Course Outline

Course Information

• The course begins at the time stated below
• The course is broken up into modules outlined below
• There will be breaks between modules

Free Training Session

FREE to Attend | Recording

Sign up

60 mins | Recording

A Guide to Business Development and Partnering Events 

• Overview of major BD partnering events
• How and What to do before an event (and When!)
• Who to contact for a meeting (and How)
• Effective Follow-Up strategies

Session 1 | Day 1

120 mins | 1:00 PM UK

Background and Forecasting

• Why do we perform valuations?
• Epidemiology-based forecasting: Overview and examples
• Market-based forecasting: Overview and examples
• Peak Year Sales considerations
• Special Situations

Expense Forecasting & Examples

• Overview
• COGS, Pricing, and Reimbursement considerations
• Case studies in Forecasting Revenues and Expenses
• Impact of critical assumptions on forecasts

Session 2 | Day 2

120 mins | 1:00 PM UK

Risk-Adjusted Net Present Value (rNPV)

• What is risk?
• Probability of Success and Likelihood of Approval
• Calculation of rNPV
• What is “The Pie?”
• Impact of deal terms on The Pie

Additional Tools and Techniques

• Comparables
• Real options
• Game theory
• Monte Carlo
• Useful Excel functions (GoalSeek, Data Tables, etc.)

Dr Carlos Velez is the 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, across multiple therapeutic areas and markets. He also has extensive experience in business development and licensing, such as valuation, portfolio analysis and prioritization, and business planning. He has presented courses in business development and licensing at partnering events, and customized training programs for clients in Europe and Asia.

Carlos is also the co-founder of Connexin Therapeutics, a company currently raising it second round of financing for the development of retinal neuroprotectants. Prior to the formation of Lacerta Bio in 2010, he was the Director of Business Development at Penwest Pharmaceuticals, where he was responsible for the out-licensing of internally-developed 505(b)(2) programs, as well as the scouting and analysis of in-licensing opportunities in neurology. Penwest was acquired by Endo Pharmaceuticals in 2010. He was also the Chief Business Officer of Lantic Therapeutics (UK) until 2012. Other previous employers include Forest Labs, Frankel Group (now Huron Consulting) and Genencor (now Danisco).

Carlos holds a B.S. in Pharmacy from the Albany College of Pharmacy, a Ph.D. in Pharmacy from the University of North Carolina at Chapel Hill, and an MBA in Technology Management from the Rochester Institute of Technology.