PARTNERSHIP MANAGEMENT
Partnership Management
CREATING PARTNERSHIPS TO SUCCEED IN THE INNOVATION CHALLENGES
Life Science companies are developing innovative solutions in an increasingly complex environment throughout the healthcare product value chain. Relevant and high value-added partnerships can overcome the challenges of this complexity.
A NETWORK OF PARTNERS TO MANAGE GROWING COMPLEXITIES
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In the Development phase, it is essential to build a strong Health Care Professionals (HCP) / Health Care Organization (HCO) network for clinical development, associated with the most relevant Contract Research Organizations (CROs). The digital is key to support network organizations, as well partnerships with Contract Development and Manufacturing Organizations (CDMOs) to support a progressive industrialization.
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To prepare and drive the commercialization of innovative products, it is important to address the new patient behaviors, complementary to the products or services intended for patients. At the same time, setting up a CMO and Distribution network tailored to the market's supply strategy will secure the company's industrial capacity as a high value-added asset.
In the context of a sharp increase in complexity, Life Sciences companies can no longer acquire all the skills and know-how required throughout the entire value chain.
The ability to establish sustainable and coherent strategic partnerships is therefore becoming an essential condition for any company in this sector.
Thus, it is relevant to build the main streams of partnership:
• HCPs and HCOs
• CROs
• Outsourcing & CDMOs management
• Logistics partners : Third/Fourth Party Logistics (3PL, 4PL)
• Commercial partners
• Governments and related organizations
• Co-development partnerships
THE ART OF TEAMWORK
Mastering the entire process is the key to successfully implement strategic partnerships.
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> Licensing-in/out vs. In-house development (research and commercialization)
> Make vs Buy vs Acquisition (Clinical and Commercialization phases)
> Distribution strategy
> Product/service Life Cycle Management strategy
> Geographic Footprint
Set-up of the global strategy and partnerships, according to current and future positioning
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> Identification phase of potential partners
> Definition and alignment phase on key selection criteria
> Due Diligence
> Final decision
Identification and selection of the partner best suited to the strategic objective
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> Search for solutions to increase the overall value
> Negotiation of the main elements ("term sheets")
> Development of contracts (Service Agreements, Supply Agreements)
Negotiation and partnership contracting
> Establishment of the partnership's governance
> Cross-functional integration of partners (teams, processes, information systems)
> Periodic review of contract commitments
> Performance management and continuous improvement
Operational management partnerships and their follow-up
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PROMOTING PARTNERSHIPS
TO ADDRESS LIFE SCIENCES CHALLENGES
The Life Sciences industry is undergoing a real revolution at all levels:
• New public health challenges: epidemic, aging population
• New innovative therapies : messenger RNA, cell and gene therapy, radiotherapy, nanomedicine, robotics
• Digital revolution
• New patient-centered approaches
The strong partnerships are becoming essential due to social, medical, economical or regulatory requirements, across the large companies and a growing biotech ecosystem. The emergence of smaller, very agile and talented structures is visible, but without a critical mass, as demonstrated recently for Covid vaccines.
To meet new challenges, effectively pooling internal and partner expertise is essential
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Emerging Biotech develop products and services in an increasingly complex medical strategy environment, at the heart of a globalized supply chain. As such, it is essential to maintain the company's know-how and knowledge internally. The set up of the relevant industrial, medical, logistical, regulatory and commercial partnerships is crucial to maximize quickly the benefit on patients on the widest market.
Discover our know-how in Biotechnology
THE PATIENT AT THE CENTER
OF THERAPEUTIC INNOVATION
The patient, its socio-economic characteristics, and its access level to medical information, or even his medical information, are key for a clear therapeutic/preventive offer. Patients access to 100% digital solutions, even combined with rapid tests are a reality to control their health. Their dietary and lifestyle habits are evolving in this way. This trend is even accentuated in areas with poor medical presence where these new solutions are the only countermeasures.
On the one hand, large market mature products are engaged in a fierce marketing battle and are organized around a supply chain that must be extremely optimized.
On the other hand, digital and therapeutic solutions are becoming tailored on patient categories, or even a single patient, and offer access to the best therapies. This brings high added value to the Life Science companies and their partners.
This new paradigm also drives a predominant role of the states in healthcare decisions, with access to more accurate and broader data to drive the choices based on better public health information.
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Putting the patient at the center of attention of manufacturers and health authorities
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This has an impact on access to innovative therapies, the prevention and public health policies.
Thus, depending on the market and the patient factor, partnerships are the keystones of an efficient and agile organization, able to respond efficiently to market developments.
