Life Sciences cross BordersOn the must of a global perspective of Life Science Start Ups.

Piet Pauwels

Professor of International MarketingUniversiteit Hasselt

The Must of a Global Perspective

Dominant players are global players

Hugh R&D investments require substantial market size

Investors request substantial and fast growth

Intellectual property is not a national issue

False Excuses not to Cross Borders

I don’t have the money Make sure it is part of your business plan – venture

capitalists will appreciate it Contact agencies for start-up support and subsidies

I don’t have the time Make time Or find a partner

I don’t have intellectual property abroad Make sure you do. If not others will, whether or not

you will internationalize

The Liabilities of Foreignness

Internationalization serves the acid test of your concept

We don’t know you We don’t speak your language We don’t trust you

You are not in my network

Why should we buy from you?

Success Factors

Have a value propositionWhat is the added value of your concept for a particular customer group? Can you explain this to a non-specialist in less than 15 minutes?

Have a bright business modelHow does my value proposition reach the one who has to pay for it and the one who will integrate it in his value proposition?

Review (and revise?) both your value proposition and business model for each new country

Hints

Unless you work through a multinational partner, conquer one country after another.

Never select a new market because it is large. Select it because it fits your value proposition and business model … and take the hardest first. If you succeed, it will be your best ambassador.

Thinks twice before you contract a local partner, yet you will need many.

Hints

Team up with local universities

Mobilize home and host government support

Integrate partners from ‘difficult’ yet relevant markets as soon as possible

Travel and spend time abroad

Your Dream

should be to redefine the rules of the game in your business niche.

The one who defines the game, is the global leader.

Several small, young life science companies have done it before you.

Stop dreaming, act.

Life Sciences cross BordersOn the must of a global perspective of Life Science Start Ups.

Piet Pauwels

Professor of International MarketingUniversiteit Hasselt