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A Biotech Manager's Handbook by M Hopkins, M O'Neill

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13

Business development: to the deal and beyond

Michael Murray

Abstract.

No two deals are the same, but the principles of how to build them are common to all. Here we turn our attention to the ultimate preparations for the deal itself and its execution, starting with due diligence. Negotiations are often considered to be a distinct phase of deal-making, but in truth you will have been negotiating from your earliest encounters with the potential partner, sending signals of strength about your programme, your intellectual property, denigrating competitors in your market and so on. Now, the due diligence process and its conduct play a role in determining how best to structure a deal and execute it. With an executed deal comes a new phase in ...

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