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NEUROGEN CORPORATION

NEUROGEN CORPORATION. Alliance Management: View from the Smaller Side of the Alliance. Thomas A. Pitler, Ph.D. VP Business Development. Foremost Cause of Alliance Failure. Poor or Damaged Relationships Between Firms. Poor Strategy and Business Planning. 64%. 30%. 6 %.

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NEUROGEN CORPORATION

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  1. NEUROGEN CORPORATION Alliance Management: View from the Smaller Side of the Alliance Thomas A. Pitler, Ph.D. VP Business Development

  2. Foremost Cause of Alliance Failure Poor or Damaged Relationships Between Firms Poor Strategyand Business Planning 64% 30% 6% Bad Legal and Financial Terms and Conditions Alliances often fail because partners are unable to work together effectively

  3. Common Causes for Relationship Issues • Missed milestones • Lack of learning/innovation • Project delays • Dissatisfaction with partner’s performance • Unresponsiveness to changes in the market place • Perception that alliance is not adding value • Breakdowns in trust • Build-up of negative partisan perceptions • Questioning of one another’s motives • Festering conflicts • Little joint problem solving • Feelings of disrespect/coercion “Absent Facts People Make up Stories”

  4. Launching Alliance Relationships: Key Objectives Contractual Commitment Relationship Challenges and protocols Alliance Work plan Enabling Skills and Mindset • A clear understanding of the negotiated agreement • A shared picture of all parties’ scientific and business goals for the arrangement • A common set of experiences and mindset for effectively working together • Building personal relationships through face-to-face interaction and fun activities • A common understanding of key challenges • A set of procedural agreements that define the basic operating assumptions for working together • Collaborative conflict resolution methods and escalation procedures • Standard relationship audit • Defining a joint work plan for scientific and commercial activities • Clearly understood roles and responsibilities, timelines and priorities

  5. Launching Alliance Relationships: Key Objectives Contractual Commitment Relationship Challenges and protocols Alliance Work plan Enabling Skills and Mindset • A clear understanding of the negotiated agreement • A shared picture of all parties’ scientific and business goals for the arrangement • A common set of experiences and mindset for effectively working together • Building personal relationships through face-to-face interaction and fun activities • A common understanding of key challenges • A set of procedural agreements that define the basic operating assumptions for working together • Collaborative conflict resolution methods and escalation procedures • Standard relationship audit • Defining a joint work plan for scientific and commercial activities • Clearly understood roles and responsibilities, timelines and priorities

  6. RACI matrices provide a useful tool to ensure that all stakeholders are aware of their role in any decision Responsible:The individual(s) who performs a task. The doer, responsible for recommendation, action and implementation. Accountable:The individual (s) who is accountable for ensuring alignment with the overall plans and ensures the quality/ performance/ outcome of the activity. Consulted: The individual(s) who are asked to provide input and/or insight prior to an action being taken or a recommendation being made. Informed: The individual(s) who need to be informed when an action is taken or a decision is made but does not need to be consulted.

  7. ALLIANCE MANAGEMENT WORKING GROUPDecision making roles and responsibilities

  8. Relationship Survey: Quantitative Results

  9. Quantitative Results con’t

  10. Quantitative Question Results – Radar Chart Neurogen-Partner Alliance Health Roles 6 5 Communication / Openness Planning Relationship 4 Operational 3 2 Conflict Management Team Coordination 1 0 Relationship Strength Decision Making Resources Performance Management Neurogen Partner Rating Scale 6 5 4 3 2 1 0 No Opinion Strongly Agree Strongly Disagree

  11. NEUROGENCORPORATION DRUG DISCOVERY PRODUCT DEVELOPMENT NEUROLOGICAL DISORDERS PAIN METABOLIC DISEASES INFLAMMATION

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