Search Vantage Archives



  • Better Skills, Better Partnering

    Stuart Kliman and Karen Denton

    Although the pharmaceutical industry has been quick to embrace the value of partnerships and the subsequent improved access to new business opportunities, initially many companies did not fully understand what it really takes to be successful at alliance partnering. In the past five years, as partnering has become the new normal, Bayer and many other biopharma companies have sought to remedy this by building their corporate partnering capability. As this continues, all pharmaceutical companies will benefit from operating in an industry that is increasingly capable at partnering. Read More »

  • Biotalk Podcast with Stuart Kilman and Josh Hamermesh

    Stuart Kilman and Josh Hamermesh

    Stuart Kliman recently appeared with Josh Hamermesh, Vice President at Locust Walk, on an episode of Biotalk, a Locust Walk Podcast series. They discussed ways of optimizing alliance management, maximizing long-term deal value creation for life science companies, and the differences between deal-minded and implementation-minded negotiation approaches. Read More »

  • Managing Difficult Conversations

    Liz Rayer and Lauren Krouskoff

    Difficult conversations are an inevitable part of work life (and personal life) — addressing poor performance, arguing over budget allocation, project planning across functions when there is disagreement on approach, saying “no” to a colleague, informing a customer of a delayed delivery — the list is endless. Read More »

  • Managing Difficult Customer Tactics: Threatening to Go to a Competitor

    David Chapnick and Logan Kessler

    Perhaps one of the most common tactics sales people encounter when negotiating with customers is threatening to switch business to a competitor if they don’t get what they want; usually a discount, but can also be changing other business terms in some way. Read More »

  • Alliance Management Required: The Unique Alliance Management Needs of Pharma Option Deals

    Renee Jansen

    As pharmaceutical and mid-sized biotech companies increasingly seek to enhance their pipelines through externalized relationships, the option deal—typically with a smaller biotech—has become an increasingly popular contract structure. Read More »

1 2 3 4 5  Next »