JANE JUNIPER Pharmonyze 25 YEARS in the PHARMACEUTICAL INDUSTRY & CA-AM Certified

1. JANE JUNIPER Pharmonyze25 YEARS in the PHARMACEUTICAL INDUSTRY &CA-AM Certified

2. Academia & Pharma Alliances • Not new but gathering pace now.. Knowledge, skills, risk…. • several big and complex academia, charities and industry in life sciences • Medical Research Council Stratified Medicine Initiative • National Institute for Health Research – Translational Research Partnerships - 36 universities and NHS organisations in inflammatory disease research • Alliances are a challenge Good communication & relationships are key

3. What sort of areas are involved? • Reason for alliance – (depends on specifics) • Legal structure – negotiating and signing up – mutual goals and buy in • Setting up teams, working patterns and communicating/reporting mechanisms • Governance on decision making and resolving differences • Monitoring progress towards goals, managing and rectifying problems • Exiting gracefully if goals diverge Potential for massive complexity and countless occasions when there is a choice of direction and approach to those involved

4. John Parker UK President, Association Strategic Alliances Professionals UK Associate, Phoenix Consulting Group Introduced by JANE JUNIPER

5. John Parker, CSAP • 40+ years experience in Sales, Marketing & Strategic Relationships in ICT Industry • Member of ASAP and antecedents since 2004 • UK Lead for Phoenix Consulting Group • Contributed to PAS & BS11000 standard • Helped design ASAP certification exams • Contributing author to ASAP Handbook • Contributing Author to ASAP Professional Development Guide • President of ASAP UK Chapter

6. Collaboration, Partnering & Alliances Learning from standards & professional bodies; examples from different industries used in Life Sciences: Review of two guides: • British Standards Institution – BS 11000 • Collaborative Business Relationships, a framework specification • Collaborative Business Relationships, a guide for certification • Association of Strategic Alliance Professionals - Best Practice • Alliance Manager’s Practitioner’s Handbook • Alliance Management Professional Development Guide

7. Collaboration, Partnering & Alliances • British Standards Institution – BS 11000 • About corporate capability, strategy and execution • 21 certifications mostly UK Public Sector & contractors • Due to become International Standard in 2014/15 • Focus on what the organisation should do • Association of Strategic Alliance Professionals - Best Practice • About operational alliance management • 80 + corporate sponsors in Pharmaceuticals, Biotechnology, IT, Financial Services • Interest from US Healthcare (Blue Cross etc.) • Focus on how the alliance manager & team should do it

8. And in addition to the complexities of the alliance itself, the organisations involved have their own strategic priorities, culture and patterns of working, organisational structures..and the individuals managing the alliances will reflect these

9. BS 11000Collaborative Business Relationships Part of BSI Management Standards Series BS 11000 provides a framework for collaborative business relationships, to help business entities develop and manage their interactions with other organisations for maximum benefit to all. Using an 8 stage approach, the framework is designed to enable organisations of any size and sector to apply best practice principles to its own way of working, to get the very most out of its business relationships.

10. Mergers • Multinational cooperation • Complex integrations • Shared services • Outsourcing • Strategic supply chain • Integrated programmes • Public private partnerships Customers Collaborative relationship management Internal departments External collaborators • Alliances • Consortiums • Development partners • Integrated programmes • R&D programmes • Knowledge transfer • Strategic suppliers • Outsourcing • Framework agreements Suppliers

11. Awareness Knowledge Internal assessment Partner selection Working together Value creation Staying together Exit strategy The foundation of BS 11000 A structured framework for building effective and profitable relationships

12. BS 11000-1 2010 • Awareness : addresses the overall strategic policy and processes. • Knowledge : Looks at the development of knowledge in relation to a specific business opportunity. • Internal assessment : requires organisations to take a structured and mature look at their capability to partner effectively • Partner selection : Requires a structured approach to the evaluation and selection of partners

13. BS 11000-1 2010 • Working together : Focuses on the governance roles & responsibilities that deliver a successful outcome • Value creation : focuses on methods for building on and gaining value and desired results from the collaboration. • Staying together : Ensures the relationship is monitored to achieve its optimum performance • Exit strategy : aims to require systems that support an effective and controlled disengagement when required.

14. Association of Strategic Alliance Professionals Mission ASAP is the leading global professional association dedicated to negotiating, planning and executing alliances and other collaborative business relationships. We provide forums for networking and professional development and access to resources. We work to elevate and promote the discipline of alliance management. www.strategic-alliances.org

15. Executive Certification • Aspirational at this time • CAAM and CSAP prerequisites 201X CSAP • Advanced Certification • CAAM prerequisite + incremental education, training and experience • Roll out Summit 2009 2009 2007 CA-AM: • Certification of Achievement • Managing on-going alliance skill • 3-5 yrs experience • Released September 2007 ASAP Tiered Certification Program

16. Selection Criteria Recruitment Qualification Alliance Specific Strategy ASAP Alliance Management Competency Map Alliance Specialties CSAP Portfolio/Network Management Alliance Corporate Capability Corp Alliance Strategy Strategy Selection Formation Termination Transition Transfor-mation Negotiation Launch Plan Governance Metrics System Operations Plan Organi-zational Alignment Strategic Align-ment CA-AM Implementing and Managing Skills Mastery NOTE: See Detailed Content Outline for specific competencies that are tested in the exam.

17. What is an Alliance? A collaborative business relationship between two or more entities that share assets, expertise, risks, rewards, and control to create greater value for their customers and for their own organizations than could be efficiently accomplished independently. Trans-action Joint Venture M & A Out-sourcing Channel OEM or Licens-ing Contract Alliances Virtual Joint Venture Degree of Collaboration

18. Strategic Convergence Your Company Strategic Imperatives Value Revenue Cost Partnership Strategic Imperatives Customer Strategic Imperatives Partner Strategic Imperatives Best Practice Guidance: Build your strategic alliances in alignment with the strategic objectives of both organizations

19. Alliance Lifecycle Framework Strategic Business Drivers Transform Innovate Exit Alliance-Specific Strategy Partner Life Cycle Launching & Managing Analysis & Selection Alliance Structuring & Governance Building Trust & Value-Creating Negotiation Operational Planning Collaborative Capability

20. Innovative Business Model • Lilly Partnership for MDR - Tuberculosis • Defining the Challenge: Patient Compliance and Prevention Int’l Council of Nurses, WHO, World Medical Assoc. US Disease Control and Prevention Aspen Pharmacare, SIA Int’l, Purdue University Red Cross, Red Crescent World Economic Forum, Business Alliance to Stop TB TB Alert, TB Survival Project

21. Objective: Exponentially increase the number of families served annually Challenge: Unprecedented demand due to lost homes Increase services delivery Maintain HFHI values and brand integrity Solution Recruit a network of local service providers: builders, community outreach organizations Include assessment of values in selection criteria Team with competitors to increase the pie Retain control of final family selection

22. ASAP Global Members www.strategic-alliances.org

23. ASAP BioPharma Corporate Members • Astellas US • Bayer HealthCare • BoehringerIngelheim Pharmaceuticals • CDC's Office of Public HealthPreparedness & Response • Cerner • CGI Group, Inc. • Colgate Palmolive • Communications Media Inc • Covance • D&H • Daiichi Sankyo • Diebold, Inc. • The Dow Chemical Company • Emergent Biosolutions • Enbridge Strategic Alliances • F. Hoffman LaRoche • Fluor Canada Ltd • Gilead Sciences Inc. • GlaxoSmithKline • Halozyme Therapeutics • Ipsen Pharmaceuticals • LabexEntreprende/ University of Montpellier • Merck & Co. • Otsuka Pharmaceutical Development & Communication • Pfizer • PPD – Pharmaceutical Product Development Inc. • Polycom, Inc. • Reckitt Benckiser • Revenue Storm • Servier • SUSE • Takeda Pharmaceuticals • Teva Pharmaceuticals • Vebego International BV • Woodward, Inc.

24. Strategic Alliance Magazine Recent Features Included: • Critical Importance of Accurately Documenting Alliance Meetings - Eli Lilly • Takada Pharmaceuticals’ Alliance Management Practice • Strange Bedfellows – Novartis & Proteus Digital Health, Merck Serono & Dr Reddy’s, Biogen & Samsung, Merck & Fujifilm, Amgen & Watson Pharmaceuticals, Sanofi & Coca-Cola, etc. • When Prof (Universities) Met Big Pharma • Open Innovation Alliances between Industry & Academia – authors from AstraZeneca www.strategic-alliances.org

25. ASAP - The Go-To Organization • Professional Development • Alliance Management Certification • Conferences • Alliance Excellence Awards • Career Center • Chapter Events • Networking • Member Directory • Chapters • Resources • Netcast Web Seminar Series • Member Resource Library • Publications • White Papers, Research, & Presentations • Video Interviews • Strategic Alliance Magazine www.strategic-alliances.org

26. Best practice partner strategies, programs, and marketing. We help companies transform their partnering practices to drive corporate growth and build shareholder value. Norma Watenpaugh – Principal normaw@phoenixcg.com, 001-408-848-9514 John Parker, UK Associate. jpassociates@blueyonder.co.uk Tel 07946 736204 www.phoenixcg.com