For your 2015 market leadership
C.E.L.forpharma
2
Table of Contents
Welcome
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Principles of Pharma Market Access in Europe
Value Pricing for Market Access
Health Economics for Non-Health-Economists
Dos and Don’ts in Health Technology Assessments in the EU
The e-Medical Affairs Course
Business Acumen for Medical Science Liaisons
Principles of Patient Adherence
Late Stage Pharma Lifecycle Management
The Pharma Brand Planning Course
The Strategic Digital Pharma Marketing Course
The Pharma Forecasting Course
The Pharma Business Development Course
The Pharmaceutical Out-licensing Course
Pharma-Biotech Product & Company Valuation
The Pharma Licensing Negotiation Master Class
Reassessing Corporate Strategies for Pharma Growth
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Contact
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Welcome
Since its foundation in 2005, The Centre for Executive Leadership for
the Pharmaceutical Industry — C.E.L.forpharma in short — welcomed a
growing population of executives from pharma and related companies
— over 550 in 2014!
Executives travel from all over the world to C.E.L.forpharma’s 1- and 2-day
550 +
Executives
in 2014
courses to be trained face-to-face by international top-notch experts in
business-critical areas of expertise.
3
At C.E.L.forpharma’s courses you learn from true experts (as opposed to
professional trainers), carefully selected for the international reputation they
enjoy in their ﬁeld of expertise and professional network. They combine a strong
theoretical backbone with a wealth of practically relevant experience in working
with pharma and related companies across a wide spectrum of therapeutic and
geographical markets. In addition, they are skilled in transferring the essentials
of their expertise to a broad international executive audience.
In addition, you also learn a lot from interacting in a small class with your peers
from a rich variety of functional areas, geographical and therapeutic markets. The
discussions sparked during a C.E.L.forpharma course add a valuable learning
dimension, as testiﬁed by many past participants in this brochure.
Hence, investing in such unique learning experience will both advance your
career and equip you with new competencies to address your company’s
business-critical issues in today’s fast changing market environment.
C.E.L.forpharma
courses help
you to address
your company’s
strategic issues.”
This C.E.L.forpharma brochure showcases course titles that have
proven to be highly valued by past participants, as well as a new toplevel seminar on pharma’s corporate growth strategies. For details about
content, the expert-trainer, dates, locations and new courses, best is to visit
our website at www.celforpharma.com.
We look forward to meeting you at one of our unique courses.
Sincerely yours,
Luc De Langhe
Co-Founder &
Managing Director
Principles of Pharma Market Access in Europe
Understand Market Access and grasp the structure of a healthcare system with its stakeholders –
Learn the Market Access environment in Europe’s major markets – Know how to develop a Market
Access Plan and how to communicate value to stakeholders.
By Lloyd Morgan and Mark Silvey
Senior consultants with the Adelphi Group,
a group of specialist companies that uniquely embraces all the disciplines
that integrate into Market Access.
This expert faculty combines a unique blend of expertise and experience
of all strategically vital aspects in market access optimisation.
4
Dates
Zurich
London
Brussels
7-8 May 2015
29-30 September 2015
1-2 December 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
4
5
6
7
Grasp the full meaning of market access, its importance for optimising product launches
and its implications for the whole organisation, from phase II up to post-launch.
Learn to integrate market access concepts into clinical and brand marketing plans.
Have a good understanding of the differences across the healthcare systems in Europe (EU-5)
with respect to optimising market access for your brands.
Gain insight into how stakeholders – and which ones! – impact
on the success of your brand along its lifecycle.
Know how to develop a Market Access Plan from early phase II up to post-launch,
including all tactical components.
Learn to use the concepts and techniques that have proven
to be successful in inﬂuencing the market access decision-makers.
Gain expert insight and advice from an expert faculty with vast relevant cross-functional
and multi-therapeutic experience from both industry and consultancy.
Testimonials from past participants
This was one of the best courses I’ve
Excellent content and fantastic
Very useful and practical
taken in the field of executive education.
delivery. Good balance between
training! Every marketer at
Both instructors are very knowledgeable,
‘academic’ information and
every level should take it!”
patient and have a wicked sense of
exercises. Thank you!”
humor. I highly recommend it!”
Eva Panarese,
Anne Vandevoorde,
Associate International
Anirvan Dutt-Chaudhuri,
Director Customer Insight &
Product Director, Shire
Global Product Manager, Novo Nordisk
Analytics Europe, Bristol-Myers
– Belgium (December 2014)
– Switzerland (December 2014)
Squibb – France (December 2014)
Value Pricing for Market Access
Understand the language, the concepts and pricing research techniques in pharma – Learn how to set prices
for optimal access and returns across Market Access systems, payer types and at different times of a product’s
life cycle – Grasp the impact of international reference pricing and parallel trade, and how to deal with these.
By Gary Johnson
Unparalleled experience in assessing the impact of price at all levels of the pharma market:
from apex payers through local payers, down to individual prescribers and patients.
Founder & CEO of Inpharmation, Europe’s most respected pharma forecasting & pricing specialist consultancy.
Renowned consultant for the world’s top 10 pharma companies, and many more.
Winner of a number of speaking and best paper awards.
Author of Value Pricing for Market Access: Evidence-based pricing for pharmaceuticals.
Dates
Zurich
London
Brussels
5
5-6 May 2015
1-2 October 2015
3-4 December 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
4
5
6
Understand how price affects market access throughout a healthcare system
and how to set prices for optimal access and returns.
Learn what constitutes value for different payers and which pricing techniques
to deploy across different payer types and at different times in a product’s life cycle.
Understand how international reference pricing and parallel trade
can prevent a product being priced to its true value and how to deal with these.
Be able to group major international markets into categories of pricing
and market access systems – and understand which pricing techniques work best for each.
Leave with a collection of techniques and principles that you can implement immediately.
Receive Gary’s book Value Pricing for Market Access: Evidence-based pricing for pharmaceuticals,
which will be a valuable reference to have with you.
Testimonials from past participants
Gary Johnson is a very good teacher!
Great course, well presented
Good introductory course,
Even if you have been practicing Pricing and
with practical advice. Highly
at the right level, with a very
Market Access for a long time, his course
recommended!”
knowledgeable trainer and a good
helps you to synthesise all your knowledge
and open your horizon.”
opportunity for discussion.”
James Gordon,
Global Manager HE&OR,
Rebecca Townsend,
Pol-Antoine Hamon,
Boehringer Ingelheim
Global Market Access Director,
Market Access Manager
– Germany (October 2014)
UCB – Belgium (October 2014)
Non Melanoma Skin Cancer, Galderma
– France (October 2014)
Health Economics
for Non-Health-Economists
Understand the terminology, tools, models and argumentation used in health economic evaluation articles –
Learn to distinguish good from bad ones – Know how to integrate HECON studies into clinical & marketing
plans – Learn how to use HECON evaluations towards healthcare payers.
By Lieven Annemans
Europe’s most entertaining health economics and HTA expert.
A unique proﬁle: an academic professor, past-president ISPOR, consultant and former pharma executive.
Sought-after advisor and educator to health policy makers and pharma companies.
Highly respected for his vast international and cross-therapeutic experience.
Author of Health economics for non-economists (Academia Press, 2008).
6
Dates
Brussels
Brussels
Zurich
Brussels
24-25 February 2015
2-3 June 2015
24-25 September 2015
10-11 December 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
4
5
6
7
Learn about the language, key principles and methods
of health economic evaluations.
Know how to interpret the results of health economic evaluations.
Learn to integrate health economic evaluations
in product development, pre-marketing and post launch.
Gain insight into the perspective of decision makers.
Ensure alignment of health economics with marketing strategies.
Understand and avoid the pitfalls of health economic evaluations.
Gain expert insight and advice from Lieven Annemans who conducted health economic
evaluations in over 20 countries across a wide spectrum of therapeutic areas.
You will receive his book Health economics for non-economists.
Testimonials from past participants
A great course which gives a great
Great training, very well
A very nice introductory
overview of HE in a clean & understandable
organised, balanced and adapted
course on HE. Dr. Annemans
way. Highly recommended for all people
to the audience. Clearly presented
is very passionate about the
involved in healthcare. I hope to be able to
and very helpful to current pharma
topic and provides very practical
convince my colleagues to join in! Thank you
employees!”
examples.”
very much for a great learning experience.”
Milena Randjelovic,
Irmarie Reyes-Rivera,
Rik Quaghebeur,
PRA and Sales Manager, Eli Lilly
Health Economic Statistician,
Senior Manager Tender, Pricing & Allocations,
– Serbia (September 2014)
Roche – Switzerland (May 2014)
GlaxoSmithKline Vaccines
– Belgium (September 2014)
Dos and Don’ts in Health Technology
Assessments in the EU
Understand what HTA really means, the different types of HTAs across the EU and what can be expected from
it – Learn the optimal HTA process and which criteria for assessment should be applied – Discover multiple
solutions for optimising the quality of the evidence.
By Lieven Annemans
Europe’s most entertaining health economics and HTA expert with a unique proﬁle:
academic professor, past-president ISPOR, consultant and former pharma executive.
Sought-after advisor and educator to both industry and HTA bodies in Europe,
Asia, Middle East and Latin America.
Author of Health economics for non-economists (Academia Press, 2008).
Dates
Brussels
Brussels
Brussels
Brussels
7
18 March 2015
9 June 2015
21 October 2015
4 December 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
4
5
Understand what Health Technology Assessment really means,
the different types of HTA across the EU and what can be expected from it.
Understand the optimal HTA process, and how to inﬂuence decision making.
Learn how to determine the criteria for assessment and relative weights.
Discover solutions to the most common problems
and mistakes when optimising the quality of the evidence.
Learn face-to-face from Lieven Annemans, who has been involved in the preparation,
conduct and/or supervision of over 400 HTAs and has advised both industry
and HTA bodies in Europe, Asia, Middle East and Latin America.
Testimonials from past participants
The Dos and Don’ts in Health Technology
Lieven is an excellent speaker
Very efficient
Assessments is an excellent program. Prof. Annemans
who kept the group engaged
learning and a healthy
delivers a very practical single day overview
throughout the day. I particularly
mix of depth and breadth.
encompassing where companies typically fall short
appreciated his ability to relate
Congratulations for a
and which areas are essential to optimise chances of a
to pharma executives’ real-life
successful first HTA training!”
successful outcome. I highly recommend this interactive
experiences.”
course both to those working in the area and those
simply looking to enhance their knowledge of HTA.”
Tim McCormick,
VP Business Operations, Biogen Idec International
– Switzerland (November 2014)
Stefan Weber,
Oswald Bentinck,
Director, Payment Policy,
Global Market Access Director, Shire
Novartis – Switzerland
– Switzerland (November 2014)
(November 2014)
The e-Medical Affairs Course
Learn to design a digital innovation strategy for Medical Affairs – Grasp the full power and trends
of the whole spectrum of digital tactics that affect physicians and patients – Learn how to optimise
the mix of tactics and to measure their business impact.
By Fonny Schenck
European thought leader on digital and customer-centric innovation
in the new go-to-market model of life sciences.
Former Executive Director with J&J in the area of cross-channel CRM and digital marketing.
CEO of Across Health, a specialised consultancy in cross-channel communication in life sciences.
Highly respected for his comprehensive functional knowledge,
ranging from SFE to Marketing Excellence and e-Medical.
8
Dates
Brussels
Brussels
21-22 April 2015
17-18 November 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
Learn how physicians, caregivers, patients and other stakeholders leverage the power
of the Internet, and the great opportunities this offers for digital/cross-channel
customer-centric approaches in Medical Affairs.
2
3
4
5
6
Be able to design a digital strategy for key disciplines in Medical Affairs: medical education,
medical information, KOL management, dissemination of data and clinical trial recruitment.
Know how to integrate digital initiatives in a balanced Medical Mix
while respecting legal and regulatory guidelines.
Be able to assess the clinical impact of e-medical programmes and how to create KPIs
and dashboards to assess the success of your cross-channel activities.
Learn from well-metricised examples of successful e-medical tactics for physicians,
consumers/caregivers and other new stakeholders.
Be prepared for emerging digital trends that will impact Medical Affairs.
Testimonials from past participants
The content of the course was
This was a great course
Excellent and concise training.
comprehensive and well balanced with
which provided a very
Highly interactive, well-focused
appropriate quantities of theory and real life
comprehensive overview as well
and balanced, and on top of that an
examples. Two days well spent!”
as a practical “how to” guidance.”
excellent atmosphere!”
Mitica Pusca,
Martin Wright,
François Lamour,
Medical Advisor, AbbVie – Romania
Director Medical
Senior Clinical Scientist, Roche
(November 2014)
Communications, Amgen
– Switzerland (June 2014)
– Switzerland (June 2014)
Business Acumen
for Medical Science Liaisons
Understand the impact of Medical Science Liaisons on a brand’s success – Learn to prioritise medical
activities, to design tactical Medical Science Liaisons plans and to optimise market access locally – Learn
how to best interact with physicians.
By Edouard Demeire
Designed and runs Roche’s Strategy & Medical Planning Course.
Visiting Professor at CEDEP (INSEAD) and other business schools.
Educated 1000s of Pharma Marketers & Medical Affairs Managers worldwide.
Co-author of GOOD PHARMA. How Marketing Creates Value in Pharma
(Corstjens & Demeire, 2014).
Dates
Brussels
Brussels
Zurich
Brussels
9
3-4 March 2015
19-20 May 2015
14-15 September 2015
19-20 November 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
4
5
6
Understand the drivers of a pharma brand’s success and how the Medical Science Liaison (MSL)
function can contribute to that success.
Learn to align your medical activities with a segmentation of physicians that is based
on market related criteria that determine a brand’s success.
Be able to prioritise medical activities across brands and tactics
on the basis of business relevant criteria.
Learn how to design a tactical MSL plan and know which tactics
can help optimising market access locally.
Learn to more effectively communicate with a physician, from preparing up to following up a visit.
Beneﬁt from Edouard’s wealth of experience in training and coaching
medical staff in numerous pharma companies on best-practice pharma processes
across a wide spectrum of therapeutic and geographical markets.
Testimonials from past participants
This course was very
comprehensive and inspiring.”
This course was an excellent opportunity
to get in touch with other MSLs and learn more
This course is a must have
for Junior MSLs.”
about their current challenges during
Judit Lehoczki-Nagy,
the execution of their tasks.”
Medical Scientific Liaison
Jurgen De Beule,
Medical Manager Belgium,
Manager, Roche
Vanessa Dos Reis Ferreira,
Actelion – Belgium
– Hungary (November 2014)
Medical Science Liaison, Galderma
(November 2014)
– France (November 2014)
Principles of Patient Adherence
Understand the drivers of non-adherent behavior – Identify adherence opportunities
to improve commercial brand outcomes – Learn how to design Patient Support Programmes
that resonate with all stakeholders.
By John Weinman & Jeremy Sayers
Prof. Weinman is one of the most prominent experts in the ﬁeld
of patient adherence and leads the Clinical Team at Atlantis Healthcare,
global leaders in patient behaviour change & adherence solutions.
Jeremy Sayers heads up the commercial team at Atlantis Healthcare,
developing patient support programmes for pharmaceutical and medical
device companies, public health organisations and health insurers.
10
Dates
Brussels
Zurich
Brussels
London
10 March 2015
9 June 2015
23 September 2015
24 November 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
4
Fully understand the extent and nature of the adherence challenges that patients face,
and in particular the evidence-based drivers of their non-adherent behavior.
5
Have the unique opportunity to interact face-to-face with one of the world’s leading experts
on improving patient adherence, Prof. John Weinman, as well as with Jeremy Sayers,
senior consultant with a wealth of experience in this area.
Be able to identify adherence opportunities to effectively contribute
to commercial brand outcomes and decrease healthcare resource utilisation.
Know how to design and deliver Patient Support Programmes
that resonate with all stakeholders (patients, payers, pharma).
Learn the dos & don’ts, including managing regulatory restrictions,
effective enrolment and regional implementation.
Testimonials from past participants
Knowledgeable speakers
A good one day course to
This course has a very good
who provide a bridge between
appreciate the principles & psychology
approach in drilling down into deep
academic data and practical
of patient behavior and adherence. It
psychological insights about patient
implementation strategies!”
makes me keep working on this topic -
non-adherence. Also, there is a good
an interesting challenge!”
balance between theory and practical
sessions - thank you!”
Sven Olav Klein,
Business Unit Director
Gavin Collins,
Primary Care, ALK – Germany
Senior Director Medical Affairs
Jesús Ponce,
(November 2014)
Effectiveness, Celgene – Switzerland
Head of Crestor & CV Inline Brands,
(October 2014)
AstraZeneca – UK (March 2014)
Late Stage Pharma
Lifecycle Management
Prepare for patent expiry with a winning LCM plan for established brands – Know which drivers of
differentiation can be used – Learn where, when and how to compete in a generic world using late stage
LCM strategies & tactics – Learn how to make portfolio management decisions for mature brands.
By Neal Hansen
Europe’s most authoritative expert on lifecycle management strategies in the pharmaceutical industry.
Leading consultant for superior decision making in LCM and brand strategy.
A world-class speaker and trainer!
Co-author of Pharmaceutical Lifecycle Management
– Making the Most of Each and Every Brand (Wiley & Sons, 2012).
Dates
Zurich
Brussels
11
11-12 June 2015
19-20 November 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
4
5
6
7
Understand product maturity and be prepared for what happens at patent expiry.
Know which drivers of differentiation can be used in a seemingly undifferentiated world.
Learn where, when and how to compete in a generic world using pricing and contracting
strategies, authorised and own generic strategies, Rx to OTC switching strategies, etc.
Learn how to select the best tactics for your brand(s).
Be able to take portfolio management decisions at late stage.
Know how to build winning organisations in late stage LCM.
Gain insights from real world LCM case studies and beneﬁt from Neal’s
insightful recommendations based on his unique background
as a senior consultant in working on LCM solutions for many pharma companies.
Testimonials from past participants
This is by far the most relevant and
Highly relevant in an
Neal is truly the only LCM expert,
practical course in LCM I have been
increasingly important area.
especially regarding late stages. He’s
on. Neal Hansen is a very engaging and
Neal is a living textbook,
very well structured and gives very good
inspirational speaker with broad and in-
knowledgeable, and with lots
pharma examples, which are relevant
depth expertise; his examples are relevant
of real life case stories.”
for both the originators and generics
to all therapeutic areas.”
companies.”
Rene Toftemose,
Patricia Fisken,
Senior Director, LEO Pharma
Bahadir Cakmak,
Senior Global Project Manager, Novo
– Denmark (November 2014)
Product Manager – Global Generic
Nordisk – Denmark (November 2014)
Drugs, Fresenius Kabi
– Germany (November 2014)
The Pharma
Brand Planning Course
Learn how to analyse your brand’s market so that you discover all sales levers – Know how to determine
priority segments and deﬁne a value positioning statement – Learn how to design the optimal mix
of marketing tactics in both Red (highly competitive) & Blue (highly innovative) Ocean markets.
By Edouard Demeire
Visiting Professor at CEDEP (INSEAD) and other business schools.
Contributed to the design of Roche’s and Novartis’ Brand Planning Processes.
Developed business simulation games for the pharma industry (e.g. STRATPHARM)
and trained thousands of executives on pharma marketing strategy since 1990.
Co-author of GOOD PHARMA. How Marketing Creates Value in Pharma
(Corstjens & Demeire, 2014).
Dates
12
Brussels
Brussels
21-22 May 2015
17-18 November 2015
Visit www.celforpharma.com for extra sessions
By attending this course:
1
2
3
4
5
6
You will increase the sales and marketing ROI of your brands by learning how to determine
the marketing tactics that will effectively leverage opportunities in the market.
Your future brand marketing plans will logically link marketing tactics
to smarter patient / stakeholder insight and analysis.
For your brands in “Red Ocean” (highly competitive) markets,
you will know how to design marketing mixes that are superior to the competition.
You will learn how to make the competition irrelevant by creating “Blue Ocean” (highly innovative)
market environments for some brands, using value innovation concepts and tools.
You will be armed with a box full of handy tools you can use back in the ofﬁce.
You will beneﬁt from Edouard’s wealth of experience in training & coaching
numerous pharma companies on best-practice pharma brand marketing planning
across a wide spectrum of therapeutic and geographical markets.
Testimonials from past participants
Edouard Demeire is very
Very well organised, very intensive
Edouard Demeire has a great
knowledgeable, flexible, and has great
and focused. High level of experience
knowledge and knows how to
theoretical and practical experience.
from the speaker, always showing
transfer it into interesting topics. The
He gives many practical examples and
practical examples of pharma
organisation was perfect for me. It
helpful answers. The course is hands-
& non-pharma products.”
was adapted to my needs!”
on with a lot of interactive debates.”
Marina Vernet,
Stefanie Haefele,
Dennis Engelke,
Product Manager Psoriasis, LEO
Marketing Director Dermatology,
Senior Manager – Global Commercial
Pharma – Switzerland (May 2014)
Pierre Fabre – Germany
Insights, Actelion – Switzerland
(May 2014)
(November 2014)
The Strategic Digital Pharma
Marketing Course
Learn how to design a digital marketing strategy for your brand, therapeutic area or company that integrates
into the whole marketing mix – Grasp the full power and trends of all digital tactics in pharma – Learn how
to select the appropriate tactics, optimise the mix and how to measure their business impact.
By Ruud Kooi & Beverly Smet
Vice Presidents of Across Health, Europe’s leading consultancy specialised in eCRM
and digital communication in life sciences.
Former senior marketing leaders with J&J in the area of cross-channel CRM and digital marketing.
Highly respected by their pharma clients for both their functional knowledge
and hands-on experience, ranging from digital strategy formulation, to leading regional
and local implementation and continuous team skill development.
Top rated trainers!
Dates
Brussels
Zurich
Brussels
London
13
3-4 March 2015
10-11 June 2015
30 Sept. - 1 Oct. 2015
25-26 November 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
4
5
6
Be able to deﬁne a digital strategy for your brand or therapeutic area to stay competitive.
Know how to select the digital tactics which are best suited
to achieve your speciﬁc brand plan drivers and leverage points.
Decide per tactic how ambitious you want to be and what it takes
to implement your preferred tactic in your preferred scope.
Know how to tightly integrate digital into your overall marketing, sales
and medical education strategy and ensure “fusion” of your online
and ofﬂine efforts while respecting legal and regulatory guidelines.
Learn from well-metricised examples of successful e-tactics for physicians,
consumers/caregivers and other new stakeholders like payers, nurses and pharmacists.
Know how to plan and organise your success metrics
and answer ROI related questions concerning your digital tactics.
Testimonials from past participants
One of the best courses
I have attended!”
Well designed course content,
Great detailed content! Ruud
very relevant considering the changing
and Beverly are very knowledgeable.
industry environment.”
Thanks! This was so interesting
and relevant!”
Charlotte De Cunha-Dinsdale,
Patient Solutions Manager,
Syedah Maria Bokhari,
LEO Pharma – UK (October
Regional Commercial Vaccines Head,
Andrew Squire,
2014)
GlaxoSmithKline – Turkey (October 2014)
Director – Integrated Insights
Ophthalmology, Novartis
– Switzerland (March 2014)
The Pharma Forecasting Course
Learn the evidence-based concepts, models and techniques that work best to forecast the sales of pharmaceuticals
– Know how to build Market Access into your forecasts – Learn to distinguish reliable from bad forecasts and how to
forecast cost-effectively – Get practice with an Excel-based forecasting tool that integrates all the techniques taught.
By Gary Johnson
The most down-to-earth pharma forecasting expert with superb training talent.
Founder & CEO of Inpharmation, Europe’s most respected pharma forecasting & pricing specialist consultancy.
Renowned consultant for the world’s top 10 pharma companies, and many more.
Winner of a number of speaking and best paper awards.
Author of Sales Forecasting for Pharmaceuticals: An Evidence Based Approach.
14
Dates
Zurich
Brussels
London
21-22 April 2015
8-9 October 2015
10-11 December 2015
Visit www.celforpharma.com for extra sessions
By attending this course:
1
2
3
4
5
You will learn techniques and approaches that have been proven to work best for forecasting sales of
pharmaceuticals – including pharma-speciﬁc drivers like market access, step-care, targeted therapies etc.
6
You will receive Gary’s book Sales Forecasting for Pharmaceuticals:
An Evidence Based Approach, which will be a valuable reference to have with you.
You will be able to challenge the forecasts others have produced for you,
and produce your own forecasts in most situations.
Concepts will be explained in simple, non-mathematical terms.
Concrete examples from the pharma industry are used rather than vague concepts.
You will leave with a collection of techniques and principles
that you can implement easily and immediately after the course.
You will receive an Excel-based forecasting tool that integrates
all the techniques taught and applied during the workshop.
This ensures you leave with real hands-on ability to use the techniques.
Testimonials from past participants
Gary’s knowledge & experience is
A very clear and
Gary has the fantastic ability to make
impressive and the wide range of practical
useful forecasting
technical things quite simple. I also appreciated
examples absolutely helped to understand
course!”
his experience and the practical examples he
the theoretical models and to transfer it
gave. You leave the course with knowledge,
into daily practices. Besides that, Gary is
Chiara Annamaria
experience and a convenient tool to start with.
a very confident & entertaining lecturer.”
Zanetti,
I highly recommend this course!”
Forecasting Manager,
Doreen Brückmann,
Zambon – Italy
Manel Saïdani,
Business Development Manager,
(November 2014)
Business Intelligence Manager,
AstraZeneca – Germany (November 2014)
Therabel – France (May 2014)
The Pharma
Business Development Course - An Overview Course
Understand the structure of the pharma business development process – Grasp the terminology,
challenges, concepts & tools in each step, from analysis and planning... up to closing
and following-up a deal – Be prepared for the ﬁnancial and legal pitfalls.
By Martin Austin
Martin uniquely combines a wealth of BD experience with entertainment talent.
A former senior BD executive with Roche and Paul Capital Partners.
Board member of several start-ups and Founder of TransformRx.
Author of Business Development for the Biotechnology and Pharmaceutical Industry
(Gower, 2008) and Licensing, Selling and Finance in the Pharmaceutical
and Healthcare Industries (Gower, 2012)
Dates
Brussels
Zurich
London
15
24-25 March 2015
22-23 September 2015
8-9 December 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
4
5
6
7
Grasp the entire process of deal-making within the pharmaceutical and biotech industries,
and learn the language, the concepts and tools from a practitioner’s point of view.
Know how to proﬁle the most suitable products for your company’s proﬁle,
and where to search for the opportunities.
Grasp the principles of valuation and know what works best for which purpose.
Get expert advice on negotiation strategy and tools,
and on how to best conduct the interactions.
Learn what makes up a good term sheet and how to assess those from other parties.
Know how to best manage the contract phase
and how to avoid the ﬁnancial and legal pitfalls that can break a deal.
Capitalise on Martin Austin’s vast experience in concluding
and ﬁnancing successful deals in the pharma and life science biotech industries.
Testimonials from past participants
Martin combines expertise
(Martin is) Very informed,
It was an entertaining & engaging journey into
with a broad knowledge,
has seen and done it all before.
the BD universe, presented by a very knowledgeable
and sparkles his course with
He is patient in answering
& experienced executive. It was great to get served a
anecdotes and funny incidents
questions and a straight talker!”
high-level overview of the BD&L function, sprinkled
from his professional life.”
with plenty of real-life situations!”
Mahmood Ibrahim,
Laura Berger,
Business Development Lead,
Denis Bronnikov,
Medical Director, LEO Pharma
Africa & Middle East Region,
Business Development Director, Roche Partnering,
– Switzerland (September
Pfizer – United Arab Emirates
Roche – Switzerland (September 2014)
2014)
(September 2014)
The Pharmaceutical Out-licensing Course
Be able to decide on the best deal type – Know what to include in CDAs, MTAs and term sheets – Learn how
to prepare product information and how to ﬁnd potential partners – Know how to calculate the value of your
product and optimise the deal structure.
By David Scott
Over 25 years licensing experience in the healthcare sector - including eight years working in BD & Licensing for a multinational.
As a freelance licensing and business development consultant since 1996, he has successfully
concluded numerous inward and outward licensing agreements for clients covering small molecules,
biologicals and delivery technologies.
Author of Scrip’s best-selling report Practical Guide to Pharmaceutical Licensing.
16
Dates
Brussels
Brussels
21-22 April 2015
24-25 November 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
4
5
6
7
Understand the key factors leading to a successful out-licensing deal
of a pharmaceutical compound in R&D.
Learn how to proﬁle your product and prepare product information to maximise
its attractiveness to third parties.
Understand the key factors leading to valuing your product and how to set up a spreadsheet
to optimise the commercial structure of the deal.
Find out how to target potential partners – and the best way to make successful contacts.
Learn what to include in a term sheet, as well as in CDAs and MTAs,
and which issues to watch out for during negotiations.
Understand the due diligence process and what will be expected from you.
Get expert advice on negotiation strategy and on managing a deal post-signature.
Testimonials from past participants
David clearly is an expert in this field,
The best out-licensing course! A
This course was recommended
and as real experts, he knows how to make
lot of information provided and well
to me by the CEO of Poxel and it was
things clear and easily understandable. I
structured.”
indeed a brilliant course! Thanks!”
Faisal Dail,
Daniel Cravo,
Deputy General Manager, AJA Pharma
Medchem & Patent Manager, Poxel
– Saudi Arabia (June 2014)
– France (October 2013)
feel like I have my work programme for the
coming months.”
Valérie Scappaticci,
President, Aelis Pharma – France
(November 2014)
Pharma-Biotech
Product & Company Valuation
Understand the valuation concepts and techniques that are commonly applied in the pharma and biotech
world – Know how to assess and calculate the value of a biotech company – Learn how to calculate the
value of a pharmaceutical in development and how to structure a licensing deal.
By Patrik Frei
Europe’s top valuation expert of high-growth life science companies.
Patrik is Founder & CEO of Venture Valuation AG, specialists in independent assessments
and valuation of emerging high-growth companies in biotechnology and life sciences.
Patrik and his team carried out all external valuations for the Novartis Venture Fund.
Owner of Biotechgate, the global life science database.
Dates
17
8 March 2015 (back-to-back
with BIO-Europe Spring®)
22 October 2015
Paris
Brussels
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
Know what determines the value of life science biotechs and emerging pharma companies.
Gain a thorough understanding of key valuation terms, concepts, tools & techniques.
Learn and practice how to:
Use a model that assesses the soft factors of a biotech company prior to its valuation.
Calculate the value of a biotech company.
Calculate the value of a development compound with an Excel tool you can
take home and use for any other pharmaceutical product in development.
Structure licensing deals between pharma and biotech,
covering issues such as milestones and royalty payments.
4
Gain expert insight and advice from Patrik Frei who has assessed
and valued numerous products and companies in the life sciences industry.
Testimonials from past participants
The course fitted
Thank you very much for this course!
Excellent summary of
perfectly with my needs for
Patrik Frei’s Valuation course is perfect
the principles of valuation.
knowledge in this specific
for preliminary understanding of biotech
Great course overall!”
area!”
product and company valuation.”
Bas Sibeijn,
Kateryna Arnaut,
New Business Development
General Manager,
Business Development Manager, JSC
Manager, Janssen – UK
ProStrakan – Germany
Farmak – Ukraine (October 2014)
(March 2014)
Ahmed Mohamed,
(October 2014)
The Pharma Licensing
Negotiation Master Class
Learn and practice in role plays the whole armamentarium of winning strategies, tools, dos & don’ts, tricks
& tips in each step of the pharma licensing negotiation process: planning – internal negotiations – making
the ﬁrst contact – term sheet assumptions – face-to-face meetings – resolving issues – contract closure.
By Roger Cox
30 years of licensing experience encompassing both big and small pharma/biotech companies.
Currently Senior Consultant with Plexus Ventures, a leading global Pharma Business Development ﬁrm.
Formerly with J&J’s Global Pharma BD Group where he negotiated over 50 commercial licence agreements.
Former Chairman of the European Pharmaceutical Licensing Council.
Member of the Editorial Board of the Business Development & Licensing Journal
for the Pharmaceutical Licensing Groups.
18
Dates
Brussels
Brussels
21-22 May 2015
26-27 November 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
4
5
6
7
8
Have the tools and skills to conclude the best ﬁnancial deal
when negotiating a licence agreement in the Pharma and Biotech sectors.
Know what you need to prepare and check before a negotiation.
Use the appropriate negotiation styles in a variety of negotiation positions.
Learn the communication techniques to effectively manage expectations,
listen analytically, persuade and build consensus.
Be able to negotiate ﬁnancials and to bargain for advantage using proven techniques
for building value and win-win outcomes.
Know how to negotiate term sheets and contracts to successfully close the deal.
Apply the theory in role-play negotiation scenarios.
Beneﬁt from Roger’s wealth of experience which cuts through all relevant industry sectors:
big Pharma, small Pharma, Biotech and investors.
Testimonials from past participants
I’m very pleased to have taken part in
Roger Cox is a superb
Excellent! Roger Cox is a very
this course. I found it very close to the real
presenter! He is a seasoned
dedicated and experienced trainer!
life and it fully answers the requirements
and experienced negotiator.”
Right number of participants to
of my business challenges this time.
Thank you!”
enable productive and creative
Cristiano Musso,
workshops.”
VP, Head of Corporate
Alexander Nozdrachev,
Licensing, Grünenthal
Sanja Tamas,
Business Development Director, Servier
– Germany (June 2014)
Licensing and Contract Marketing
– Russia (November 2014)
Manager, Actavis – Serbia (June
2014)
Reassessing Corporate Strategies
for Pharma Growth
Gain foresights on pharma’s corporate growth strategies: Emerging Markets – Diversiﬁcation – M&As – Innovative
New Products – Learn why some repeatedly fail whereas others have a better success rate – Re-set expectations
on the prospects of new pharmaceuticals – Learn to assess which strategies may work (or not) for your company.
By John Ansell
Pharma’s most respected corporate strategy analyst for his in-depth and unbiased research.
Author of Transforming Big Pharma: Assessing the Strategic Alternatives (Gower, 2013)
and of over 50 articles on pharma corporate strategies.
John’s international background combines commercial experience in several
pharma companies with consultancy in marketing and business strategy
for more than 160 clients since 1989.
Independent Consultant and Senior Partner with TranScrip.
Dates
Brussels
11 March 2015
Visit www.celforpharma.com for extra sessions
By attending this course, you will:
1
2
3
4
5
Gain top-level insights and foresights on corporate growth strategies
pursued by (bio)pharmaceutical companies: Expanding in Emerging Markets
– Diversiﬁcation – Mergers & Acquisitions – Investing in Innovative New Products.
Find out why some strategies repeatedly fail in pharma whereas others have a much better success rate.
Re-set expectations on the prospects of new pharmaceuticals over the next decade.
Be better equipped to critically assess which corporate growth strategies may work
for your company, and which may not.
Beneﬁt from John Ansell’s wealth of (bio)pharma industry knowledge, built on decades
of research & analysis, networking, writing, teaching and consulting.
Who should attend?
First and foremost, this seminar is intended to gather HQ-based senior executives responsible for, or contributing to,
the development and deployment of corporate growth strategies in (bio)pharma companies, as well as in other life
science companies moving into the pharma space:
Top Management
Strategic Management
Business Development Management
R&D Management
In addition, this seminar will be beneﬁcial to analysts and advisers to corporate management, as well as to the heads
of country and/or regional afﬁliates of major pharma markets.
Testimonials from past participants
As this is the ﬁrst time we are organising this seminar, there are no testimonials yet.
19
Visit us
www.celforpharma.com
Register online
www.celforpharma.com/register.html
Contact us
Annelies Swaan
Marketing & Sales Manager
[email protected]
direct tel: +32 2 709 01 42; or mobile: +32 486 98 52 49
Luc De Langhe
Co-founder & Managing Director
[email protected]
direct tel: +32 2 709 01 41; or mobile: + 32 498 54 21 86
C.E.L.forpharma
J.E. Mommaertslaan 20A —1831 Diegem Belgium
[email protected]; www.celforpharma.com
direct tel: +32 2 709 01 40; fax: +32 2 721 13 82
BTW BE 0871.088.704, RPR Brussel
C.E.L.forpharma, J.E. Mommaertslaan 20A —1831 Diegem Belgium; [email protected]; www.celforpharma.com, (t) +32 2 709 01 40; (f) +32 2 721 13 82 — BTW BE 0871.088.704, RPR Brussel