Open Nav

Since 2003, the Business Development Fundamentals Course has been offered as a joint collaboration between the Biotechnology Innovation Organization, our distinguished faculty, and supporting organizations. The course is introductory-level and 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.

2018 Business Development Fundamentals Faculty:

Anjan Aralihalli, Chief Business Officer, GLyPharma Therapeutic; Venture Partner, CTI Life Sciences Fund II

Anjan Aralihalli

Anjan or "AJ" Aralihalli is currently Chief Business Officer of GLyPharma Therapeutic, a Canadian biotechnology company focused on rare GI disorders.  He is also a Venture Partner at CTI Life Sciences, a leading Canadian venture fund and is a member of a NYC based angel investment group called Mid-Atlantic Bio Angels (MABA).  AJ is also a corporate fundraiser for two ALS charities, Wings Over Wall Street (a division of the Muscular Dystrophy Association) and The Robert Packard Center for ALS Research at Johns Hopkins University.

Previously, he worked at a variety of biotechs and pharma companies including Neurochem, Abbott, Sanofi, Shionogi and ActoGeniX.  He has 20+ years of international experience across a number of functions including investor relations, corporate development, venture and angel financing, in & out-licensing, strategic alliances, alliance management, new product development, sales, marketing, & clinical trial management.  

He received his BSc from Concordia University, MBA from Queen's University (both in Canada) and is currently completing his MSc at Johns Hopkins University.

Mark Cooper, Principal, Faber Daeufer & Itrato PC

Mark Cooper

Mark is an accomplished and versatile corporate and transactional attorney in the life sciences industry with over 25 years of experience. Mark has extensive experience advising, structuring, drafting and negotiating strategic transactions (research, development and commercialization) at all stages of the product lifecycle, most recently at Faber Daeufer & Itrato PC and before, in-house at Pfizer.

During his 17 years with Pfizer, Mark structured and negotiated a wide range of complex research collaborations, IP licenses, development funding agreements and commercial stage co-promotion agreements. His experience with transactions at all phases of the pharmaceutical product life cycle has given him a deep understanding of business strategies and issues, including those involved with emerging technologies like gene therapy and RNAi.

Kathleen Denis, PhD, CLP-Founding Director, Office of Technology Transfer, The Rockefeller University

Kathleen Davis

Kathleen A. Denis is a consultant specializing in the management of intellectual assets in the life sciences, working with academic and industry clients to manage intellectual property portfolios, evaluate new technologies, market and license technologies and start new technology-based businesses. Dr. Denis is active in numerous professional organizations and speaks frequently about early stage technology evaluation, formation of start-up companies, conflict of interest and other issues of academic technology transfer. She currently serves on the boards of the AUTM Foundation, ELabNYC, and Militia Hill Ventures.

Dr. Denis was the Founding Director of the Office of Technology Transfer at The Rockefeller University, a premier biomedical research institution located in New York City, where she spent almost 18 years managing the intellectual property of their elite researchers. She is a Past President of the Licensing Executives Society USA/Canada (LES), and has served on the boards of the Association of University Technology Managers (AUTM) and the Pennsylvania Biotechnology Association. She is a Certified Licensing Professional, a former Chair of the Board of Governors of Certified Licensing Professionals, Inc. and a Registered Technology Transfer Professional (RTTP).

From 1995 through 1998 Dr. Denis was Vice President, Technology Development at Allegheny Health, Education and Research Foundation. She was a Director at the University of Pennsylvania Center for Technology Transfer from 1991 to 1995, where she managed a large portfolio of biotechnology and pharmaceutical related technologies. Previously, she was an investigator at the Molecular Biology Institute at UCLA for eight years, and a Senior Scientist at Specialty Laboratories, Inc. She has over thirty scientific publications.

Dr. Denis holds a Ph.D. in immunology from the University of Pennsylvania, an M.A. in Human Genetics from University of Texas Medical Branch at Galveston and an undergraduate degree in genetics from Cornell University.

Philippe Nore, Managing Partner, Palo Alto BioVentures

Phillippe Nore

Philippe Nore is the Managing Partner of Palo Alto BioVentures, a boutique strategy and business development consulting firm focused on life sciences.  He is an experienced consultant, entrepreneur and business executive specialized in clinical diagnostics, life science tools and therapeutics. Before founding Palo Alto Bio Ventures, he co-founded and led as CEO MiNDERA, an innovative MedTech company developing Next-Gen Skin Diagnostics and Analytics.

Previously Philippe was Senior International Business Leader at Roche Diagnostics. He was responsible for the development and commercialization of the Ventana Digital Pathology products (hardware, software, algorithms to score assays) in the cancer diagnostics market, including global P&L responsibility. During his tenure at Roche he has successfully launched several FDA-approved products.

Prior to that, he was a Senior Engagement Manager at L.E.K. Consulting where he worked with CEOs of small and midsize biotech and life sciences companies. Earlier, he worked at Life Technologies where he headed Strategic Planning and Business Development for the DNA Sequencing business Unit and led the Next-Generation Sequencing taskforce. He also spent 7 years at Bain & Company where he consulted for Fortune 500 companies. Philippe holds a MSc. in chemistry from ESPCI (Paris) and an MBA from the Wharton School where he graduated as a Palmer Scholar.

Veronique Riethuisen, Vice President of R&D, Business Development, Takeda

Veronique Riethuisen

Veronique Riethuisen, a native of Belgium, has more than 25 years of deal making experience across the healthcare spectrum from the pharmaceutical, biotech, diagnostics, medical devices, e-health and academics. She has closed an array of early and late stage deals, both on the buy-side and the sell-side. She's also successfully managed many deal teams both in the US and internationally.

Veronique is currently Vice President of R&D BD at Takeda, responsible with her team for establishing partnerships to support GI and Regenerative Medicine as well as overseeing all out-bound transactions for Takeda's R&D assets. Veronique also represents Takeda on Portal Instruments’ Board of Directors.

Prior to Takeda, Veronique led the CNS and Biosimilars business development activities at Teva where she successfully landed their US partnership with Celltrion. Prior to Teva, Veronique was for almost 10 years part of the WW BD group at Pfizer Inc. where she focused on late stage partnering opportunities mainly in cardiovascular/metabolic diseases, primary care and mobile health. She also served as a board observer representing Pfizer on Aviir and iCardiac's Board of Directors. Prior to Pfizer, Veronique was at Bristol-Myers Squibb where she primarily managed the global alliance with Medarex for ipilimumab. Prior to BMS, Veronique headed business development efforts for two startups in the field of proteomic biomarkers and pharmacogenomics services.

Veronique's career started at Monsanto where for 10 years she held a variety of M&A, Business Development and project management roles in Europe and in the US., in biologics and life science businesses.

Veronique received her Bachelor and Master degrees in Applied Economics from the University of Brussels (ULB), Belgium.

Pauline Jen Ryan, Partner, Red Sky Partners

Pauline Jen Ryan

At Red Sky, Pauline Jen Ryan serves clients by taking on interim C-level roles (CEO, CBO, COO) or acting as an advisor on general corporate and business development matters. Her particular expertise is with small- to mid-size biotech companies, including startups and companies leveraging “virtual” operating models. Pauline has served as virtual CBO for several oncology companies. Most recently, Pauline served as interim co-CEO of Harbour Antibodies where she led the management of consultants/employees, started a US subsidiary and completed numerous business development transactions.

In addition to her work at Red Sky, Pauline is currently CEO of Verik Bio, a biotech startup pioneering T cell-based immunotherapy for solid tumor cancers. Prior to joining Red Sky Partners, Pauline helped lead investor Healthcare Ventures raise a $45M Series A round to launch Proteostasis Therapeutics. In addition to setting intellectual property and business development strategy, she was responsible for establishing and growing all business operations functions such as finance, human resources and communications from launch to 50 employees. Previously, Pauline was Senior Vice President, Corporate Development & Operations at ImmunoGen, where secured the corporate partnership with Genentech that created Kadcyla® for breast cancer. She headed corporate strategic planning, business development and alliance management during her tenure there and was also responsible for human resources, manufacturing, and program management during growth and transition stages. She was responsible for raising over $150M in corporate partnerships and was also instrumental in completing a $125M secondary offering.

Pauline is a member of The Boston Club and also volunteers as a Trustee of the Advanced Math and Science Academy Charter School, currently serving as Chair. She was previously a member of the Board of Directors for Lumio, a startup incubating at the Martin Trust Center for Entrepreneurship at MIT, and also for Solmap Pharmaceuticals (acquired by Forma Therapeutics). Pauline was also a founding member of the Biotechnology Industry Organization’s Business Development Advisory Committee and launched the BIO Business Development Fundamentals Course in 2003.

Pauline has an MBA from the Kellogg Graduate School of Management at Northwestern University, and a BA in Psychology from Northwestern University.

Kate Skrable, Director of Alliance Management, Genentech Partnering

Kate Scrabble

Kate Skrable has over 20+ years in business development and alliance management.  Kate approaches alliance management with dedication, leadership, and advocacy.  She has been with Genentech Partnering for over 6 years.  During her tenure she has managed dozens of research, development, and commercial partnerships and collaborations.  Prior to joining Genentech Partnering, Kate worked in a variety of licensing, alliance management, and mergers/acquisitions roles at Valeant, Perlegen, and Connetics.

Kate holds an MBA from Santa Clara University, a MS in Physiology from University of Arizona, and BS from Loyola Marymount University.  She is also a member of ASAP (Association of Strategic Alliance Professionals).

Wyatt Gotbetter, Partner, Health Advances

Wyatt Gotbetter

Wyatt helps lead Health Advances’ Biopharma practice and focuses on commercial growth and business development strategies for therapeutics and their convergence with med tech in Digital Health and Drug Delivery work.

Immediately prior to joining Health Advances, Wyatt worked at the Boston Consulting Group (BCG) where he advised global biopharma and medtech clients and led teams in growth and product launch strategies, M&A integration, and organizational optimization. He previously worked at Biogen as the Head of New Product Commercialization, developing clinical and commercial strategies for pipeline programs in neurology, immunology and oncology, while supporting corporate and business development activities. Earlier, at Boston Scientific Corporation, Wyatt created and led a new function to achieve market access with US commercial health plans, supporting launches across their portfolio and business units.

Wyatt earned his BS degree in Economics & Policy Analysis and an MPAdegree, including a certificate from the Sloan Graduate Program in Health Services Management, at Cornell University.

Robert Silverman, JD, PhD, Senior Vice President and General Counsel, Concert Pharmaceuticals, Inc. 

Robert Silverman

Robert Silverman, J.D., Ph.D. has served as Senior Vice President and General Counsel to Concert pharmaceuticals since December 2010 and prior to that was our Vice President and General Counsel from January 2007 to December 2010. Prior to joining Concert, he served in various legal related roles at Millennium Pharmaceuticals, Inc., a pharmaceutical company and Vertex Pharmaceuticals, a pharmaceutical company.   Dr. Silverman began his legal career at FMC Corporation, a chemical manufacturing company, where he was previously a research chemist.  

Dr. Silverman received his J.D. from Rutgers-Camden Law School.  He did postdoctoral research in organic chemistry at Stanford University after receiving a Ph.D. from the University of New Mexico and a B.A.. from Lehigh University.

Patricia Sinatra, Managing Director, Vector Strategic Advisors, Program Director, BIO Business Development Fundamental Courses

Patricia Sinatra

Patricia Sinatra has over 20 years of experience in the biopharmaceutical industry and has held various roles of increasing responsibility in both the commercialization and licensing of novel technologies used to treat human disease. She has worked with over 30 different companies in the Biopharma space, and has experience working with many first in class-based technologies and products. Pat has "hands-on" launch experience of novel therapeutics as well as strategic marketing and new product planning. She has developed and managed marketing campaigns, market research and developed strategies for many products. Pat also has more than 15 years of experience in the licensing function, and has negotiated or made pivotal contributions for over 15 transactions with big pharrma, biopharma and academic institutions. These include co-dev, technology licensing, and in-licensing type deals in addition to negotiating and amending agreements that were revenue driving. She has managed more than 10 revenue generating alliances. Since 2007, Pat has also instructed and organized the annual 3-day compehensive Business Development Fundamentals Course offered through the Biotechnology Industry Organization (BIO) and the Licensing Executives Society (LES). Pat graduated from the State University of New York where she holds a B.S. in biology with minor emphasis in chemistry and studio art, and pursued post-graduate studies in the department of microbiology at the University of Texas Southwestern Graduate School of Biomedical Sciences. She is also a dual citizen of the United States and Italy.

Ken Weber, PhD, Partner, Kilpatrick Townsend & Stockton LLP

Kenneth Weber

Kenneth Weber, Ph.D., focuses his practice on patent prosecution, particularly in the areas of molecular genetics, chemistry, pharmaceuticals, plant science, medical devices and microbial genetics. He regularly assists clients in patent portfolio management, due diligence reviews, validity/infringement opinions and licensing.

Dr. Weber's clients include public and private corporations across the United States. Representative corporate clients include Aqua Bounty Technologies; Avanir, Inc.; Biosensors International; and Corcept Therapeutics, Cepheid, Inc., Ciphergen Biosystems, Inc. and Sutro Biopharma based in California. Ken is a member of the American Bar Association and the American Intellectual Property Law Association. He received his J.D. degree from the University of Washington and holds a PhD in Plant Pathology.



2018 Agenda

Friday, June 1, 2018

7:30 AM - 8:30 AM Registration Open & Breakfast
8:30 AM - 10:00 AM Welcome and Introductory Remarks
Introduction to Strategic Alliances and Negotiation 
10:00 AM - 10:30 AM Networking Break
10:30 AM - 12:00 PM Strategic Alliances and Negotiation (continued)
12:00 PM - 1:00 PM   Networking Lunch
1:00 PM - 5:00 PM Intellectual Property 
5:00 PM - 7:00 PM Networking Reception


Saturday, June 2, 2018

7:30 AM -  8:30 AM Networking Breakfast
8:30 AM - 10:00 AM Finance Applications in Licensing
10:00 AM - 10:30 AM Networking Break
10:30 AM - 12:00 PM Finance Applications in Licensing (continued)
12:00PM - 1:00 PM Lunch
1:00 PM - 3:00 PM Contract Basics 
3:00 PM - 3:30 PM Networking Break
3:30 PM - 5:00 PM Contract Basics (continued)


Sunday, June 3, 2018

7:30 AM – 8:30 AM Networking Breakfast
8:30 AM - 10:00 AM Negotiation: Persuasion and Influence Strategies
10:00 AM - 10:30 AM Networking Break
10:30 AM - 12:00 PM Making the Deal Work: The Role of Alliance Management
12:00 PM - 1:00 PM Networking Lunch
1:00 PM - 2:30 PM The Role of the University In Creating Portfolio Value
2:30 PM - 5:00 PM Term Sheet Case Study/Wrap Up