Bain & Co., New York; Bain is one of the world’s leading global business consulting firms, serving clients across six continents. For more information, visit
Ronald C. Trahan. President and CEO, Ronald Trahan Associates Inc., Norwood, Mass.; Ronald Trahan Associates is an independent, full-service public-relations and investor-relations firm, with business focused on serving the life-sciences industry. For more information, visit
Brianne Weingarten. Senior Director of Alliance Management, Purdue Pharma L.P., Stamford, Conn.; Purdue is known for its pioneering research on a principal cause of human suffering: chronic pain. For more information, visit
Seth Yakatan. Chairman, Managing Partner, Katan Associates International, Hermosa Beach, Calif.; Katan Associates is a globally based advisory services organization that provides a variety of integrated and interdisciplinary business and financial services to developing knowledge-based growth and biotechnology companies. For more information, visit