Wednesday, April 9

PRE-CONFERENCE WORKSHOPS

Overall Workshop Facilitator: Stuart Kliman, J.D., Head, Pharmaceutical Practice Area, Vantage Partners

Workshop 1: How to Start - or Re-Start - an Alliance Management Function?

7:00am Pre-Conference Workshop Registration and Morning Coffee

8:00am-12:00pm Morning Workshop
The challenge of starting a new alliance management function - or essentially re-starting one when a company believes that there or even more opportunities for it to create value - is multifaceted. Content questions include questions like what will be its mission, what will be its core activities, how many of those activities will be in the service of offering direct support to alliances, how many of those activities will be enabling support, what will be its initial business objectives, how will the services it provides integrate with those of other organizations (e.g, project management, business development), what measures will it use to measure value added, and what ought its first building out steps be. Approach questions include how do we ensure that, no matter what our answers to the content questions, the right stakeholders are all aligned - at a meaningful level of specificity - around those answers and that we are well positioned to move efficiently and effectively into implementation? In this session we will share lessons learned in helping many of the existing alliance management functions get off the ground, a case study around one of them, and a specific approach for both answering the questions and creating the conditions necessary for a successful start. The topics will include:

Mike O’Cone, Senior Director, Alliance Mgmt & Integration Planning, King Pharmaceuticals

Workshop 2: How to Build an Alliance Management Capability?

12:00pm Pre-Conference Workshop Registration and Afternoon Refreshments

1:00-5:00pm Afternoon Workshop

sanofi pasteur’s alliance management function was established in 2006, following a year of careful research and planning. After 18 months of "real-world" experience, including both internal and external challenges, the group has built on lessons learned to ensure "best in class" support to both sanofi pasteur and partner project teams. One of the key lessons learned is the critical importance of internal alignment of your own company around the benefits of an alliance management capability.

Kimberly Brue, BS, MS, Director, Alliance Management, Corporate Development, sanofi pasteur