BIO Executive Training Programs

June 21-23, 2014
San Diego Marriott Marquis & Marina
San Diego, California
Co-located at the 2014 BIO International Convention

The Business Development Fundamentals and Advanced Business Development courses support the activity that takes place at our partnering, investor and venture capital conferences each year by training individuals who are making the deals that drive this industry. Each course is taught by experienced business development professionals from leading pharmaceutical and biotechnology firms, and experts from the fields of law and public relations. All instructors have deep hands-on experience with deals and licensing in the biotech industry.

What's the difference between the Fundamentals course and the Advanced course?

The Fundamentals course is an introductory-level course designed for professionals new to the life sciences business development field, or for individuals with some experience and who are interested in updating their knowledge and professional skills. Many participants who may already have some experience in licensing or business development will take this course as a refresher.

The Advanced course is designed for business development professionals with approximately three or more years experience who have most likely served as part of a business development or licensing team, but are now preparing to move to a more senior-level role within their organization. The course does assume participants know some of the vocabulary and tools used in licensing discussions, with more in-depth discussion of issues using real-world case studies. Each participant is put on a team to perform a mock negotiation over a clinical stage compound using valuation methodologies discussed during the course.


Topics Covered in Fundamentals Course:

  • Licensing of Intellectual Property: Basics and Practical Applications
  • Finance and Valuation Approaches
  • Contract Basics
  • Strategic Alliances
  • Communicating the Deal
  • Negotiation and Influence Strategies
  • Recent Trends In Licensing


Topics Covered in Advanced Course:

  • Valuation Concepts, Tools & Techniques
  • Value Sharing and Deal Terms Structuring
  • Types of IP and Issues in Due Diligence
  • Negotiation and Influence Strategies
  • Key Concepts of a Block Buster Deal
  • Current Trends in Licensing Deals

The Business Development Fundamentals Course and Advanced Business Development Course are offered in conjunction with LES (Licensing Executives Society).