 Spectrum --
October 2004
 In This Issue...
Long-term relationship alliances
are increasingly becoming the norm in the pharmaceutical industry, indicating a
desire on the part of companies to mitigate risks in an uncertain marketplace
and to achieve specific strategic objectives. Products derived through
licensing agreements now make up roughly one-third of total revenues for big pharma
companies, and according to some studies, drugs developed through alliances are
more likely to receive eventual approval than nonalliance drugs. However, care
must be taken when choosing a partner in order to effectively match
opportunities with objectives. This report presents a detailed analysis of how
leading companies manage their internal licensing functions. It covers critical
issues of opportunity evaluation, deal structuring, and partnership management,
and it outlines recommendations for becoming a “partner of choice” and critical
success factors for licensing.
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