Title: Innovation and Partnerships in Deal Making- Actual Insights from Pharmaceutical Industry

Biography:

Kuntal has 17 years of techno-commercial background with the entire value chain –right from product identification to launch. Kuntal has experience in both buying & selling products, Distribution agreements. He has been fortunate enough in having direct work experience within the generic pharmaceutical sector across India, U.S, LATAM, GCC and EU markets. Also, he has nourished a network of over 20,000 active Pharma senior level contacts ( also 15500plus at LinkedIn & 40+ recommendations at LinkedIn from peers/HODs)

Abstract

Deal Making is not an easy piece of cake. While it starts with active scouting, it is more relevant to follow the actual process flow and also active networking. The whole process starts with identifying gaps in product portfolio and then Sourcing and qualifying 3’rd party partners. In my 17 plus years of direct Pharma experience, I have found that Trust is the most important parameter in deal making and usually it grows with time. Also, to build trust and reach a preferred partner status, it is important to work together like a joint family concept. Another important aspect of Innovation and Partnerships lies with right communication. When we communicate well both internally and externally, we should clearly guide the reader or the team member with details. For example, in my MBA thesis, I was able to devise a ‘filing to market review (FTMR)” project wherein we mapped each process owner in terms of complexity and was able to reduce target launch dates by months in advance. Attached presentation is just a snapshot of what works well and what does not. Timing is also another important part of deal making. Even though we may have the best commercial case and molecule identified, if we are not respecting each other’s time and working towards a common goal, then we can easily fail. So, Innovation and partnerships in deal making is all about trust, timing and mutual growth.