Dr. Roger Cox

The Pharma Licensing Negotiation Course

By Dr. Roger Cox

Course Details

Achieving success in a pharma licensing negotiation process hinges on meticulous management of each step involved.

Apart from knowing the theoretical framework, one must also gain significant practical expertise to ensure favourable outcomes. 

To speed up the learning curve, best is to learn from a true industry expert and gain hands-on experience in realistic scenarios that accurately replicate the intricacies of the BioPharma sector.

That is why we structured this course around role-plays in typical (commercial) BioPharma licensing situations. 

The hands-on learning methodology is designed to train the tools and tricks in each step of the licensing negotiation process: from planning to internal negotiations, making the first contact, term sheet assumptions, resolving issues, and finally closing a contract.

By participating in this course, you will not only be able to ask your specific questions to a true pharma licensing negotiation veteran, but you will also have the unique opportunity to share experiences, have in-depth discussions and network with a small group of international peers. 

  1. The skill set required to successfully negotiate licence deals in the pharma-biotech world, to persuade and build consensus.

  2. What you need to prepare and check before starting a negotiation.

  3. The methods for determining value and how to use a financial modelling spreadsheet to improve negotiation outcomes.

  4. Practise negotiating skills in 4 interactive role plays featuring typical Pharma/Biotech licensing situations.

  5. The differences between integrative and distributive negotiation strategies and tools to improve leverage.

  6. The various types of licence agreements used in pharma-biotech, and methods to determine royalty rates and value sharing.

Negotiator Skill Levels

 

 

To see the detailed agenda, please submit your details in the form below the table.

Day 1
Welcome and Introductions (~30 min)
Negotiation Skills (~1 h)
Preparation for Negotiation and Value Analysis (~1 h 15 min)
Advantages and Pitfalls of Different Negotiation Tools (~30 min)
Lunch Break
Role Play – Preparing to Negotiate (~45 min)
Negotiation Styles and Presentation Skills (~45 min)
Developing Leverage and Negotiation Tactics (~45 min)
Role Play – Term Sheet Assumptions (~2 h: 1 h 15 min on day 1, 45 min on day 2)
End of Day 1
 
Day 2
Licences, Royalties and Milestones (~1 h 30 min)
Role Play – Licence Negotiation (~1 h)
Role Play – Term Sheet Assumptions (~45 min, continued from day 1)
Lunch Break
Role Play – Term Sheet Negotiation (~1 h 30 min)
Term Sheet Presentations, Feedback & Learnings (~45 min)
Critical Success Factors in Contract Negotiation (~45 min)
Course Learnings and Conclusions (~30 min)
Closing

 

To see the detailed agenda, please submit your details in the form below:

  • Dr. Roger Cox has 30 years of licensing experience encompassing both big and small pharma/biotech companies.

  • Currently Regional Advisor for UK and Europe with Plexus Ventures, Roger was formerly Executive Director with J&J’s Global Pharma BD Group where he negotiated over 50 commercial licence agreements.

  • Roger is a highly regarded pharma licensing veteran. His course participants highly value the opportunity to tap into his exceptional knowledge and expertise, backed-up by an impressive career.

This practical Pharma/Biotech negotiation course is designed for:

  • Business development and licensing executives wishing to improve their negotiation skills.

  • All other executives working in the Pharma/Biotech sector who are involved in the negotiation process for the licensing or acquisition of pharmaceutical and other healthcare products.

Would you like to receive a list of anonymised participant profiles from previous sessions? 

Email inge.cornelis@celforpharma.com

The average Recommendation Score from participants of the last session was 

9,5/10!

 

 

Read this selection of testimonials from recent participants: 

Fantastic course! Thank you, Roger and thank you, CELforPharma. 2 days well spent.

Bluepharma

José Dias, Business Development Manager - Portugal - December 2023

Valuable course for relevant specialists.

Nordic Pharma

Kirill Politkin, Director General Export - United Kingdom - October 2023

Thanks for the great training course during these two days! It was of a great value, I appreciate the shared experiences from Roger and the discussions with other attendees. Very positive and inspiring 2 days!

NRS Innovation

Brahim Sennane, Transfer & Licensing Manager - France - June 2023

This is a perfect course for anyone wanting to learn about licensing negotiation within the pharma industry. It was really useful, not only in terms of the theoretical part but especially thanks to putting that theory into practice with experienced participants during exciting negotiation role-plays.

Biofarm

Monika Witkowska-Kubicka, Key Account Manager - Poland - June 2023

Thank you CELforPharma for this opportunity! This course is definitely worth attending for anyone in a similar profession to mine and I will certainly recommend it to others.

Polisano Pharmaceuticals

Vivian Diaconescu, Chief Commercial & Business Development Officer - Romania - June 2023

A most valuable course for the business development professional! The course was excellent, particularly the instructor, content and participants. Very much looking forward to applying the learnings!

Vifor Pharma

Joel Krauser, Director - Switzerland - November 2022

Thanks Roger and CELforPharma for this enjoyable and valuable training. I found it very useful as it catered to different stages of development within the profile of negotiating and had lots of real-life examples to connect with what we have learned. We were able to practise our negotiation skills with each other during the role-plays and also learn by witnessing other people negotiate, which was great.

Tecnimede

Francisco Cabrita, Business Development Manager - Portugal - October 2022

Well structured, suitable for upcoming bus dev position. I highly valued the role plays.

Kora Healthcare

Conor O’Daly, CEO - Ireland - June 2022

An excellent way to sharpen your negotiation skills! It was great to meet Roger and my peers for sharing our respective negotiating experiences.

Theranexus

Simon Slarko, Scouting & Business Development Manager - France - June 2022

Great interaction, content and communication. Seeing practical examples and practicing real cases was extremely useful.

Leukocare

Tanja Vukićević, Director / Head of Business Development - Germany - June 2022

This course is excellent and taught by an expert!

Bial

Madalena Pedro Oliveira, Head of In Licensing Office - Portugal - December 2021

Totally enjoyable course: perfectly organised, with a small group of participants from the field, with interactive role-plays, full of insights for everyone, and with useful tools, of course. Thank you Roger for the course. Thank you Barbara and CELforPharma team for the organisation and service.

Yuria-Pharm

Vitalina Nikitina, Senior Business Development Manager - Ukraine - December 2021

Excellent course. Highly practical and well delivered. Great delivery by Roger and excellent facilitation by CELforPharma.

GSK

Ramya Devanand, Global Strategic Insights Director - United Kingdom - October 2021

Dr. Roger Cox is highly skilled and the learning outcome from him and the participants exceeded my expectations. I can highly recommend this course.

Fagron

Johan Verlinden, Global Head of Legal & M&A - Belgium - October 2021

Great experience, excellent participants and a wonderful opportunity to learn a lot in a relatively short timeframe.

Galenika

Milorad Ilic, Executive Director for Investment Projects and International Business Development - Serbia - October 2021

I enjoyed this course very much, especially the practical parts and the topics on negotiation tools and creating leverage. Roger did a great job presenting the course and CELforPharma did a great job in supporting Roger and the group. Thanks a lot!

Pharmstandard Ventures

Elena Starikova, Acting Head - Russian Federation - May 2021

Very interactive and well organised course. I especially appreciated the small class size and the role playing. As a BD professional at a biotech company, this course has expanded my skill set and confidence for future drafting and negotiation of license proposals.

Salipro Biotech

Maria Lisa Knudsen, Business Development Director - Sweden - May 2021

The Pharma Licensing Negotiation Course is a very interesting 2-day training, run by a very knowledgeable expert. The role-plays give you a good idea of the real-life experience. It gave me confidence in negotiating future licensing deals.

Norgine

Anais Lesimple, Business Development Manager - United Kingdom - February 2021

This is a great course that I am so grateful to have been a part of. Thank you all for all the hard work you have put into it!

Philex Pharmaceuticals

Fatima Abed, Business Development Consultant - Jordan - February 2021

This course covered all relevant questions I had!

Dendorf Associates

Joachim Becker, Principal - United States - February 2021

25-26 April 2024, Live online

Full Fee € 2 870

13-14 November 2024, Live online

Early bird € 2 670

(Full fee € 2 870)

(until 11/10/2024)

Special Offer for Biotech Executives:

Executives from biotech start-ups (companies that do not have products on the market yet) and academia can apply for a € 400 discount. Please email Annelies Swaan, Director Business Operations, for more details.  
 

Important information:

  • Our courses typically take place between 9 AM and 5 PM CET (Brussels, Amsterdam, Paris).
  • Live online sessions will be hosted in Zoom.
  • Face-to-face courses will take place at a four-star business hotel close to the airport.
  • You will receive all practical details after your registration.

For any questions related to the above, please do not hesitate to email Lisa Causero or contact her by phone at +32 484 70 91 97.

How to Register

  1. Click the green "Register" button on the course session of your preference.

  2. The registration wizard will guide you through the personal and company data that we need to process your registration.

  3. You have the choice between 2 payment options:

    1. Payment by credit card. You will not be required to pay immediately, but you will receive a secured payment link together with the invoice.

    2. Payment via bank transfer

  4. Click "Register Now". You will be sent an automatic email confirming your registration followed by a personal email containing an invoice and further payment instructions.


For assistance with your registration, please email Annelies Swaan or contact her by phone at +32 486 98 52 49. 
 

Included in the Registration Fee:

For live online courses:

  • Access to a virtual small-class (max 20 participants), expert led course in real-time, using an interactive platform for break-out rooms, whiteboard exercises, polling, plenary discussions and chats.

  • Course material will be provided to you in both digital format (by email) and in hard copy (by post, so you can make notes during the course).

  • Certificate of attendance signed by the expert and CELforPharma.
     

VAT Information

The prices on our website are excluding VAT. Depending on the format of the course (face-to-face in Brussels or live online or self-study programme) and your location, we are obliged by Belgian law to apply VAT.

We are obliged by Belgian law to apply VAT in the following cases:

Face-to-Face public course organised in Belgium


Article 53 of the European Union VAT Directive 2006/112 states that : “The place of supply of services in respect of admission to cultural, artistic, sporting, scientific, educational, entertainment or similar events, such as fairs and exhibitions, and of ancillary services related to the admission, supplied to a taxable person, shall be the place where those events actually take place.” 
If the course that you register for takes place in Belgium, we are obliged to charge 21% Belgian VAT. 
However, you can recover this Belgian VAT through the refund procedure. Note that this procedure differs depending on the country where you are located. It is best to contact your local VAT administration for this.
 

Online Public courses -  live webinar


Webinars where the participants can communicate among themselves or ask questions to the speaker(s) (be it verbally, via a chat function or similar), are considered as ‘online interactive webinars’ by the Belgian VAT administration. 
According to Article 53 of the European Union VAT Directive 2006/112, these online interactive webinars take place where the organisation of the seminar takes place, which in this case is Belgium. 
So, if you register for one of our live online courses (organised from our offices in Belgium), we are obliged to charge 21% Belgian VAT. 
However, you can recover this Belgian VAT through the refund procedure. Note that this procedure differs depending on the country where you are located. It is best to contact your local VAT administration for this.
 

Self-Study Programme:


A self-study programme is a service provided electronically. It is the period of self-study that is the most important in our self-study Basics of Health Economics and not the kickoff and closing webinars. As a result, this self-study program follows a different VAT application and the place of the service is where the customer is established. Therefore, we follow the VAT rules applicable to the country of your invoicing address.

 

Group Discounts

Team discounts can be offered to 2 or more delegates from the same company.

Email Annelies Swaan, Director Business Operations, for more details. 
 

Transfer & Cancellation Policy

Flexible Transfer

  • If a registrant cannot attend the scheduled course, he/she can avoid any cancellation charge by sending a suitable replacement participant.

  • Alternatively, the registrant can transfer once on a “space available” basis at no extra cost, until 3 weeks prior to the event, to another course of the same value held within one year of the original course date.

Registration Cancellation

  • Less than 14 days prior to the course date: registrant liable to pay the full invoiced registration fee.

  • Between 15 and 30 days prior to the course date: registrant liable to pay 50% of the invoiced registration fee.

  • More than 30 days prior to the course date: registrant liable to pay a cancellation fee of € 450 per registrant.

  • If a registrant postpones his/her participation to a future course, and cancels again, no refund can be claimed for registration fees.

 

Benefits of CELforPharma’s face-to-face courses:

  • You have the unique opportunity to interact 1:1 with the expert(s).

  • Plenty of opportunity for informal 1:1 and group conversations with your international peers to exchange experiences and ideas, to discuss issues and to network.

  • Face-to-face interactions allow for more depth during Q&As and group work.

  • You can step away from your daily routine in the office and enjoy a more focused learning experience in a comfortable business hotel environment.

 

Benefits of CELforPharma’s live online courses:

  • The formal programme is as impactful as a face-to-face course thanks to the highly interactive format (using breakouts, polls, quizzes …).

  • No travel & accommodation expenses

  • You can attend the course from the comfort of your own office or home.

  • We send you the course materials by post so that you can take notes and fully engage with the course content.

No, if you choose credit card payment, we will send you a secure payment link together with the invoice.

Team discounts can be offered for 2 or more registrations confirmed at the same time. The level of discount will depend on the number of registrations and the availability of seats.

Email Annelies Swaan, Director Business Operations, for more details. 

Depending on the format of the course (face-to-face in Brussels or live online or self-study programme) and your location, we are obliged by Belgian law to apply VAT in the following cases:

Face-to-Face public course organised in Belgium


Article 53 of the European Union VAT Directive 2006/112 states that : “The place of supply of services in respect of admission to cultural, artistic, sporting, scientific, educational, entertainment or similar events, such as fairs and exhibitions, and of ancillary services related to the admission, supplied to a taxable person, shall be the place where those events actually take place.” 
If the course that you register for takes place in Belgium, we are obliged to charge 21% Belgian VAT. 
However, you can recover this Belgian VAT through the refund procedure. Note that this procedure differs depending on the country where you are located. It is best to contact your local VAT administration for this.
 

Online Public courses -  live webinar


Webinars where the participants can communicate among themselves or ask questions to the speaker(s) (be it verbally, via a chat function or similar), are considered as ‘online interactive webinars’ by the Belgian VAT administration. 
According to Article 53 of the European Union VAT Directive 2006/112, these online interactive webinars take place where the organisation of the seminar takes place, which in this case is Belgium. 
So, if you register for one of our live online courses (organised from our offices in Belgium), we are obliged to charge 21% Belgian VAT. 
However, you can recover this Belgian VAT through the refund procedure. Note that this procedure differs depending on the country where you are located. It is best to contact your local VAT administration for this.
 

Self-Study Programme:


A self-study programme is a service provided electronically. It is the period of self-study that is the most important in our self-study Basics of Health Economics and not the kickoff and closing webinars. As a result, this self-study program follows a different VAT application and the place of the service is where the customer is established. Therefore, we follow the VAT rules applicable to the country of your invoicing address.

Our face-to-face courses in Brussels take place in four-star business hotels close to the airport. As part of our strong relationship with these hotels, CELforPharma has secured a discount on the daily room rate for our delegates who book their accommodation via us.   

Upon your registration, we will assist you to make your hotel booking. For any assistance in this matter please do not hesitate to email Lisa Causero, Programme Coordinator, or contact her by phone at +32 484 70 91 97. 

We do not record our live online public courses as we want to offer a safe environment for all attendees to share their experiences and freely ask questions.

This way, by participating in our courses, you do not only learn from our expert faculty but also from your international peers in the room.

No, we don't sell the course materials as a stand-alone. 
Without the expert's explanation, the exercises and the discussions with other course participants, there is very little value in the slides.

Email Inge Cornelis, partner with CELforPharma, to help you choose the course that is best suited. 

Yes! 

We have helped many managers with setting up an in-house training programme for their team. 

Email Inge Cornelis, partner with CELforPharma, to discuss your team training needs.

Do you have any other questions?  
Email Annelies Swaan or call +32 486 98 52 49.

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Course Details

Dates & Locations

25-26 April 2024

Live online

Register

13-14 November 2024

Live online

Register
  • The audience for this course is restricted to a maximum of 8 delegates.

Upcoming Session

25-26 April 2024, Live online

Full Fee € 2 870

Dates & Locations

25-26 April 2024

Live online

Register

13-14 November 2024

Live online

Register
  • The audience for this course is restricted to a maximum of 8 delegates.