My Profile   |   Print Page   |   Contact Us   |   Sign In   |   Register
ASAP Blog
Blog Home All Blogs
Welcome to ASAP Blog, the best place to stay current regarding upcoming events, member companies, the latest trends, and leaders in the industry. Blogs are posted at least once a week; members may subscribe to receive notifications when new blogs are posted by clicking the "Subscribe" link above.

 

Search all posts for:   

 

Top tags: alliance management  collaboration  alliances  partnering  alliance  alliance managers  partner  partners  alliance manager  partnerships  ecosystem  The Rhythm of Business  partnership  governance  Jan Twombly  Strategic Alliance Magazine  Eli Lilly and Company  biopharma  Vantage Partners  IoT  ASAP BioPharma Conference  Healthcare  NetApp  strategy  2015 ASAP Global Alliance Summit  Cisco  communication  IBM  innovation  Christine Carberry 

Ben Gomes-Casseres and the Bayer Team Return to the 2016 ASAP BioPharma Conference with an Interactive Roundtable on Creating Alliance Success

Posted By Cynthia B. Hanson, Tuesday, September 6, 2016

One session at last year’s ASAP BioPharma Conference was such a success that Ben Gomes-Casseres, CSAP, DBA, and the Bayer HealthCare team are returning with the same theme in a new interactive roundtable format. Their deep dive on “Making Better Alliances: How Alliance Management, Business Development, and Legal Can Collaborate More Effectively” will delve into how to successful integrate alliance management, business development, and the legal division to improve alliance success rates.  They return to the stage for this year’s ASAP BioPharma Conference Sept. 7-9 “New Faces, Unexpected Places in Partnering: The Foresight to Lead, the Foundation to Succeed” at the Revere Hotel, Boston Common, Boston.

 

An alliance strategy consultant, professor at Brandeis University in Waltham, Mass., and author, Gomes-Casseres will be moderating the session with Bayer award-winning cross-functional team of John A. Calvo, Karen Denton, CA-AM, and Claudia Karnbach problem-solving an alliance management case. Attendees will be participants, too, tackling tricky alliance scenarios with best practices through dynamic peer-to-peer exchanges. I asked Gomes-Casseres a few questions about the impetus for the session.

 

What are the most common reasons for the high failure rate of alliances?

As a community, we have made great strides in alliance management, but we have been myopic. We need to broaden our view so that we can see more clearly the faults in alliance strategy and design that frequently lead to dissolution.

The reason half of all alliances fail can be largely attributed to poor up-front design, which includes: 

  • Choosing the wrong partner
  • Deciding to partner for the wrong reasons
  • Flawed contract terms

Part of the problem is that alliance management is left out of the early decision process. Part of it also is that alliance management, business development, and legal speak different languages and concerns. Making a robust alliance requires effective collaboration between business development, legal, and alliance management. However, this aspect of internal collaboration often receives less attention from alliance managers than the work they perform after the deal is “done.” That’s one component in critical need of change to improve the success rate.

What solutions will you and the Bayer panel be recommending in your session? 

At the 2015 BioPharma Conference last year, I held a session with Bayer Healthcare executives from alliance management, business development, and the legal division that focused on four areas: 

  • How Bayer’s does the “Deal to Alliance” process, which is a way of describing how to pay attention to both alliance strategy and management
  • The importance of involving alliance management early on in the deal
  • The contributions alliance management makes to negotiation and contract terms
  • How combining these elements builds more robust alliances

This year, I invited the same team that provided a session at the BioPharma Conference last year to come back and work in an interactive continuation of that session with participants. We plan to quickly rehash what was covered last year and then do a deep dive into fresh and innovative approaches. We plan to share a case study and explore in open discussion how to solve it. In the process, participants will learn how alliance management can contribute to business development and contracting and the best way to bring the D2A process back to their own companies.

 What is your goal of the session for participants?

 The goal is simple but essential to having a solid alliance. We want to:

  • Make more robust and quicker alliances
  • Resolve the differences of perspective among functions in alliance design
  • Broaden the role of alliance management in the organization

How does your new book Remix Strategy: The Three Laws of Business Combinations, published by Harvard Business Review Press, promote some of these ideas?

 Remix Strategy provides the tools to fix this problem. The solution lies in designing alliances so that they can be governed effectively to create value. I call it the “Deal to Alliance” process, which means paying attention to both alliance strategy and management. For a healthy alliance, it’s critical to integrate the process of designing and implementing alliances along their full lifecycle.

Tags:  alliance management  alliances  ASAP BioPharma Conference  Bayer HealthCare  Ben Gomes-Casseres  business development  Claudia Karnbach  collaboration  John A. Calvo  Karen Denton  Keywords: Remix Strategy  management  patner  strategy 

Share |
PermalinkComments (0)
 

The Benefits of Having the Alliance Manager, Attorney, and Business Developer Coordinated at the Negotiation Table—and Beyond: A Panel Discussion with Bayer HealthCare

Posted By Cynthia Hanson, Friday, September 11, 2015

You’ve assembled a great team and negotiated what seems to be a good deal with a partner. But if you are Bayer HealthCare, before you seal it with your legal teams, what do you need to consider before launching into what might be a 10- or 15-year arrangement?

 

“We’re talking about a process that needs alliance management, legal writing, and business development,” said moderator Ben Gomes-Casseres, CSAP and author, consultant, and professor at Brandeis University. “A mix of disciplines is probably what our message is here today. Claudia’s job is to get the deal, Karen’s is to live the deal, and John’s is to paper it over and make it legal. Three functions that are very important to coordinate,” he added, referring to the three panel members at the  2015 ASAP BioPharma Conference practical how-to session “Making the Link between Alliance Deal and Alliance Life”—Claudia Karnbach, vice president and head of business development and licensing, specialty medicine, Karen Denton, CA-AM, director of alliance management, and John A. Calvo, senior counsel.

 

In the traditional business model of biopharma alliances, a lot of handover and passing of the baton took place after the deal was inked. But companies like Bayer are evolving toward a more integrated approach, Gomes-Casseres said.  “If we can have the same people around the table negotiating and launching the deal, and get the same team doing due diligence and managing the alliance, it all helps with stronger alliance and consistency.” 

 

“You need to look at the deal through the lens of the contract,” added Calvo from the legal perspective. “Do we have mechanisms in the contract, how are we going to deal with lifecycle development? Those are the kinds of things you need to think about early on, because at negotiation, it’s really too late. … Just as we build in a mechanism for joint value, you need to look for disconnects such as if the parties are sharing expenses 50/50, but one party holds the decision-making.”

 

“Building on what John just said, we now have model where the alliance manager is pulled into the deal early,” said Karnbach. “We saw how this would benefit us in renegotiations. We are striving to have very few renegotiations. If you do direct development, at times things are changing quite fast and what you put in the contract is outlived tomorrow. What we have to do is build with transparency, common interest, and common value with the partner.”

 

“I am the main beneficiary here,” observed Denton from her alliance exec’s perspective. “I get a deal that is much more future-proof and manageable. The alliance is much easier to put into place.”

 

“I am the second beneficiary because I don’t have to jump into renegotiation,” added Karnbach. “I can only try to encourage all of you to incorporate this model because it will improve the [long-term] deal you do with other partners.”

 

“There has been a lot of change in mentality among alliance managers and attorneys,” said Denton. “When I first came into alliance management, we sat in different camps. If problems came up in alliance management, alliance managers would see it one way and legal would see it another way. John and I now meet every week—we are in the same tent and work together, to each other’s strength.”

 

Calvo concurs.  “We now discuss alliance issues when they are minor issues, before they blow up.” And one of the key benefits is the continuity: “In the past, everything was so siloed.”

 

But can bringing in the alliance manager at an early stage be disruptive? asked Gomes-Casseres.

 

“You need the consistency of people bringing stability and knowledge, not migration,” answered Karnbach. “Loss of knowledge can be avoided by having a person at the table and living the alliance later on.”

 

Denton recounted a positive partnering experience she had involving a very fast launch with a full team around the table in less than two weeks.

 

“That ability to hit the ground running can be valuable to both the company doing the deal and the partner company as well,” she said. “Listening to the parties’ needs and interests is necessary to structure the deal, but even more important when you start to live the deal. So when you are living the deal, you have to have an eye on the partners’ interests.”

Tags:  2015 ASAP BioPharma Conference  Alliance Deal  Alliance Life  Alliance Manager  Bayer HealthCare  Ben Gomes-Casseres  Brandeis University  Claudia Karnbach  John A. Calvo  Karen Denton  renegotiation 

Share |
PermalinkComments (0)
 

Official ASAP Announcement and Forthcoming Q2 Strategic Alliance Magazine Article Shine the Spotlight on 2015 ASAP Alliance Excellence Award Winners

Posted By Cynthia Hanson, Tuesday, May 12, 2015

Think “rock star teams” with people “aligned and marching in the same direction” working to make significant contributions to society, science, sustainability, and corporate alliance management practices. That would be the winners of the 2015 ASAP Alliance Excellence Awards, which were presented March 3 at the 2015 ASAP Global Alliance Summit, officially announced in an ASAP press release this week, and will be recognized in the soon-to-be-published Q2 issue of Strategic Alliance Magazine. 

The 2015 recipients of the ASAP Alliance Excellence Awards are: 

  • National Grid/Earth Networks for Individual Alliance Excellence
  • The Dow Chemical Company/The Nature Conservancy for Alliance for Corporate Social Responsibility
  • Philips for Innovative Best Alliance Practice with honorable mention to Janssen Pharmaceutical Companies of Johnson & Johnson
  • Takeda Pharmaceuticals for Alliance Program Excellence with honorable mention to Bayer HealthCare
  • ASAP RTP Chapter for the Chapter Excellence Award 

The forthcoming Strategic Alliance Magazine article shares insights from a live Q&A session with the award winners. Moderator Jan Twombly, CSAP, president of The Rhythm of Business, asked recipients about key learnings.  At its core, our project “was about making decisions for all society. It moved us beyond basic philanthropy,” observed Elizabeth Uhlhorn, sustainability program manager at Dow Chemical. Dow and The Nature Conservancy received the Alliance for Corporate Social Responsibility Award for their partnership, which factors the value of nature into business decisions—a crucial step forward in fostering sustainability. 

National Grid won the Individual Alliance Excellence Award, which is given to a company that has excelled in planning, implementation, and results for a single alliance—in this case, with Earth Network’s weather monitoring equipment distributor WeatherBug. Asked what made their efforts awards-winning, “Our alliance delivered twice, first for National Grid to better understand where damage will occur.  Second, with community engagement and stewardship,” responded Eliza Davis, lead program manager, alliance and vendor strategy at National Grid. 

The awards “highlight some of the very best achievements in the industry and require hundreds of hours of work to qualify,” said Michael Leonetti, CSAP, president and CEO of ASAP, while announcing the winners. “There were more applicants this year than ever before,” added co-presenter Annlouise Goodermuth, CSAP, director of alliance management, strategy, science policy, and external innovation at Sanofi. 

To learn more about and from the award winners, don’t miss the forthcoming Q2 issue of Strategic Alliance Magazine—and read the full ASAP press release

Tags:  alliance management  ASAP Alliance Excellence Awards  ASAP RTP Chapter  Bayer HealthCare  Earth Networks  Eliza Davis  Elizabeth Uhlhorn  Janssen Pharmaceutical  National Grid  Philips  Strategic Alliance Magazine  sustainability  Takeda Pharmaceuticals  The Dow Chemical Company  The Nature Conservancy  WeatherBug 

Share |
PermalinkComments (0)
 

ASAP Announces Finalists for 2015 ASAP Alliance Excellence Awards

Posted By John W. DeWitt, Thursday, February 26, 2015

This week ASAP announced the finalists for the ASAP 2015 Alliance Excellence Awards to be presented on Tuesday, March 3, at the 2015 ASAP Global Alliance Summit at the Hyatt Regency in Orlando, Florida.

 

This year, awards will be presented in the categories of Individual Alliance Excellence, Alliance for Corporate Social Responsibility, Innovative Best Alliance Practice, and Alliance Program Excellence. Finalist companies and organizations include Medifast and Medix, National Grid and Earth Networks, Sanofi and ImmunoGen, The Dow Chemical Company and The Nature Conservancy, Novartis and Malaria No More, Janssen Pharmaceutical Companies of Johnson & Johnson, Philips, Bayer HealthCare, and Takeda Pharmaceuticals.

 

“These prestigious awards honor exemplary business collaborations that create innovative organizational models and celebrate achievements in strategic alliance management,” said Michael Leonetti, president and CEO of ASAP, in this week’s ASAP press release. “They applaud progressive leadership and exceptional company-wide performance in major corporations, mid-sized enterprises, start-ups, and public-private initiatives across a diverse array of industries. Collaboration is often a winning strategy in business, and the performance of these partnering finalists proves it’s a valuable strategy for boosting profits and customer satisfaction, increasing new market segment penetration, and having a positive social impact.”

 

Award finalists in each category are selected by the ASAP Alliance Excellence Awards Committee led by committee chair, Annlouise Goodermuth, CSAP, director, alliance management, strategy, science policy and external innovation at Sanofi. Past winners and this year’s finalists all share three key achievements:

 

  • Creativity and out-of-the-box thinking that has evolved the art and science of alliance management
  • Compelling and measurable results
  • General persistence in overcoming obstacles

 

Read the full announcement on PR Web newswire for more details on the finalists and their achievements. And be sure to return to this blog next week for the announcement of the winners!  

Tags:  2015 Alliance Excellence Awards  2015 ASAP Global Alliance Summit  Bayer HealthCare  Earth Networks  ImmunoGen  Janssen Pharmaceutical Companies of Johnson & John  Malaria No More  Medifast  Medix  National Grid  Novartis  Philips  Sanofi  Takeda Pharmaceuticals  The Dow Chemical Company  The Nature Conservancy 

Share |
PermalinkComments (0)
 
For more information email us at info@strategic-alliances.org or call +1-781-562-1630