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Collaborative Networks

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Alliance Management

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Collaborative Ability

The Practice of Alliance Management in the Biopharmaceutical Industry Janice Twombly, CSAP and Jeffrey Shuman, CSAP, PhD

Volume 1 in the White Paper Series Alliance Management at a Crossroads

T h e P ra c t ic e o f Allia n c e M a na ge me nt i n t he Bi o p ha r m a ce u t i ca l I nd u st r y

313 Washington St, Ste 300 Newton, MA, USA 02458 +1 617.965.4777 © 2010, The Rhythm of Business, Inc. All rights reserved

w w w. r h y t h m o f b u s i n e s s . c o m

T h e P ra c t ic e o f Allia n c e M a na ge me nt i n t he Bi o p ha r m a ce u t i ca l I nd u st r y

Being established is never equivalent to being relevant. The danger for biopharmaceutical alliance managers is losing influence by delivering less value as the alliance portfolio grows in size and complexity, outpacing alliance management capability. The imperative is to ensure that alliance capability is appropriately aligned with the alliance portfolio and able to adapt as the portfolio changes. n

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T h e P ra c t ic e o f Allia n c e M a na ge me nt i n t he Bi o p ha r m a ce u t i ca l I nd u st r y

Acknowledgements
The authors wish to acknowledge the sponsors of The Practice of Alliance Management in the Biopharmaceutical Industry. The study would not have been possible without their leadership and support.

Participants in the 2010 Practice of Alliance Management in t h e B i o p h a r m a c e u t i ca l I n d u st r y S t u d y

We also wish to thank the participants in the study who generously provided their experiences and thoughts. They represent the following companies: Acorda Actelion Alk­Abello Amag Pharmaceuticals Amgen Astellas AstraZeneca Bayer Biogen Idec Bristol­Myers Squibb Chugai Cubist Daiichi Sankyo Eisai Elan Eli Lilly Facet Biotech Genentech Gilead Sciences GlaxoSmithKline Grunenthal Halozyme Therapeutics Hospira ImmunoGen Ipsen Johnson & Johnson Lexicon Pharmaceuticals Medicis Medivation Merck Merck Serono Mundipharma Novartis Novo Nordisk Nycomed Pfizer Pharmacopeia PTC Therapeutics Roche Sanofi­Aventis Sepracor Shionogi Shire Signum Biosciences Solvay Takeda Xoma

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T h e P ra c t ic e o f Allia n c e M a na ge me nt i n t he Bi o p ha r m a ce u t i ca l I nd u st r y

Ta ble of Contents
Acknowledgements _________________________________________________________________________________2 List of Participants __________________________________________________________________________________2 Key Findings _________________________________________________________________________________________5 Executive Summary _________________________________________________________________________________6 The Practice of Alliance Management in the Biopharmaceutical Industry Alliance Management at a Crossroads ________________________________________________________9 Study Overview _______________________________________________________________________________11 Perceptions of Alliance Management________________________________________________________12 The Practice of Alliance Management Today _______________________________________________14 Positioning in the Corporate Hierarchy ________________________________________________14 Global or Local______________________________________________________________________15 Balance Between Dispersed Ability and Centralized Expert Group __________________17 Role and Accountability of Alliance Managers _________________________________________18 Direct Management of Alliances___________________________________________________19 Alliance Formation and Implementation _________________________________________19 Developing Collaborative Ability _________________________________________________20 The Work of Part­time Alliance Managers________________________________________21 Accountability ______________________________________________________________________21 Implications...
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