Advanced Business Development Course is part of the Informa Connect Division of Informa PLC

This site is operated by a business or businesses owned by Informa PLC and all copyright resides with them. Informa PLC's registered office is 5 Howick Place, London SW1P 1WG. Registered in England and Wales. Number 3099067.

Informa
Nov 08
Show Filter
07:30 - 08:30 60 mins
Registration and breakfast
08:30 - 10:00 90 mins
Info
General valuation and discounted cash flow models
  • Faculty Joseph S. Dillon, Ph.D., MBA - President, Dillon Capital Strategies
  • Examine how valuations are integral with business development, partnering, risk management and investment.
  • Work through a step-by-step evaluation process to yield valuations and deal structures.
  • Review and understand the contrasting views between the sell-side and buy-side.
  • Discuss the advantages and disadvantages of valuation methodologies available to you when reviewing a deal.
  • Understand what a comparable is and learn when and when not to apply one.
10:00 - 11:00 60 mins
Info
Valuation tools, techniques and major factors
  • Faculty Joseph S. Dillon, Ph.D., MBA - President, Dillon Capital Strategies
  • Examine augmented Net Present Value (NPV) and cash flow preparation
  • Learn best practice when estimating commercialization costs and development costs
  • In-depth discussion of discount rates probability of success and how they should be used
  • Review various valuation factors such as inflation and forecast horizon
11:00 - 12:00 60 mins
Info
Group exercise
  • Faculty Joseph S. Dillon, Ph.D., MBA - President, Dillon Capital Strategies

Group exercise 

Throughout the course you will participate in a regular group activity, helping to enhance your skills and embed the business development knowledge obtained on the course. These activities simulate real-life deal preparations and negotiations.

On the first day of the course, delegates will be assigned to a team representing a fictional biotech or pharma company deal team, with each company having a product and/or strategic goals.

Over the three days, delegates will then work in their teams conducting product valuations and negotiations with a counterpart company team, with the aim of securing the optimal deal for their company by day three.

The interactive exercise provides delegates with essential experience practising the skills being shared in the course. In addition, it is a valuable opportunity to network with other BIO-Europe® attendees and learn from their experiences.


12:00 - 13:00 60 mins
Lunch
13:00 - 14:00 60 mins
Info
Market models, competition, cash flow estimates
  • Faculty Joseph S. Dillon, Ph.D., MBA - President, Dillon Capital Strategies
  • In-depth view of revenue forecasting methods
  • Understand the differences between patient and market-based forecasting
  • Review the advantages and disadvantages of trending and eventing when forecasting
  • Understand the role of competitors when forecasting
14:00 - 15:30 90 mins
Group exercise
15:30 - 16:30 60 mins
Info
Value distribution and terms
  • Joseph S. Dillon, Ph.D., MBA - President, Dillon Capital Strategies
  • Review multiple examples of deal terms
  • Examine creative terms and deal structuring to achieve specific purposes
  • Assess case study examples of creative deal structuring to ensure value on both sides.
  • Walk-through a real case study of a biopharma deal from it’s beginning to end.