2019
Pharma CEO of the Year 2019 - Europe
Business Development Training Course
14TH - 15TH May 2025 San Diego, CA USA.
22ND - 23RD May 2025 Brussels, Belgium.
15TH - 16TH Oct 2025 Boston, MA USA.
Are you ready to unlock the secrets of successful deal making in the dynamic world of pharma and biotech? Join us for an intensive and practical 1-day course that will equip you with the essential skills and knowledge needed to navigate the complex landscape of licensing, partnerships, and negotiations.
At our course, you will learn from industry experts who have a deep understanding of the valuation approaches, risk assessment methodologies, and deal structuring techniques that are currently shaping the pharma-biotech world. We have carefully designed the agenda to cover all the crucial topics, ensuring that you leave with a comprehensive understanding of the deal-making process.
Unlock the power of deal making in the dynamic world of pharma and biotech. Master the strategies, skills, and frameworks essential for successful collaborations.
- Gain Practical Skills
- Our course offers a hands-on approach, providing you with practical tools, templates, and Excel-based valuation models that you can immediately apply in your professional endeavours. Whether you're involved in investment rounds, mergers and acquisitions, licensing deals, or strategic development decisions, this course will equip you with the skills to produce accurate valuations and make informed business decisions.
- Learn from an Expert
- Our course leader, Dimitri F Dimitriou, FRSM, is a renowned authority in dealmaking in the pharma/biotech sector, having 35 years’ experience in both big pharma companies as well as biotechs. Dimitri has been involved in over 200 deals. With vast sector-specific knowledge and experience, Dimitri will guide you through the intricacies of deal making, sharing valuable insights and case studies that will enhance your understanding and confidence in putting together successful deals.
- Network with Peers
- Our course attracts a diverse audience of executives from pharma, biotech, and related industries. This provides a unique opportunity to network, share experiences, and learn from the successes and challenges faced by your peers. Engage in stimulating discussions, forge new connections, and expand your professional network.
Partnering Expertise
Transactions
Search & Evaluation
Due Diligence
Forecasting & Valuation
Deal Structuring
Legal Agreements
M & A
IPOs
Research Collaborations
Course Leader:
Dimitri F. Dimitriou, FRSM, FRSC, FRSB, FIBMS
Professional experience
Dimitri has over 35 years’ experience in the pharmaceutical and biotech industry. Over the last 20 years, he is the founder and Managing Director of DyoDelta Biosciences, an advisory company specializing in providing support in putting together corporate collaborations in the Life Sciences.
He has been involved in over 200 pharma/biotech agreements, mostly cross-border transactions and has been a speaker or chairman in 40 conferences.
He is a co-founder and former CEO of ImmuPharma plc, a drug development biotech company listed on AIM of the London Stock Exchange and previously on Euronext in Brussels.
His past roles include Senior Director, Worldwide Business Development at GlaxoSmithKline, where he was responsible for worldwide transactions with a focus on licensing novel products for development and commercialization. He wa also the head for transactions in Europe at Bristol-Myers Squibb. Prior to that, he spent 8 years at Procter & Gamble when it had a pharmaceutical division, in senior marketing, R&D and business development positions and began his career in marketing in Marketing at Novartis in 1987.
He has 2 degrees from the University of London - a Bachelor’s in Biochemistry from Kings College and a Master’s in Pathology (Faculty of Medicine) from Imperial College Medical School and training in Internal Medicine and Neurology from Harvard Medical School. He is a Fellow of the Royal Society of Medicine, the Royal Society of Chemistry, the Royal Society of Biology, the Institute of Biomedical Science, and a member of the British Pharmacological Society, the British Neuroscience Association and the British Society for Immunology.
Awards:
2018
Best Pharmaceutical Development Company
2014
Most Innovative Drug Licensing Company
2012
Best Medical R&D Company - Europe
2010
Best Drug Development Company, Europe
2009
European Mediscience Award
Key Topics
This condensed 1-day course provides a comprehensive overview of the key aspects of deal making in the pharma and biotech industry, as well as MedTech and Digital Health. Participants gain valuable insights into the deal-making process, including preparation, due diligence, licensing, IP protection, valuation, negotiation, and relationship management.
Module 1: Introduction to Business Development & Licensing
Role of Business Development & Licensing (BD&L).
Organizational models and scope of work in BD&L.
Types of strategic alliances and their pros and cons.
Organizational models and scope of work in BD&L.
Types of strategic alliances and their pros and cons.
Module 2: Effective Preparation for BD Partnerships
Identifying potential partners and making initial contact.
Strategies for successful meetings and managing partner relationships.
Key materials required for effective contacts.
Strategies for successful meetings and managing partner relationships.
Key materials required for effective contacts.
Module 3: Due Diligence and Licensing Deals
Due diligence checklist and deal pitfalls to avoid.
Anatomy of licensing deals: in-licensing and out-licensing.
Key stakeholders and the term sheet processs.
Anatomy of licensing deals: in-licensing and out-licensing.
Key stakeholders and the term sheet processs.
Module 4: Intellectual Property and Confidentiality
Importance of confidentiality agreements in licensing.
Data sharing and rights within licensing agreements.
Strategic planning for IP protection.
Data sharing and rights within licensing agreements.
Strategic planning for IP protection.
Module 5: Valuation and Negotiation Strategies
Target market profiling and valuation considerations.
Effective negotiation strategies and tactics
Approach and tools in negotiations
Effective negotiation strategies and tactics
Approach and tools in negotiations
Module 6: Relationship Management and Closing Remarks
Post-deal relationship and alliance managemen.t
Recap of key takeaways and final thoughts.
Recap of key takeaways and final thoughts.