Partnering to accelerate therapeutics: A primer on forming alliances and their management

Lab to Startup

Monica Rosoff, the founder and CEO of LBBAL™ Alianza. Prior to launching Alianza, Monica was a partnering executive with roles of increasing seniority at Genentech, Gilead, Kite and Exelixis. Over the course of over two decades, she had the opportunity to lead and participate in a wide diversity of deals, negotiations, diligence exercises, alliances, technology transfers, M&A integrations, dispute resolution negotiations, amendments and terminations–at all stages of the drug development and commercialization lifecycle and in multiple therapeutic areas.

Dr. Rosoff earned a doctorate in Pharmacology from the University of Washington and conducted her postdoctoral work at Stanford. We talked about lessons learned from her experiences in alliance management, especially for early stage startups.

Shownotes

Monica Rosoff https://lbbalalianza.com/

• Monica’s entry into alliance management

• Principles that guide a good partnership: What’s best for the patient? Find synergies, timing and motivations

• Who to approach at a big pharma when identifying a partner?

• Evaluating motivations of a big pharma: Get specific

• Building trust

• Performing due diligence-How?

• Power dynamics: How to deal with a big partner when you have a power imbalance?

• Role of lawyers

• Communicating failures

• Have a list of “To-dont’s” as opposed to “To-do” list

• Conflicts might be important

• Repeating problems: Lessons learned

• How to prepare for unexpected changes at big companies?

• Conflict resolution: What to pick fights on?

• Allocating resources