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Key Sessions

Dr. Carlos Velez

Your EBD Academy Faculty

Lacerta Bio

9:00am 9:30am (30 mins)

Main agenda


9:00am 9:05am (5 mins)

Main agenda

Your EBD Academy Faculty

Introduction to your EBD Academy Trainer Carlos Velez, who is Founder and Managing Partner of Lacerta Bio, an international consultancy specializing in both in- and out-licensing of prescription and non-prescription product candidates and commercial products.

  • Dr. Carlos Velez - Founder & Managing Partner, Lacerta Bio

9:30am 10:00am (30 mins)

Main agenda

Introduction to the workshop

  • Overview of course objectives
  • Deal-making trends
  • Why do some out-licensing efforts fail?

10:00am 11:00am (60 mins)

Main agenda

The Asset: marketing material development and rationale

Reviewing the materials needed for out-licensing

  • Examine the various presentations needed
  • Discuss the rationale behind them

Examining the content

  • Market opportunity
  • Development plan
  • Investment required

Why should it be done this way?

11:00am 11:30am (30 mins)

Main agenda

Morning Break

11:30am 12:30pm (60 mins)

Main agenda

Developing an outreach plan

Why do we benefit from having a plan?

Defining the outreach plan:

  • Who to contact?
  • Where to contact?
  • Why would they be interested?

Geography and other considerations

12:30pm 1:30pm (60 mins)

Main agenda

Networking Lunch

1:30pm 2:00pm (30 mins)

Main agenda

Summary and questions from morning session

2:00pm 3:00pm (60 mins)

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Executing the outreach plan

Examining the various methods to reach out to prospective partners

  • Calls and Emails
  • Conferences: Which to attend? Which to avoid?
  • Social Media


  • Documenting, quantifying, and reporting your actions

Who is executing the plan?

  • Evaluating the criteria and skillset required to be successful

3:00pm 3:30pm (30 mins)

Main agenda

Afternoon Break

3:30pm 4:30pm (60 mins)

Main agenda


Data room organization: examining how to follow up properly

  • Review the content needed in follow up presentations

Post-CDA follow up

  • Discuss the content of presentations at this critical stage
  • Learn how to build the foundations for a long-term relationship

4:30pm 5:00pm (30 mins)

Main agenda

Overcoming objections and negative feedback

Review scenarios of objections and how to overcome them in the following areas:

  • Development plan objections
  • Commercial objections
  • Technical objections
  • Unsolvable problems

5:00pm 5:30pm (30 mins)

Main agenda

Masterclass Summary & final comments