n ALLIANCE IN PRACTICE
When the Alliance Manager Is the CEO
Disparities in Seniority Between Point People in an Alliance Can Create Issues. Here’s How to Resolve Them | By John Buckingham, CSAP
Unique challenges are presented when an alliance manager’s day-to-day contact at a partner company is the CEO and vice-versa. A panel of senior-level alliance executives examined the obstacles that arise in these instances and the solutions to overcoming them at ASAP’s BioPharma Conference. John Buckingham summarizes the key points of this conversation.
n ALLIANCES AND LICENSING
Communication Between Alliance and Legal Teams Lays the Groundwork for Successful Deals
Increasing Interaction Between LES and ASAP Members Helps Set Course for Alliance Success After a Deal Is Signed | By Jon Lavietes
Business Development executives hate seeing their hard work developing new partnerships undone by poor execution. The Alliance Management team wants contracts structured in a way that enables them to make partnerships achieve stated company goals. By conferring with each other as contracts near finalization, both parties can ensure each side’s needs will be met.
Regular Features: 5 n UP FRONT | By Art Canter Alliance Management Looks Different Depending on Who’s Observing and Measuring It 12 n FEEDBACK Comments, kudos, corrections, and other brief thoughts from ASAP members and other readers of Strategic Alliance Magazine. Quarter 3, 2011
13 n COLLABORATIVE BUZZ Alliance News Briefs | People in the News | ASAP & ASAP Partner Calendar of Events | ASAP Chapter Updates 43 n SOLUTIONS MARKETPLACE Products and services for and from strategic alliance professionals. 7
Non ASAP Member Limited Edition, Q3, 2011