Partnering

Overview

Ferghana has been a pioneer in providing Corporate Partnering advice, and remains a leader in this highly specialized field. The practice known as “Corporate Partnering” is even newer than the Biotech Industry itself, and arises from the need to match (a) the innovation and creativity of (usually) smaller and resource-poor Biotech companies with (b) the financial muscle, regulatory and clinical development expertise and marketing capability of Big (and even Medium) Pharma companies. Many studies exist which demonstrate that the research dollar spent by the Big/Medium Pharma and Big Biotech companies has, on average, been significantly less productive in developing new drugs than the equivalent amount spent on increasing the research of Biotech companies. Same comments apply – on a smaller and less frequent scale – to the Medtech and Diagnostic fields.

Not surprisingly, most of the Pharma and Biotech majors have now accepted that they cannot rely entirely on their own R&D efforts and that they must tap into the scientific expertise and creativity of the Biotech sector which they frequently do either by outright Acquisition, or by entering into a contractual Corporate Partnering arrangement. Hence, these Pharma companies (and Big Biotech) are receptive to the business initiations by Ferghana on behalf of its innovative Clients.

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Partnering Process

Discuss

Discuss

Discuss with the Client company its financial and operating needs and objectives

Prepare

Prepare

Prepare a list of carefully selected, prioritized potential partners whose products/project/technology stage of development, location and scale meet those needs.

Hold Initial Conversations

Hold Initial Conversations

Prepare a non-confidential information package which presents, in clear and persuasive language, the Client’s science/technology, clinical development program and business objectives, together with accompanying support materials (like peer – reviewed publications and market research)

Follow-up Meetings

Follow-up Meetings

Hold initial conversations with potential partners and deliver the non-confidential package to those parties interested in a transaction

Present Confidential Materials

Present Confidential Materials

Finalize confidential materials for later delivery to, or dataroom inspection by, an initial set of partner candidates

Select the best finalist candidates

Select the best finalist candidates

If the counterparty remains interested, Ferghana arranges for the Client to deliver and/or those present confidential materials. Rehearse Client for meetings with the potential partner(s), and assist with preparing presentation materials, etc

Establish deal terms

Establish deal terms

Select the best finalist candidates for further meetings, assist the Client in handling the counterparty’s detailed due diligence process (Science, Technology, Clinical Development, Operations, Finance, Markets/Marketing Plans and Intellectual Property) with site and dataroom visits

Negotiate

Negotiate

Negotiations with potential partners and work with the Client’s legal advisors on the preparation of formal documentation

Select Transactions

Partnering
Transaction 26
Partnering
Transaction 32
Partnering
Transaction 36
Partnering
Transaction 47
Partnering
Transaction 49