To understand the current state of alliance management in biopharma partnerships and some internal best practices, we interviewed 16 of our customers. These participants represent alliance managers, working in an established department with defined processes and tools.
Best practices for alliance management
Alliance management activity will never decrease
As it becomes more integral to the industry, activity is expected to increase, a Deloitte study of pharmaceutical, biotech, and med-tech companies in Western Europe revealed that 82% of companies expect their alliance management activity to increase, while the remaining 18% expect it to stay the same.
In a Deloitte study, 63% of respondents from Western European life science companies did not have a dedicated alliance manager.
Factors for Assigning Alliance Management Responsibilities
Business unit, division, therapeutic area
Combination of these factors
Geography
Lifecycle stage
Best practices for a successful alliance management function
We will go through some tips on how to build an effective alliance management function from our alliance manager clients, insights from some resources, and our own observations that we developed working together with top pharma and biotech companies over the years.
#1
Have one dedicated alliance management department
#2
Integrate alliance management into your organization's processes and tools
#3
Develop a continuous learning mentality by building an internal alliance management
community
#4
Build a culture that fosters an open and transparent communication between parties
#5
Get buy-in from upper management and other critical stakeholders
#6
Ensure proper transition handling and continuity in the alliance management team
#7
Have the right alliance management tools and reporting