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‘You Give Me a Buck, and We Give You Back Three’: Pharma Partnering Leaders Discuss Roles—and the Value of Alliance Management

Posted By Genevieve Fraser, Friday, April 13, 2018
Updated: Wednesday, April 11, 2018

The evolving roles of alliance executives—and capturing the value of the alliance function—were among the many topics that emerged as during the Tuesday, March 27 leadership panel discussion, “Driving Alliance Excellence into the Future,” moderated by Andy Eibling, CSAP, former Covance vice president of alliances, at the ASAP 2018 Global Alliance Summit, “Propelling Partnering for the On-Demand World: New Perspectives + Proven Practices for Collaborative Business,” March 26-28, 2018. Fort Lauderdale, Florida, USA.

 

Pharma executives joining Eibling for the discussion included Casey Capparelli, global product general manager in oncology at Amgen; Nancy Griffin, CA-AM, vice president and head of alliance management, global business development & licensing at Novartis; Mark Noguchi, vice president and global head, alliances and asset management, at Roche; and David S. Thompson, CA-AM, chief alliance officer, Eli Lilly and Company. (Editor’s Note: See the forthcoming April 2018 edition of eSAM Plus for more coverage of this fascinating leadership discussion.)

 

When Eibling threw out the topic of alliance management’s role in acquisitions, mergers, and divestments, and business development and licensing, he noted, “You need to differentiate between a stop and start in terms of divestments. Divestments can be ongoing. Someone in the group manages the ongoing process.”

 

Capparelli: In Amgen that holds true for small acquisitions, but large complex acquisitions need to be managed separately.

 

Thompson: You need to look to someone else to run a large acquisition.

 

Eibling: There’s lots happening in the pharma world today, but will it continue?

 

Thompson: There are more and more partnerships. The trend grows and grows. Today each alliance manager is involved with 20 to 30 alliances. How do you manage ever increasing volume? It’s hard to predict if something will come to fruition.

 

Eibling: Let’s look at the role of the alliance manager, and how it has shifted between project management and alliance management. Alliance management and project management need to be connected at the hip and carve out space through the partnership management team. There are three roles in a partnership management team. The question is who drives those team meetings? Who is accountable? Does the project manager manage the success of the alliance?

 

Thompson: Most M&A integration gets done in 100 days. The work looks the same except it’s compressed. It takes 100 days to swallow an alliance. It’s at a pace you need in an M&A.

 

Capparelli: Deal making is a transactional approach, but building trust generates respect.

 

Griffin: You build an operating model in the core so that you build consistent capabilities.

 

Noguchi: The Roche alliance group is modeled after Lilly. The skill set is there but compressed.

 

Eibling: There’s a shift between deal makers and an alliance manager with a partner. No one understands the dynamics as well as an alliance manager. With ever expanding projects, it’s the alliance manager who understands motivations and how to construct the alliance and M&A deal.

“Let’s look at value,” Eibling said, wrapping up the panel discussion. “How do you capture the value of alliance management? How do you define value?” he asked Thompson.

“Alliances are not efficient but effective,” Thompson asserted.

 

“Fear is a great motivator,” he continued. “I’ve seen too many alliances go out of existence. They focused on relationship management but didn’t expand beyond that to the legal and business risk. That contributed to their demise. They didn’t feel valued in the organization. So, in times of hardship, they’re an easy target to eliminate,” he explained.

 

“We saw it happening and so became open about our model. We measure continuation. We are adjudicated by leadership. It’s valuable to talk about your own contributions. You get the [internal] client you’re supporting to agree based on what they think—what they value or don’t value. Is this a risk reduction or efficiency game? You build to be efficient but it’s the face-to-face that often counts.  As for monetizing the value of alliance management, it’s simple. You give me a buck, and we give you back three.”

Tags:  acquisitions  alliance management  alliance manager  Amgen  Andy Eibling  Casey Capparelli  David S. Thompson  Eli Lilly and Company  leadership  M&A  M&A integration  Mark Noguchi  Nancy Griffin  Novartis  partner  partnerships  Pharma executives  project manager  Roche 

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Finalists and Winners Share the Accolades at Upbeat 2018 Alliance Excellence Awards Ceremony

Posted By Cynthia B. Hanson, Wednesday, March 28, 2018

Celebrating hard work, innovation, generous contributions to society, volunteer time, and other accomplishments, ASAP lauded several companies and partnerships at the 2018 ASAP Alliance Excellence Awards on March 26 during the ASAP Global Alliance Summit, “Propelling Partnering for the On-Demand World: New Perspectives + Proven Practices for Collaborative Business,” in Fort Lauderdale, Florida, USA.

“All of our finalists are winners. They really are” through their thoughtful engagement, documentation, and impressive submissions, said Michael Leonetti, CSAP, president and CEO of ASAP. “It’s so difficult to select” a winner from such an outstanding pool of finalists, he then observed.

Referring to the 20th anniversary of ASAP’s beginnings, Norma Watenpaugh, CSAP, ASAP Advisory Board member and founding principal of Phoenix Consulting Group, provided some history about the first ASAP awards ceremony in 2001 and the evolution of the judging process. An “old-timer” and chair of the Excellence Awards Committee, she joined the judging process in 2003. “Some have been on the committee from the beginning of time, some are new recruits—reading, scoring, and deciding on nominees. They represent different industries,” she explained. What originally started as one lone awards category in 2001 evolved into multiple awards, which were captured at the ceremony by five of nine finalists for their exceptional contributions:

The Alliance Program Excellence Award, presented to organizations instilling the capability to consistently implement and manage alliance portfolios and demonstrate success of those alliances over time, was given to pharmaceutical Amgen for its exceptional biopharma alliance program. Secured by three pillars, the program delineates clear roles and alignment of strategic objectives and value drivers through a partnership; ensures best practice execution on every alliance through an alliance kickoff and playbook; optimizes oversight of Amgen’s alliance portfolio.

The Individual Alliance Excellence Award, presented to a specific alliance for excellence in planning, implementation, and resultseither between two companies or multiple organizationsfor instituting practices, tools, and methodologies in support of successful formation and management, was given to pharmaceutical partners MSD and Julphar for the formation of the DUNES alliance. The alliance serves seven therapeutic areas for six countries in the Middle East and North Africa (MENA) region, a challenging area of the world for business development. “Alliances aren’t business as usual in that part of the world, and MSD-Julphar opened new doors,” commented Watenpaugh when presenting the award.

Two Innovative Best Alliance Practice Awards, presented to a company for individual alliance management tools, functions, methods, or processes that have made an immediate and powerful impact on the organization and/or discipline of alliance management, were given to pharmaceuticals MedImmune and Shire “for their big-picture view in their portfolio of alliances.” The high-impact tool or process used must show results, such as easing management, saving costs, increasing speed, and/or growing revenue. Medimmune received the award for an alliance information management system and dashboard reporting tools that enable widespread visibility of alliance performance in near-real time, including consolidation of alliance data that provides visibility across the organization. Shire received the award for introducing a new best practice for partner crisis to manage stakeholders through a crisis situation. The system was originally developed to help navigate a merger; it has since been tested and validated for several additional applications.

The Alliance for Corporate Social Responsibility Award is presented to companies that demonstrate a profound, measurable, and positive social impact, with the principal objective social impact, not profit—although profit, especially if used to fund program expansion, is not discouraged. This year’s award was given to Cisco Systems and Dimension Data. The companies banded together for their 25-year celebration of alliance success by kicking off 25 projects focused on creating social good, which resulted in a record year for the partnership.

Not to be forgotten for their exceptional contributions, Leonetti also presented several Chapter Excellence Awards to members who have gone above and beyond in volunteer time organizing quality events within a local geography “because they love what they do.” The New England, French, Midwest (honorable mention), and Research Triangle Park chapters received awards for their use of best practices, development of relationships in the community, strong commitment, exceptional programming, and an array of additional contributions. Leonetti then extended special thanks to Becky Lockwood, CSAP, leader of the ASAP Chapter Presidents Council, for her leadership in organizing and keeping the chapter work effectively and smoothly flowing. 

Tags:  2018 ASAP Alliance Excellence Awards  Amgen  biopharma alliance program  Cisco Systems  collaboration  dashboard  Dimension Data  DUNES alliance  Julphar  MedImmune  MSD  partnership  Shire 

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2018 ASAP Global Alliance Summit To Provide New Business Perspectives and Proven Leadership Practices

Posted By John W. DeWitt and Cynthia Hansen, Tuesday, December 19, 2017

Some 50-plus seasoned alliance managers and business insiders to share their know-how and valuable content in the form of sessions, workshops, talks, and panel discussions from 35-plus leading companies, educational institutions, and consultancies

The Association of Strategic Alliance Professionals (ASAP), an international association dedicated to the leadership and practice of alliance management, partnering, and business collaboration, announced the theme for the 2018 Global Alliance Summit: “Propelling Partnering for the On-Demand World: New Perspectives + Proven Practices for Collaborative Business,” to be held March 26-28 in Fort Lauderdale, Florida, USA. The largest international management education opportunity of its kind, participants have access to the latest trends in the profession from a range of leading industry thought leaders providing groundbreaking talks, practical workshops, and cutting-edge sessions.

The 2018 Summit particularly emphasizes programming for veteran alliance mangers that focuses on how to apply leading edge practices and seasoned know- how at a time of considerable change with increasing multi-industry partnering. The thought leaders representing numerous industry verticals will include influential c-level and senior executives from Fortune 100 and 500 companies.

The Summit will provide a rich mix of:

  • Fifty-plus facilitators, speakers, and panelists representing 35-plus industry-leading companies, educational institutions, and consultancies
  • Twenty-eight education sessions and in-conference workshops
  • Ten-plus hours of business development and networking opportunities
  • Eight different in-conference tracks
  • Six pre-conference workshops
  • A biopharma leadership panel session
  • The renowned ASAP Alliance Excellence Awards ceremony
  • Ample networking opportunities and an engaging roundtable session

Strong international participation in past Summits has created a diverse, global, cross-cultural climate with 25 percent attendance from countries such as Australia, Belgium, Brazil, Canada, China, Denmark, Finland, France, Germany, India, Ireland, Italy, Japan, Mexico, Netherlands, New Zealand, Norway, Poland, Russia, Saudi Arabia, Singapore, Spain, Sweden, Switzerland, and the United Kingdom.

The Summit is offering intensive leadership-related pre-conference workshops Monday, March 26, on topics such as ASAP’s newly launched in-house TE-AM Training, another on overcoming obstacles and conflict, leveraging the new ISO 44001 Collaborative Business Relationship Management Standard, Game Theory in strategic decision making and negotiations, Alliance Management 201 as a follow-up to the 101 session, and CA-AM exam preparation.

The event will start off Tuesday, March 27, with a timely keynote address by tech insider Tim Minahan, senior vice president of business strategy and chief marketing officer at Citrix. A leader in global marketing strategy and operations, he is responsible for securely deliver the world's most important apps and data. A tech eclectic, Minahan has served in a broad range of business leadership roles at leading enterprise software, cloud, and services firms. He is particularly adept at defining new markets and positioning companies to own them. He previously spearheaded SAP's successful transition to the cloud as CMO of the company's cloud and line-of-business unit. He joined SAP when the company acquired Ariba, where he was Ariba’s global CMO and senior vice president of business network strategy where he led the commercial strategy for the Ariba Network, the world's largest and most global business network. He also oversaw the design and execution of go-to-market programs and marketing initiatives to fuel Ariba’s growth as a leading cloud company. 

Before the day’s close, attendees will be privy to the winners of the ASAP Alliance Excellence Awards, a big favorite as companies are honored for their alliance capabilities in specific categories. The Summit will also highlight four scheduled plenaries from top-level speakers: two from pharma companies, including Mark Noguchi, Roche’s VP and global head of alliances and asset management and Lucinda Warren, VP, business development, neuroscience at Johnson & Johnson Innovation; two from high tech companies, including Russ Cobb, global VP of alliances and channels at SAS and Wayne Usie, senior vice president & chief market development officer at JDA Software. The remainder of the Summit will include a wide variety of sessions in eight different tracks that are geared toward enhancing alliance performance, such as the life sciences, tech, and leadership. The Summit will be strongly weighted toward higher-level alliance education, such as how to think strategically and how to drive collaborative leadership throughout an organization. A new, particularly strong leadership panel session will be comprised of biopharma executives David Thompson, CA-AM, CAO at Eli Lilly and Company; Mark Noguchi, VP and global head of alliances and asset management at Roche; Casey Caperelli, head of alliance and integration management at Amgen; Nancy Griffin, CA-AM, VP of alliances with Novartis.

Attendees can expect to receive strong content from recurring Summit rainmakers, such as:

  • Ben Gomes-Casseres, CSAP, Brandeis University and author of Remix Strategy partnered with Greg McGahan, PwC deals partner and alliances/joint venture practice leader, in their session “Alliances in Corporate Development: Back to the Future?”  
  • Stuart Kliman, a partner and head of alliance management practice at Vantage Partners with “Realizing the Value of Non-Traditional Partnerships in Pharma/Biotech and Technology”
  • Jan Twombly, CSAP, president, The Rhythm of Business, and Jeff Shuman, CSAP, principal, The Rhythm of Business, and professor of management, Bentley University with “Joint Development of Complex Solutions Requires Extreme Partnering”  
  • Joe Schramm, vice president strategic alliances, BeyondTrust, and Morgan Wheaton, senior director, global partner alliances & channels, JDA Software with Partnering with Change in a World of Ongoing Disruption”
  • Dr. Ard-Pieter de Man, CSAP, School of Business and Economics, Vrije Universiteit Amsterdam with “Building Your Collaborative Business Model”

Additionally, a mix of sessions will be providing strategic perspectives and management insights in a range of industries, such as:

  • “Architecting for Transformation: The Next Generation Partner Ecosystem,” by Russ Cobb, global vice president alliances and channels, SAS Institute, and Norma Watenpaugh, CSAP, founding principal, Phoenix Consulting Group
  • “How to Optimize Value and Gracefully End Alliance Relationships,” by Jeff Hurley, CA-AM, alliance management director, Eli Lilly and Company, and Ron McRae, CSAP, director of alliance management, Janssen Biotech
  • “Alliance Management: A Growing, Enterprise-wide Activity,” by Karen Denton, CA-AM, alliance management director, BD&L alliance management, Bayer Pharmaceuticals, and Christoph Huwe, CA-AM, PhD, strategic alliance manager therapeutics, global external innovation & alliances, Bayer Pharmaceuticals
  • “Centralized vs. Decentralized Alliance Organizations: How to Survive and Thrive in Both Ecosystems!”, by Tony DeSpirito, CSAP, vice president/general manager of operation services, Schneider Electric, and Scott San Antonio, CA-AM, global director for IoT and edge compute alliances, Schneider Electric

This is a representative selection of what’s on the docket. For more information about the Summit keynote, agenda, sessions, workshops, and other programming, go to: http://asapsummit.org/.

Tags:  Amgen  Bayer  Casey Caperelli  Cindy Warren  Citrix  Eli Lilly and Company  Janssen Biotech  Jeff Hurley  Joe Schramm  Johnson and Johnson Innovation  Karen Denton  Mark Noguchi  Nancy Griffin  Novartis  Roche  Ron McRae  Russ Cobb  SAS Institute  Schneider Electric  Tim Minahan  Tony DeSpirito  Wayne Usie 

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