BIO Business Development Basics Course

April 19-21, 2013
Hilton Chicago Hotel
720 South Michigan Avenue 
Chicago, IL 60605
Co-located with the 2013 BIO International Convention

Since 2003, the Business Development Basics Course has been offered as a joint collaboration between the Biotechnology Industry Organization and the Licensing Executives Society (USA & Canada, Inc.). The three day course provides an intensive and comprehensive educational foundation regarding the core skills that are needed to be a successful licensing executive in the life sciences industry.

The faculty consists of skilled industry professionals who have extensive hands-on experience in licensing and who have been instructors in other programs in the field.

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Who should attend?

• Professionals who are new to business development and licensing or who have limited deal experience.
• Alliance management, R&D, legal, marketing or academic professionals who desire to learn more about licensing as a function or as a career opportunity.
• Entrepreneurs who have not been exposed to licensing or M&A type transactions but recognize it as a critical strategic function for their business.
• Professionals interested in a comprehensive refresher course in licensing.

Topics Covered in BD Basics:

1. Intellectual property for the licensing professional
2. Finance and valuation
3. Legal transactions used in licensing
4. Creating and managing strategic alliances
5. Negotiation and communication skills
6. Best practices in licensing: practical suggestions when trying to license and position your asset

Business Development Basics Course Objectives

• To understand the overall process and essential components required to execute a typical licensing transaction
• To understand and be able to determine how intellectual property and valuation methodology both drive and determine technology value
• To understand and describe the purpose, types and structures of typical strategic alliances
• To be able to describe the definitions and key points associated with legal contracts
• To understand how interpersonal negotiation strategy and interpersonal communication styles can be harnessed to obtain internal and external buy-in for the deal

BD Basics Curriculum

The course is divided into six modules:

1. Intellectual Property

• Significance of IP
• Types of IP
• How to read and understand patent claims
• Obtaining a patent
• Freedom to operate/due diligence
• IP valuation
• Review of some landmark industry cases

2. Finance

• Financial statements
• Valuation approaches
• Building a BD Valuation model
• Best practices

3. Contract Basics in Licensing

• Typical agreements used in licensing
• Contract structures, definitions, and key points associated with various contra

4. Structuring and Managing Strategic Alliances

• Defining the role of the business development professional in the life sciences industry.
• Definitions and objectives of different types of alliances.
• Representative payment and deal structures
• Review of essential deal components

5. Negotiation and Influence Strategies

• The negotiation process
• Negotiation tactics and theory
• Case study

6. Communicating the Deal

• Positioning the deal: internal and external influence strategies
• Communication styles
• Managing cultural and professional differences

7. From Sourcing to Implementation: Key Take-Away Considerations in Sell-Side Licensing

• Becoming A Student of Licensing
• Sourcing Your Partner
• Preparation of non confidential and confidential materials
• The Term Sheet v. Definitive Agreement
• Do's and Don'ts
• You're In The Door: Managing Due Diligence
• Making It Work: Alliance Management