The Value of Alliance Management

Facilitators: 

David Thompson, CSAP

Vice President, Global Head of Alliance Management | BeiGene

Kimberly E. Koch, CA-AM

Senior Director, Alliance Management and Corporate Business Development | Eli Lilly and Company

Vickie Dalton, PsyD, HSPP

Forensically trained and clinical psychologist

This workshop offers exposure to experience, learnings, and insights from Eli Lilly and Company’s Office of Alliance Management. The course revisits alliance fundamentals and gives attendees the basic vocabulary to understand the course’s content. It then goes on to explore how to predict where alliance problems are most likely to occur by using a close understanding of the alliance contract. The course then shifts into ways alliance managers can demonstrate their value to the organization using metrics that address the specific needs of the alliance managers’ “clients”—both in their own organization and in those of their alliance partners.

Using an Obelisk and Shadow Model (OSM) to understand contractual nuances, attendees will develop a greater awareness of how an alliance connects back to the parent companies. These critical connections can also become bottlenecks, as most employees of the parent companies do not work directly on the alliance. Yet some of them will be critical to its success.

This workshop will feature a business case about using contracts to:

• Predict value inflection points
• Identify potential inefficiencies
• Determine potential risks

The workshop will also share:

• Tools and techniques for measuring results
• Tips on how to communicate the value of alliance management efforts

Who should attend:

• Seasoned alliance management professionals regardless of industry
• Alliance professionals who are in a position to influence contract design and metrics
• Individuals who are the sole alliance professionals at their organizations
• Leaders within a company’s alliance management group or those who desire to become department leaders

Why you should attend:

• Course Objective: Each of these courses focuses on creating the maximum value for an alliance and the alliance manager.
• Eli Lilly and Company: Lilly is a recognized leader in alliance management and has developed an open-source system of alliance management that is widely used in both the pharmaceutical industry and non-pharma industries. This open-source approach creates an environment highly conducive to alliance success.
• Faculty: Each class is taught by a team of teachers that includes experienced alliance managers from Lilly and other companies, a forensically and clinically trained psychologist, and other experienced guest lecturers based on their availability.
• Approach: The interactive course allows time for networking via working on in-class case studies and other group projects.
• Overall Program: The four current classes, and the in-development fifth class, are designed to be taken in any order and give the attendees the necessary tools to return to their own alliances better able to create value for their respective companies.
• Results: At the end of the course, class participant survey ratings for each course are consistently high. A large number of participants return to participate in other similar workshops.