Alliance Management Expertise, Partnering Frameworks and Tools, Collaborative Leadership

Designing the Why, What, and How of Your MVP—Minimum Viable Partnership
1. Partnering Guide / March 6th, 2018
Lorin Coles, our partner at Alliancesphere, often says, “There is a difference between vibration and forward motion.” The winners in business today recognize speed is the currency of business—and using it to move in the right direction is equally critical. With apologies to Lewis Carroll, too many companies take the approach of “if you don’t know where you are going, any road will do.”
 
When it comes to building the partnerships that allow you to co-create, co-develop, and monetize complex solutions, being ready to move forward with haste takes a robust framework that lets you identify and engage with the right partners at the right time...
Joint Development of Complex Solutions Requires Extreme Partnering
4. News and Events / February 8th, 2018
Mini-workshop at ASAP Global Alliance Summit, March 28, 2018 mixes partnering acumen with entrepreneurial know how to present a framework for co-creating complex solutions at the speed of business....
Can a 'Dinosaur' Dance in Its Fourth Industrial Age Ecosystem?
5. Case Studies / February 6th, 2018
The technologies of the Fourth Industrial Age have greatly magnified the speed, scale, and scope of partnering...
Ironing Out the Differences in a Billion-Dollar Initiative
5. Case Studies / February 6th, 2018
Two tech giants saw an opportunity to launch a significant new initiative within an already existing alliance....
A Turnkey Partnering Center of Excellence
5. Case Studies / February 6th, 2018
A global biopharma company with a large number of alliances and other collaborations-- academia, service providers, consortia, emerging biotechs, and other big pharma-- engaged us to create both in-person and online alliance management training and tools, customized for their portfolio and way of working....
Assess and Reset for Success
5. Case Studies / February 6th, 2018
An alliance that spent several years conducting research and doing early stage development achieved proof of concept and was ready to move to late stage clinical trials....
20 Years Later Rhythm is More Important than Ever
1. Partnering Guide / February 4th, 2018
AUTHOR: Jeff Shuman

As January drew to a close, I couldn’t help but to think back 20 years, to the end of January 1998, the month my book, The Rhythm of Business: The Key to Building and Running Successful Companies was first published.[1] It describes the natural development process successful entrepreneurs use to build and run their businesses.
 
In metaphor and in reality, successful entrepreneurs feel the rhythm of their business. When they do, they know what they need to learn about their customers, the partner ecosystem, and the business model that will create, deliver, and capture value for all concerned. That focus on “getting smart quickly” lets them operate with necessary speed and the agility to adjust with quick, easy grace as they learn what enables their success.
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Partnering at the Speed of Business
1. Partnering Guide / December 28th, 2017
AUTHORS: Jan Twombly and Jeff Shuman

Speed is the new currency of business, says Marc Benioff, chairman and CEO at Salesforce. And he’s spot on!

 Bain’s Firm of the Future practice makes the key point that “success depends on how firms deliver the benefits of scale and intimacy better and faster to customers.”[1] What is unsaid is that it takes an ecosystem of partners too, because of the complexity of the technologies and the domain expertise required to apply them within specific use cases. And these partners  probably are not the same ones that help you service enterprise customers with traditional solutions, or where the purpose of the partnership was for balance of trade.

For example, industrial giant...
Optimize The Portfolio to Drive Growth
5. Case Studies / December 22nd, 2017
A change in strategy in this software company led to a rethinking of partnering strategy and a realization that 90% of business was coming from 10% of the partner portfolio....
Sometimes Success Means No More Lawsuits
5. Case Studies / December 21st, 2017
We are often called upon to develop a company’s first alliance management functio...
Informed Leadership Overcomes Cultures in Conflict
5. Case Studies / December 21st, 2017
This pre-commercial biotech suffered from a legacy not-invented-here syndrome and saw partnering as a necessary evil-done strictly as a vehicle to finance the company....
Scientists Collaborate Globally to Innovate Products
5. Case Studies / December 14th, 2017
A consumer products company was opening its innovation process and engaging with academia, startups, and other potential collaborators....
Beyond the Pill Strategies: Biopharma Partnering's Next Frontier
2. Thought Leadership / September 11th, 2017
Beyond the Pill imageAUTHORS: Jan Twombly and Jeff Shuman
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Three trends – new technologies, shifting economics, and empowered patients – are disrupting biopharma’s traditional business model. Smart biopharma companies are responding by embracing a holistic “beyond the pill” approach to the future.

For most biopharma companies, beyond the pill is largely a defensive strategy aimed at justifying or preserving pricing or perhaps gaining reimbursement in any amount. If prognosticators are correct, this bundle of product, services, and data (typically referred to as a solution) will be required for receiving regulatory approval in the not-to-distant future. The bundle may even be part of a single label.

Opportunities to create, deliver, and capture value abound across the value chain. All require partnering. Biopharma partnering and alliance professionals should dive in, head first.
Success through the Biopharma Channel at the ASAP Biopharma Conference
4. News and Events / September 1st, 2017

biopharma imageThe Rhythm of Business is pleased to once again announce our sponsorship of the ASAP Biopharma Conference, the leading conference for life science partnering professionals. This year, we are sharing some of our learning about driving commercial success with local partners, applying some of the lessons learned in the world of information technology.  

In high-tech, the last mile to the customer includes “channel partners” or “resellers.” This is also the case in biopharma – although it is rarely described as a channel.  Leveraging techniques high-tech companies have successfully utilized, we’ll examine practices biopharma companies are adopting to better align with their partners and drive success by ensuring their partners are successful.

Learn what it takes to make your company stand out and be top of mind when it comes to serving patients through the biopharma channel. Educate and engage key stakeholders in adopting your critical processes such as compliance, pharmacovigilance, supply chain, and quality. Help partners leverage your resources and achieve mutual success.

Learn more about the conference and register. It is an event not to be missed!

Outsourced Service Providers or An Ecosystem of Strategic Partners?
1. Partnering Guide / August 30th, 2017
AUTHOR: Jan Twombly
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The July/August issue of Pharmaceutical Outsourcing features our recent article on building the mindset, skillset, and toolset to collaborate with providers—and maximize the performance of your biopharma ecosystem.


The article highlights Forma Therapeutics, a quickly growing integrated drug discovery and development company, that has a very collaborative and innovative culture that clearly works to its benefit. The Company just announced an extension of its 2014 collaboration with Celgene to “evaluate additional therapeutic candidates across important emerging target families in the areas of protein homeostasis, inflammation & immunology, and neurodegeneration...
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