Business Forum PartneringDoing it right

Sougato DasDirector, Partnering Products & ServicesBIO

Maximize your potential

there is an ART

more

POTENTIAL

to MEETING

PARTNERS

Partnering @ BIO is different

Profile countsClearly define your offerings. Publish your profile. Don’t wait.

Request meetings early:

Start 4 or more weeks beforeConvention. Don’t wait.

Subject mattersMake it a concise, tailored andspecific statement or purpose.

Target your meeting request:Provide targeted and specificbenefits of partnering with you.

Follow up

Getting close to the conference but no response? Re-message the company.

the Golden rules

REAL Case StudiesBiotech vs. Biotech. Who got more meetings?

Exhibitor # of

requests

start # of

different

subjects

# of

different

messages

Meetings

Private

Biotech 1

160 5 weeks

before

65 170 70

Private

Biotech 2

35 2 week

before

1 1 6

Public

Biotech 1

90 4 weeks

before

85 75 60

Public

Biotech 2

30 2 weeks

before

5 1 5

• Starting early and checking often.

• Tailoring the subject of meeting requests.

• Targeting the message body of each meeting request.

• Sending more relevant meetings requests? Yes. Spam? No.

• Following up on non-responses a month and again 2 weeks before BIO.

Participants got 11X – 12X more meetings by:

11X

12X

Send targeted requests when partnering opens. Turn on notifications in your delegate profile. Then

1 Check for new companies often. Send targeted

….requests as appropriate.

2 Be patient. Responses will arrive 3 weeks before the ...event. Very little will happen before that.

3 Request declined? Find another company that’s a good ...target. There will be thousands.

Start early. Check often.

The two most frequent reasons for a declined meeting are:- Schedule too full- Appropriate personnel unavailable

Why was my requestdeclined?

Apr 3

Partnering Opens

Jun 23

BIO Intl.Begins

May 26

Meeting Response Volume

Increases

123

You are sending a meeting request, not an email. Your target has 100+

other requests. Don’t waste your subject with “Meeting request” or similar

EducationTailor the subject

• CompoundALK-5 Inhibitors for cancer therapeutics for out-licensing

• CompoundPhase 3 drug for in-licensing tinnitus, orphan status possible

• Vaccine Vaccine for prevention of tuberculosis in infected individuals, phase 3

• Platform HDACi Platform: leads in orphan neurodegenerative diseases

• Platform TLR2 vaccine platform for recombinant protein or peptide antigens

• IVD Antibody for PEI Imaging Co-Development & Collaboration

• Device Endothelial Function Assessment-technology for cardiovascular trials

• Delivery Novel Delivery Tech for moving recombinant proteins across BBB

Good

• Meet <your company name>

• Introducing <your company name>

• Discuss partnership

• Great opportunity to work with <your company name>

• <your company name>’s projects

• Let’s meet

• Meeting request

Bad

Do have a strategy and objective for each proposed meeting.

Don’t blindly send generic requests.

EducationTarget the messageDo your research. Have a plan. Know WHY you want to meet.

GET the meeting. IMPRESS at the meeting. Go to the NEXT STEP.

• What assets or products does your target have? What do they need?

- Development phase

- Therapy area / indication

- Mechanism of action / target

- Technology

- Geography / markets

- Financials / investors

- Deal types and trends

- Recent news and events (press release, analyst call, stock, etc.)

- Patents

- Clinical trials, and success or failures thereof

• Why is your company uniquely positioned to meet your target’s

...needs? Describe it in the body of your message request.

+ RECAP IQ

Free help. From the experts.

THOMSON REUTERSIs offering an hour of free consulting to help Business Forum biotechs and biopharmas determine who to partner with, and how to approach them, at BIO and beyond. Sign up today:

ip-science.interest.thomsonreuters.com/BIOConvention

powered by

Do cater each message to the targeted company.

Don’t use the marketing copy from the home page of your website.

EducationTarget the message (cont’d)

An effective meeting request from a biotech to a large pharma

SUBJECT:

Seeking to out-license RNAi therapeutic targeting PCSK9 for Hypercholesterolemia

BODY:

We have progressed a RNAi therapeutic targeting PCSK9 for Hypercholesterolemia to

animal models where its led to increased LDLR and decreased LDL-C. A single dose, in the

absence of statins, resulted in significant and durable reductions of PCSK9 plasma levels

of up to 84% and lowering of LDL-C of up to 50%. This is first in class due to its actual

inhibition of PCSK9 synthesis. We have not seen safety issues or lab abnormalities.

Considering that multiple studies indicate that up to 80% of patients are not at LCL-C

goals on statins, we believe there is a strong unmet need for our program.

We are seeking to out-license this compound (WW rights available) or form a

development partnership. We believe our asset is a strong fit for your CVD portfolio and

RNAi portfolio.

Example:

Do follow up on a cancelation.

Don’t take it personally or let it get you down.

EducationCancelation? Make the most

Business Forum is intense. Companies may cancel their meeting with

you

DON’T DESPAIR

AND don’t take it personally.

FOLLOW UP

When a company does cancel their meeting with you, they will sometimes leave contact

information in the cancelation. If so, you know what to do. If not, use the Reply Only

function in the One-on-One Partnering system to request their contact information so you

may arrange a meeting after BIO 2014. Chances are you will get it, and simply have the

meeting via web or teleconference after the event. Still a good outcome.

out of it:

myBIO ≠ One-on-One Partnering: 2 systems. 2 separate profiles.

You must publish your partnering profile to get meetings.

Calendar availability: Open your schedule on your partnering calendar.

100 requests allowed: You can have a maximum of 100 outgoing meeting requests in the “Requested” status.

More onBusiness Forum Partnering

Partnering Help:

BIOpartnering@bio.org | +1 (202) 962-6666

Complimentary Thomson Reuters partnering strategy consult:

http://ip-science.interest.thomsonreuters.com/BIOConvention

BIO One-on-One Partnering tutorial videos:

https://www.youtube.com/playlist?list=PLJqRn-KlRN6gwdCWTM_NWx0uE30JF5b8s

BIO One-on-One Partnering tutorial document:

http://convention.bio.org/uploadedFiles/

BIO%20One-on-One%20Partnering%E2%84%A2%20

Tutorial_BIO%202014%281%29.pdf

Business Forum Partnering Home Page:

http://convention.bio.org/partner/

Even more on(line)Business Forum Partnering

#BIO2014