Alliance Management Expertise, Partnering Frameworks and Tools, Collaborative Leadership

Biopharmaceutical Alliance Management: Practices, Structure, Value
2. Thought Leadership / October 15th, 2019
Download the pdf

Alliance management is an essential discipline in biopharma companies, involved in driving the success—and managing the risks—of the many, varied partnerships and collaborations that deliver innovative therapies to patients. As a result, the ranks of alliance managers are growing.
 
Equally, alliance management is becoming a necessary stop in the career development of many executives. They assume a leadership role needing to quickly get up to speed on what is a sophisticated and demanding job, requiring both strategic and operational abilities, a high-level of emotional intelligence, and an ability to find creative solutions to problems.

The purpose of this paper is to introduce the core functions of biopharma alliance management to executives and practitioners new to the discipline. It discusses the core responsibilities, as well as provides guidance on resourcing strategies and the structure and organization of an alliance management function. While not exhaustive, it provides a roadmap to get started pursuing what is one of the most interesting, challenging, and essential jobs in business today.
Show a Little Alliance Management Love for Medical Affairs Presented at ASAP Biopharma Conference
4. News and Events / September 24th, 2019
Download a pdf of presentation

The 2019 ASAP Biopharma Conference is in full swing, with record attendance. The opening day included a session moderated by Jan Twombly, President, The Rhythm of Business on why collaboration between medical affairs teams in complex alliances is crucial and how alliance managers can be certain they are positioned for success, thereby increasing the likelihood the alliance will achieve its intended value...
Partnering Readiness: The Through Line from Collaborative Leadership to Collaborative Execution
1. Partnering Guide / May 31st, 2019
download a pdf of the slide deck
access the full webinar

The data keeps rolling in: The companies that are successful in becoming digitally-enabled and customer-obsessed—and therefore prepared to compete as we enter the 2020s—are those best able to collaborate internally and externally. This dynamic of Technology + Partnering together are redefining and rewiring organizations, necessitating a new collaborative leadership system to serve as the backbone that supports agile collaborative execution.

The objective of the leadership system? To ensure that companies are ready to partner; purposefully and opportunistically, in one-to-one relationships, multi-partner engagements, and in ecosystems.  Partner readiness for the 2020s is not as simple as having an alliance management team that supports a center of excellence offering tools and training. Partnering readiness is embodied in every leadership action, operational structure, and execution motion. It extends through strategy, product, marketing, sales, support and management. It is the strategic imperative for alliance leaders today.
  
View our recent ASAP Netcast webinar or download the slide deck to evaluate how ready your company is to compete and succeed in the 2020s.
Closing the C-Suite's Collaboration Gap
1. Partnering Guide / December 20th, 2018
Earlier this month, we presented and recorded a webinar to expand upon our mini e-book that we wrote together with our partner Alliancesphere, Own Your Transformation: A Five-Point Agenda for Creating Your Organization’s Collaborative Leadership System. The key message of the presentation is to urge alliance professionals to take charge of closing the gap between the happy talk about the importance of partnering and the actual ability of organizations to collaborate and partner well in a digital world....
How to Tame an Octopus: Managing the Proliferation of Clinical Collaborations
1. Partnering Guide / October 15th, 2018
In 2016, former US President Jimmy Carter announced that he no longer required treatment for his metastatic melanoma that had spread to his brain and liver. After six months of being treated with the immunotherapy pembrolizumab (trade name KEYTRUDA), together with surgery and radiation therapy, doctors had seen no sign of his disease for three months. This was a remarkable development—before pembrolizumab was approved in 2011, President Carter’s cancer likely would have been fatal.

Known as a “checkpoint inhibitor” pembrolizumab and other drugs in its class work—in simplest terms—by turbocharging the body’s immune system so that it can fight cancer. Its success, and the success of other similar drugs, such as avelumab (trade name BAVENCIO), and nivolumab (trade name OPDIVO), have unleashed a tsunami of clinical collaborations to identify how using these drugs in combination might expand and extend their significant patient benefits—and maximize their value to the biopharma companies that are developing them.

D...
What's Your Resourcing and Capability Roadmap? Five Recommendations for Evolving Alliance Management
2. Thought Leadership / September 27th, 2018
download the pdf

Based on The Rhythm of Business’ research, there is no longer any doubt that alliance management is acknowledged at the highest levels as an essential strategic capability in today’s biopharmaceutical company.   

Everything we’ve learned through interviews of 31 alliance managers from 29 big pharma, biotech, and animal health alliance management functions, points to a core challenge confronting alliance management leaders:

How will you continue to resource and evolve your alliance management capability to keep pace with the scientific and business changes hurtling at the industry that are in turn driving the need for more and more partnering and externalization?

We offer you our recommendations for how an essential function keeps pace with demand in this mini e-book.

Don’t miss our article about what we’ve learned through the research in the Q3 2018 issue of Strategic Alliance and check out our narrated presentation of the preliminary results from the research. 
As Seen in Strategic Alliance Magazine: No Longer Any Doubt: Alliance Management is an Essential Strategic Capability for Today's Biopharmaceutical Company
2. Thought Leadership / September 24th, 2018
download the pdf

“My job is getting more technical and more challenging every day.” This is how one of the first interviews we conducted began in our ongoing research project to examine the current state of the practice of biopharmaceutical alliance management. “What do you mean by that?” we asked. “I am spending more and more time making sure we don’t violate contract restrictions,” he responded—explaining that this means he needs to have a pretty good understanding of the science in multiple research agreements and understand the legal strictures. “We spend a lot of time making sure that what we are doing on one project doesn’t create a problem on another contract. Only the alliance management team will have that perspective.”

...
Coping Strategies for Overstretched Biopharma Alliance Executives
1. Partnering Guide / September 15th, 2018
It has been said by more than one executive that having too much work for her team to manage is a “high-class problem to have.”  If you buy that thinking, biopharma alliance executives have a very high-class problem to cope with!

The Rhythm of Business has interviewed over 30 alliance executives from a wide-range of biopharma, biotech, and animal health companies to understand and report on the current state of practice. Our core finding is that alliance management is here to stay in biopharma. It is viewed as a strategic capability, essential to the organization, with increasing C-Suite visibility and support.

What we’ve also learned is that alliance management teams are dealing with growing portfolios of alliances to manage along with greater technical components to their alliances. Some 86 percent of interviewees report growing port...
Taming the Octopus: Managing the Web of Clinical Collaborations
4. News and Events / July 1st, 2018
Jan Twombly, president of The Rhythm of Business is joined by Judy Baselice, director, alliance management at Pfizer and Ellen Locker, executive director, alliance management Merck & Co. at the 2018 ASAP Biopharma Conference in an interactive discussion about the complex web of agreements, restrictions, and obligations resulting from the explosion of clinical collaborations to create combination therapies....
Partnering at the Speed of Business
2. Thought Leadership / April 28th, 2018
Authors: Jan Twombly and Jeff Shuman
Download PDF

It is no secret that business is moving faster than ever before and that the formula for success in business transformation is Technology + Partnering. A common theme of sessions at the ASAP Global Summit over the past several years has been how to “partner faster.” By definition, bringing multiple companies together to create a joint solution adds complexities beyond a single company innovating and going to market alone. While partnering certainly has some advantages of speed, the complexities can also cause it to bog down. We’ve all experienced lengthy delays in working out agreements, settling disputes, and just getting decisions made that erode intended value.

What follows is a collection of posts from The Partnering Guide™, our blog that covers trending issues in partnering, collaboration, alliance management, and digital business transformation to the ecosystem economy. In these posts we apply the concepts underpinning entrepreneurial agility to propose ways of accelerating not just the partnering process, but also to “get smart quickly” about the value assumption and alliance business model that will create the business outcomes that benefit all concerned.
 
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....
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...
Into the Vortex: Leading the Power to Partner Everywhere – Presentation at Strategic Alliance Management Congress
2. Thought Leadership / May 9th, 2017
AUTHOR: Jan Twombly
download pdf

Biopharma partnering professionals, access our presentation from the May 2017 Strategic Alliance Management Congress.

Partnering is ubiquitous. It is happening everywhere in every function of a biopharma company. New partners often come from unexpected places. An ecosystem perspective is required to address new challenges and keep traditional alliances and collaborations on track. Explore the implications on how alliance processes must adapt and evolve – from partnering models to governance and measurement. Understand the new mindset and skillset required for alliance managers to succeed now that partnering is everywhere.
The Mission Endures, The Journey Continues
1. Partnering Guide / December 23rd, 2015

AUTHOR: Jan Twombly and Jeff Shuman

As we reach the end of 2015, we can only look back at an amazing year and ahead with giddy anticipation of what 2016 will bring. This is the year we finally hit the tipping point in the transformation of business that first prompted us to begin our journey into...

A Mindset for the Biopharmaceutical Alliance Manager in the Era of Connected Ecosystems
2. Thought Leadership / December 23rd, 2015

download pdf
Author: Jan Twombly

First in a series to challenge the profession to “think differently,” we describe a mindset – a way of thinking about the role of the alliance manager that transcends “best practices.” For those new at alliance management – and executives who need to...

Top