Business Development Basics - Partnering with Big Corporates
Collaboration with a large corporate partner may be critical for start-ups to successfully bring their innovation to patients. Such a collaboration may bring them access to expertise, resources and networks which are otherwise hard to tap into. In fact, a publication by Melchner von Dydiowa, Van Deventer and Couto in Nature Biotechnology¹ suggests that formal ties to pharma strongly correlate with startup success at both the clinical and preclinical stage.

What are the ins and outs of building such a collaboration with a healthcare company successfully? Join this break-out to get insights from the perspective of Johnson & Johnson, the largest healthcare company in the world and ranked No. 1 in partnering experience²

During the session we will discuss some of the fundamentals of business development. We’ll explore how start-ups might set themselves up for success in early business development and how they may become partner-ready faster. Topics include:

·         Overview of the business development process
·         Presenting data in partnering discussions
·         Due diligence
·         Negotiations

This break-out session is geared towards innovators interested in collaborations with big corporates in pharma and medtech.

1) Source: https://www.nature.com/articles/s41587-021-00821-x.epdf?sharing_token=SKt4qGXXElDjH89BdsVXatRgN0jAjWel9jnR3ZoTv0M1EuThoKObn5UvZWIqWcOLy_J6CGJHNjN0GxvBYYagcIoiGoPKubU-RoVQ8lcIoHPjQUqxrTyH7B2sLb3Wfu8jSBBBXZHwqEdgEc5fQYdlRknQRK2UGBCl26_1Bt-Ghrk%3D

2) Source: inpart, “Partnering 2030: The Biotech Perspective” available at https://go.inpart.io/hubfs/Gated%20content/Inpart_Partnering%202030%20-%20Biotech%20Perspective%202023_Report.pdf

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Speakers

Niels Wheeler | Innovation Activation Manager |Johnson & Johnson

Since 2020 Niels has been leading Innovation Activation for Johnson & Johnson Innovation – JLABS in the Netherlands, leveraging the strong footprint of Johnson & Johnson in the country. Activations are aligned closely to local life sciences ecosystem initiatives and stakeholders.

Niels has been with Johnson & Johnson since 2015 when he joined as communications manager for Janssen Infectious Diseases & Vaccines R&D. He supported the leadership team in roles of increasing responsibilities, including internal communications, external communications and change communications.

Before joining Johnson & Johnson, Niels worked for agency Hyphen Projects, which is specialized in events and publications in life sciences. He helped organize events such as Innovation for Health, BCF Career Event and BioBusiness Summer School.

Tess Korthout | Early Innovation Partner | Johnson & Johnson

Tess is part of the Johnson & Johnson Innovation team as an External Innovation Scout for the Benelux region. Within this role she focuses on the sourcing, screening and evaluating opportunities and potential matches between internal and external research needs of high strategic value to Johnson & Johnson.

Tess pursued her PhD at the Netherlands Cancer Institute in Amsterdam to study epigenetic processes in cancer progression. This research exposed her to the latest genomic technologies, which led her to a Postdoc at the Hubrecht institute working on a technology to detect epigenetic signatures in single cells. After this, she extended her network in the biotech industry with her previous role as a Business Development Director at the oncology startup iClusion.