Strategy for partnering a pipeline asset


  • Mid-sized pharma company with a key strategic asset in Phase II
  • Seeking a partner for Phase III development and marketing/promotion in specified territories
  • Sought help to define an optimal partnering strategy


  • Worked with the board of directors to define a strategy to cover:
    • Deal objectives
    • Partner selection
    • Deal construct
    • Alliance construct
  • Benchmarked against a range of recent deals in the sector
  • Also defined a deal management process, specifying key process stages, milestones and accountabilities.


  • Increased clarity of and alignment behind corporate objectives for the deal
  • Process revealed a number of weaknesses in the existing clinical development plan which needed to be rectified in advance of any approach to potential partners
  • Asset was eventually partnered with a US company.
Related capabilities