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JANE JUNIPERJANE JUNIPER

PharmonyzePharmonyze

25 YEARS in the 25 YEARS in the PHARMACEUTICAL PHARMACEUTICAL INDUSTRY &INDUSTRY &CA-AM CertifiedCA-AM Certified

2Academia & Pharma Alliances Academia & Pharma Alliances

• Not new but gathering pace now.. Knowledge, skills, risk….– several big and complex academia, charities and industry

in life sciences– Medical Research Council Stratified Medicine Initiative– National Institute for Health Research – Translational

Research Partnerships - 36 universities and NHS organisations in inflammatory disease research

• Alliances are a challenge

Good communication & relationships are key

3What sort of areas are involved?What sort of areas are involved?

• Reason for alliance – (depends on specifics)• Legal structure – negotiating and signing up

– mutual goals and buy in • Setting up teams, working patterns and

communicating/reporting mechanisms• Governance on decision making and

resolving differences• Monitoring progress towards goals,

managing and rectifying problems• Exiting gracefully if goals diverge

Potential for massive complexity and countless occasions when there is a choice of direction and approach to those involved

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Introduced by JANE JUNIPERIntroduced by JANE JUNIPER

JOHN PARKERJOHN PARKER

UK President, Association Strategic Alliances ProfessionalsUK Associate, Phoenix Consulting Group

5John Parker, CSAPJohn Parker, CSAP

• 40+ years experience in Sales, Marketing & Strategic Relationships in ICT Industry

• Member of ASAP and antecedents since 2004• UK Lead for Phoenix Consulting Group• Contributed to PAS & BS11000 standard• Helped design ASAP certification exams• Contributing author to ASAP Handbook• Contributing Author to ASAP Professional

Development Guide• President of ASAP UK Chapter

6Collaboration, Partnering & AlliancesCollaboration, Partnering & Alliances

Learning from standards & professional bodies; examples from different industries used in Life Sciences:

Review of two guides:

•British Standards Institution – BS 11000– Collaborative Business Relationships, a framework specification – Collaborative Business Relationships, a guide for certification

•Association of Strategic Alliance Professionals - Best Practice – Alliance Manager’s Practitioner’s Handbook– Alliance Management Professional Development Guide

7Collaboration, Partnering & AlliancesCollaboration, Partnering & Alliances

• British Standards Institution – BS 11000– About corporate capability, strategy and execution– 21 certifications mostly UK Public Sector & contractors– Due to become International Standard in 2014/15– Focus on what the organisation should do

• Association of Strategic Alliance Professionals - Best Practice – About operational alliance management– 80 + corporate sponsors in Pharmaceuticals, Biotechnology,

IT, Financial Services– Interest from US Healthcare (Blue Cross etc.) – Focus on how the alliance manager & team should do it

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And in addition to the complexities of the alliance itself, the organisations involved have their own strategic priorities, culture and patterns of working, organisational structures..and the individuals managing the alliances will reflect these

© The British Standards Institution 2010

BS 11000Collaborative Business Relationships Part of BSI Management Standards Series

BS 11000 provides a framework for collaborative business relationships, to help business entities develop and manage their interactions with other organisations for maximum benefit to all.

Using an 8 stage approach, the framework is designed to enable organisations of any size and sector to apply best practice principles to its own way of working, to get the very most out of its business relationships.

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External collaborators

Suppliers

Internal departments

Customers

Collaborativerelationship

management

• Outsourcing• Strategic supply chain•Integrated programmes• Public private partnerships

•Alliances•Consortiums•Development partners•Integrated programmes• R&D programmes •Knowledge transfer

•Strategic suppliers •Outsourcing • Framework agreements

• Mergers• Multinational cooperation• Complex integrations• Shared services

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The foundation of BS 11000

A structured framework for building effective and profitable relationships

Awareness

Knowledge

Internal assessment

Partnerselection

Stayingtogether

Exit strategy

Valuecreation

Workingtogether

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BS 11000-1 2010

• Awareness : addresses the overall strategic policy and processes.

• Knowledge : Looks at the development of knowledge in relation to a specific business opportunity.

• Internal assessment : requires organisations to take a structured and mature look at their capability to partner effectively

• Partner selection : Requires a structured approach to the evaluation and selection of partners

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BS 11000-1 2010

• Working together : Focuses on the governance roles & responsibilities that deliver a successful outcome

• Value creation : focuses on methods for building on and gaining value and desired results from the collaboration.

• Staying together : Ensures the relationship is monitored to achieve its optimum performance

• Exit strategy : aims to require systems that support an effective and controlled disengagement when required.

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Association of Strategic Alliance ProfessionalsAssociation of Strategic Alliance Professionals

Mission

ASAP is the leading global professional association dedicated to negotiating, planning and executing

alliances and other collaborative business relationships.

We provide forums for networking and professional development and access to resources.

We work to elevate and promote the discipline of alliance management.

14www.strategic-alliances.org

15ASAP Tiered Certification ProgramASAP Tiered Certification Program

Executive Certification Aspirational at this time CAAM and CSAP prerequisites

CSAP Advanced Certification CAAM prerequisite + incremental education, training and experience Roll out Summit 2009

CA-AM: Certification of Achievement Managing on-going alliance skill 3-5 yrs experience Released September 2007

2007

2009

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16ASAP Alliance Management Competency ASAP Alliance Management Competency MapMap

StrategicAlign-ment

Corp Alliance Strategy

Alliance Corporate Capability

Portfolio/NetworkManagement

Negotiation Governance Operations Plan

Organi-zational

Alignment

Launch Plan

Metrics System

Termination

Transition

Transfor-mation

StrategyStrategy

SelectionSelection

FormationFormation

Implementing and Managing Skills MasteryImplementing and Managing Skills Mastery

CS

AP

CA

-AM

Alliance Specialties

NOTE: See Detailed Content Outline for specific competencies that are tested in the exam.

Advanced Alliance Skills Mastery and CSAP Prep

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March 3, 2013

What is an Alliance?What is an Alliance?

Trans-action

Out-sourcing Channel

OEM or Licens-

ing

Contract Alliances

Virtual Joint

Venture

Joint Venture M & A

Degree of CollaborationDegree of Collaboration

A collaborative business relationship between two or more entities that share assets, expertise, risks, rewards, and control to create greater value for their customers and for their own organizations than could be efficiently accomplished independently.

Certification of Achievement – Alliance Management

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February 2013

Strategic ConvergenceStrategic Convergence

Partner Partner StrategicStrategic

ImperativesImperatives

PartnershipPartnershipStrategicStrategicImperativesImperatives

Your CompanyYour Company Strategic Strategic ImperativesImperatives

ValueRevenue

Cost

Customer Customer Strategic Strategic

ImperativesImperatives

Best Practice Guidance:Best Practice Guidance:

Build your strategic alliances in alignment with the strategic objectives of both organizations

Advanced Alliance Skills Mastery and CSAP Prep

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March 3, 2013

Alliance Lifecycle FrameworkAlliance Lifecycle Framework

Partner Life Partner Life CycleCycle

Alliance-Specific Strategy

Analysis & Selection

Building Trust & Value-Creating Negotiation

Operational Planning

Launching & Managing

Alliance

Structuring & Governance

TransformInnovate

Exit

Collaborative Capability

Collaborative Capability

Strategic Business Drivers

Strategic Business Drivers

Advanced Alliance Skills Mastery and CSAP Prep

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March 3, 2013

Innovative Business ModelInnovative Business Model

• Lilly Partnership for MDR - Tuberculosis• Defining the Challenge: Patient Compliance and Prevention

Int’l Council of Nurses, WHO, World Medical Assoc. US Disease Control and Prevention

Red Cross, Red Crescent

TB Alert, TB Survival Project

World Economic Forum, Business Alliance to Stop TB

Aspen Pharmacare, SIA Int’l, Purdue University

Advanced Alliance Skills Mastery and CSAP Prep

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March 3, 2013

• Objective: Exponentially increase the number of families served annually

• Challenge: Unprecedented demand due to lost homes– Increase services delivery– Maintain HFHI values and brand integrity

• Solution– Recruit a network of local service providers: builders, community

outreach organizations– Include assessment of values in selection criteria– Team with competitors to increase the pie– Retain control of final family selection

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ASAP Global MembersASAP Global Members

22www.strategic-alliances.org

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ASAP BioPharma Corporate MembersASAP BioPharma Corporate Members

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Strategic Alliance MagazineStrategic Alliance Magazine

Recent Features Included:•Critical Importance of Accurately Documenting Alliance Meetings - Eli Lilly•Takada Pharmaceuticals’ Alliance Management Practice•Strange Bedfellows – Novartis & Proteus Digital Health, Merck Serono & Dr Reddy’s, Biogen & Samsung, Merck & Fujifilm, Amgen & Watson Pharmaceuticals, Sanofi & Coca-Cola, etc.•When Prof (Universities) Met Big Pharma•Open Innovation Alliances between Industry & Academia – authors from AstraZeneca

24www.strategic-alliances.org

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ASAP - The Go-To OrganizationASAP - The Go-To Organization

• Professional Development– Alliance Management

Certification– Conferences– Alliance Excellence

Awards– Career Center– Chapter Events

• Networking– Member Directory– Chapters

• Resources– Netcast Web Seminar

Series– Member Resource Library– Publications– White Papers, Research,

& Presentations– Video Interviews– Strategic Alliance

Magazine

25www.strategic-alliances.org

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Best practice partner strategies, programs, and marketing. We help companies transform their partnering practices to drive corporate

growth and build shareholder value.

Norma Watenpaugh – Principal normaw@phoenixcg.com, 001-408-848-9514John Parker, UK Associate. jpassociates@blueyonder.co.uk Tel 07946 736204

www.phoenixcg.com