Alliance Management Consulting and Training, Partnering Frameworks and Tools, Collaborative Leadership

Where’s the Value? Insights from Our ASAP Webinar Chat
1. Partnering Guide / August 6th, 2021
On July 29, Jan facilitated a conversation with Katherine Kendrick, CSAP, head of alliance management at Jazz Pharmaceuticals and Nancy Griffin, vice president of alliance management at Dicerna Pharmaceuticals about defining and communicating the value professional alliance management delivers to its key internal stakeholders and partners. Part of ASAP’s webinar series, everyone defined the preparation and delivery of the session as “certainly not work.” Highlights of our spirited and spontaneous conversation follows.   

Our discussion built upon the cover story article in the Q1 2021 Strategic Alliance Quarterly, to which each of us contributed, widening the aperture to explore how to expand beyond the daily management of contracts, governance, and solving problems to discuss the higher level, more strategic services and activities stakeholders value the most....
Rumblings, Perennial Challenges, and Reimagining a Path Forward
1. Partnering Guide / December 4th, 2020
There is no question 2020 has been the most challenging year in recent memory. As it comes to a welcome close, old challenges are appearing anew. For biopharmaceutical alliance professionals, it is once again the season of having to explain to the CFO wielding the budget axe, “So tell me again what you do?”
 
It is not surprising, given the uncertainty of the business climate and the wholesale changes that have occurred. Companies have learned to live without physicality in offices, sales calls, team meetings, conferences, new staff interviews…the list goes on and on. Suffice it to say that any executive worth their salt is examining what their business needs and doesn’t need to be successful as we hopefully emerge from the pandemic in 2021 and into the next normal.
 
Savvy alliance leaders should welcome the challenge—and be prepared with an answer that not only explains how you’ve helped the business achieve great things during 2020 by keeping its alliances on track. You must also be ready to share what you and your team are doing to reimagine the future course of the company’s alliance capability and help lead it in a time of scientific and technical advancement, changing economic incentives, and empowered patients that necessitates partnering happening everywhere in the organization—all while incorporating the surprisingly productive ways of doing business we’ve adopted...
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.
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