Session 603
Partnership Reset and Relaunch: How to Complete the Past?

A thirty-five-year-old partnership will end soon and both companies recognize there are still many years of sales potential in the asset. Both CEOs want to renew the partnership and maintain the relationship, but on a different contractual basis. The alliance needs to be reset.

What will be the first series of actions as an alliance manager? How to figure out what the new "basis" ought to be? Can external consultants help diagnose the good, the bad and the ugly encountered in order to close the past and enter into a new phase? What's in and out of scope to renegotiate? Who will need to be part of your negotiation team?

The Ipsen and Debiopharm alliance started in 1983 to commercialize and manufacture Decapeptyl, a LHRH analog, approved and registered for five different indications in four different formulations around the world. The alliance generated substantial, cumulative sales over the years and provided a constant and sustainable revenue for both companies.

The presenters will describe the process of the recent reset and relaunch of this partnership. Topics covered include:

• Process and outcome of the alliance diagnostic exercise
• Negotiation principles and reset
• Re-launch
• Senior management commitment, including the executive committee
• Key success factors and lessons learned

Speakers: