Background

US biotech company developing phase III product for treatment of a cardiac disease in a hospital setting.
Seeking to investigate the Japanese market for their product, find local partners with expertise in the therapeutic area.

Objective

Two-step approach: Understand the value of their product in Japan. Find competitive Japanese company to be local licensee of their late-stage product.

Project Summary

• Developed sales forecast model in Japan for product.
  KOL interviews
  NHI price forecast
  Population-based revenue modelling
• Introduced product to Japanese local companies. Supported/facilitated communication for a successful deal.
  Company screening/identification
  Introduction/company roadshow
  Due diligence/term sheet negotiations
  
  Alliance management support

Client Feedback

Having reached a successful licensing deal, our clients particularly appreciated that we were not a typical middleman simply connecting companies.
We provided material support based on our analytical capabilities, including evidence to justify payment amounts in term sheet negotiations.
Highly effective communication skills across different languages and cultures also contributed to the project’s successful conclusion.

Timeline

12 weeks

Key Project Capabilities

• Demand Analysis
• Pricing and Market Access Consultation
• Market Research
• P&L Forecast/Valuation
• Business Development

Deliverables

• Phase I: Product valuation
  Excel-based forecasting model
  PowerPoint presentation
• Phase II: Business development
  Successful licensing deal

Clear optimal development strategy and projection of product incremental value in Japan