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Survey of out-licensing biotech companies reveals Bristol-Myers Squibb
perceived to be the best company to deal with, Abbott perceived to be the worst
CAMBRIDGE, UK, November 18, 2003 - Cambridge Healthcare & Biotech Ltd (CH&B) today
announced some of the results of its recent licensing survey. The survey was conducted through
telephone interviews of 17 CEOs and Business Development Directors of biotech companies in
the UK, Germany and the USA. All the interviews took place from July to September this year.
Martyn Postle, Director and Founder of CH&B, said, “We conducted this survey amongst outlicensers
to find out which pharma companies were perceived to be the best to deal with and
which were perceived to cause the most problems. We wanted to provide a mechanism
whereby contributors could share stories concerning the specific strategies and tactics named
big pharma companies have used during their negotiations with them.”
Contributors to the survey were also asked to score the major in-licensers against 6 criteria:
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Do they demonstrate empathy with your objectives?
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Do they drive a hard financial bargain?
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Are they prepared to be flexible on deal structure?
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Can they move quickly when you need them to?
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Can you access the key decision makers directly?
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Do they stick to the sentiment of the agreement through the lifetime of the alliance?
Postle added, “We found a remarkable consistency between responses. Given each of the
factors an equal weighting, Bristol-Myers Squibb was perceived to be the best company to deal
with, while Abbott was perceived to be the worst.”
Companies included in the survey were: Abbott, Amgen, AstraZeneca, Aventis, Baxter, Bayer,
Boehringer Ingelheim, Bristol-Myers Squibb, Chiron, Eli Lilly, Genzyme,
GlaxoSmithKline, Johnson & Johnson, Merck & Co, Merck KGaA, Novartis, Pfizer, Pharmacia, Roche,
Schering- Plough, Serono and Wyeth
The survey is available free of charge to out-licensing biotech executives who wish to contribute
to an enlarged survey.
Cambridge Healthcare & Biotech
Cambridge Healthcare & Biotech is a knowledge-based consultancy serving all sectors of the
healthcare industry. The company brings a unique perspective to solving client problems
through an in-depth understanding of technology, product development, marketing, healthcare
systems and corporate finance which is embedded in its project teams. In particular, the track
record of its team in commercial and technical due diligence is second to none, enabling its
clients to maximize value and minimize risk in mergers, acquisitions, divestments and licensing
transactions.
ENDS
Contact:
Martyn Postle, Director, Cambridge Healthcare & Biotech
Tel: +44 (0) 1223 839 503
Email: martyn.postle@chandb.com
Cambridge Healthcare & Biotech Ltd, 18 Duxford Road, Whittlesford, Cambridge CB2 4ND
Tel: +44 (0)1223 839 503 Fax (Europe): +44 (0)8701 330 690 or (USA) +1 413 403 6219
http://www.chandb.com e-mail: info@chandb.com
Cambridge Healthcare & Biotech Ltd is registered in England No 4700145
Registered Office: 18 Duxford Road, Whittlesford, Cambridge, CB2 4ND
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