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

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.

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
Main agenda
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