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Why Is Business Development & Licensing (BD&L) Important?

Revenue growth is achieved in two primary ways: increase sales of existing products or introduce new products. Life sciences companies rely on external acquisitions as a vital source of new product introductions. Sourcing new product opportunities through acquisitions requires a disciplined and effective BD&L commercial assessment process.

What Do We Do?

Viscadia’s team of Principals, Consultants, and Analysts helps you identify, evaluate and forecast BD&L opportunities.

We support the identification process by conducting exhaustive secondary market research (SMR) to vet new acquisition/licensing targets in alignment with portfolio and corporate strategy. For identified acquisition candidates, due diligence support includes SMR, a characterization and gap analysis of the seller’s data room, and the execution of both qualitative and quantitative primary market research (PMR). We then design and build a customized Viscadia ACE™ Forecast Platform to outline the potential value of the opportunity.

Business Development & Licensing

What Sets Us Apart?

Corporate Experience: Viscadia’s Principals each have 20–25 years of life sciences experience, predominately in corporate commercial roles. We approach our partnerships with a deep appreciation for the challenges and pressures facing commercial leadership.

Proven BD&L Evaluation Process: Deals move fast, and so do we. Viscadia’s team has conducted hundreds of BD&L opportunity evaluations, as both buyers and sellers in corporate roles and in an advisory role as consultants. We inherently understand the pressures of making well-informed and accurately valued go/no-go decisions. Our evaluation process is designed to seamlessly complement your internal deliberations and external negotiations.

Our Core Services

Viscadia’s proven BD&L evaluation process is a carefully orchestrated combination of market research, due diligence and data analytics, organized into three integrated steps:

  • Identify: We conduct disciplined and exhaustive SMR to identify and vet new acquisition/licensing targets in alignment with portfolio and corporate strategy. This SMR helps ensure that the BD&L process proceeds with full visibility to the market landscape and key issues that could affect the valuation and projected performance of the target asset.
  • Evaluate: We support a diligent evaluation of identified opportunities that includes SMR and a thorough data room characterization and gap analysis. Our full-scope market research capabilities include design, recruitment and execution of both qualitative and quantitative PMR.
  • Forecast: We apply our extensive experience in forecasting leveraging the Viscadia ACE™ Forecast Platform, a comprehensive, dynamic, and clear forecast model that has been designed to quickly and accurately incorporate countless combinations of Assumptions, Calibrations and Events. The Viscadia ACE™ Forecast Platform is ideal for BD&L evaluations, accommodating both demand and financial metrics and supporting real-time “what-if” analyses throughout the deal process.

Sourcing new product opportunities through acquisitions requires a disciplined and effective BD&L commercial assessment process:

Magnifying Glass Two Arrows XY Chart

Identify

 

Evaluate

 

Forecast

Determine Parameters:
Broad therapeutic area or existing portfolio

Conduct SMR:
Identify potential acquisition targets

Distill Candidates:
Ensure alignment with corporate strategy

 

Characterize Market Landscape:
Data room and SMR

Design/Execute PMR:
Discern drivers and barriers of use, validate target product profile, and determine market share potential

 

Design & Build Viscadia ACE™ Forecast Platform:
7-year demand/financial forecasts, including:
Rx, units, patients
Gross-to-net, SG&A
Rebates, discounts
NPV, milestones, royalties

Create Scenarios to Support Negotiations:
Base, Low, High, Custom

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Specialty Pharmaceuticals - From a client's perspective- Business Development

“Viscadia excels at analyzing complex information to create easily understandable models and forecasts that help our management team make informed decisions and set goals for the direction of our business.”

– Senior Vice President,
Marketing & Corporate
Development

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