Ralph Hughes’ Post

STOP wasting your time! There are two types of #commercialdiligence in #pharma: 1. Where the decision has already been made and management just want a rubber stamp 2. Where management needs someone to genuinely kick the tires on an opportunity In the first case, the amount of money spent on the #diligence appears directly proportionate to the comfort of the stakeholders, but after that, it is destined for the filing cabinet. To make sure that this second (and in my view "real") type of commercial diligence is useful, it is a question of four key aspects: 1. Proactivity: by identifying opportunities early, you can get ahead of the competition and be first in the queue, giving you the time to do a proper review. 2. Avoiding the #echochamber: internal company thinking and silos can cause a lack of creativity and perpetuate pre-existing biases, break this by getting external viewpoints from #KOLs, #Payers and Subject Matter Experts. 3. Speed: With the best will in the world, you won't always be first in the queue and some companies set crushing deadlines, by getting support that can keep up with deadlines, you can keep pace. 4. Analytics: Organised, analytical capability, operating at pace that understands the therapy area and can both critique partner's model assumptions and build you one of your own is vital. Commercial diligence is hard to get right but with the right expertise, insights and analytics, you can find the skeletons in the closet and work out whether they are too problematic or whether you can live with them. Anyone got any other thoughts on how to make it better? #diligence #commercialdiligence #pricingandmarketaccess #access #pricing #insights PharmaVentures

Conferences are so important for connecting and network but for people who are bad at initiating contact (and I include myself in this group) they can be pretty intimidating. I think one of the issues is that it can take a lot of energy to summon up the courage to talk to someone and if that person turns out to not have much relevance to your work, people can get discouraged and give up. I have experienced some great ways in which organisers try to help people connect (speed dating, curated meetings etc…) but no one has really cracked it in my experience. Anyone had any great experiences or tips how to make this easier? #conferences #biotech #introversion #networking #pharma

Trying to decide which indication to develop your drug in? Don’t let science be your ONLY guide.     Letting the science guide development is very important, but when it comes to indication prioritisation decisions, it may lead to trouble. Developing a drug in an indication only because the data is strongest or because of the “easiest” development path without considering the ultimate market or market access, may lead to developing a drug that will not attract investment and never see the light of day.    #IndicationPrioritisation #MarketAccess #PricingStrategy #Deals #Biotech #Biopharma #Pharma #Drugdevelopment #Drugpricing PharmaVentures

Barcelona!! What a great city. So nice to come and visit some of the fantastic #marketaccess colleagues at #pharma and #biotech innovators here alongside all the beautiful architecture! Can’t wait to be back in a few weeks for #ispor! Thanks Angela M. Acosta Sanchez for coming with! #deals #pipeline #drugpricing #prisongandmarketaccess PharmaVentures

I am very much looking forward to going back to sunny Stockholm for some great conversations and hopefully some lingonberries. Let's celebrate what we do best: partnerships. Join me at BIO-Europe, November 4–6, 2024, in Stockholm, Sweden, where the event marks 30 years of facilitating partnerships. Register here: https://lnkd.in/dDQJfY5d Informa Connect

I am so delighted to have Angela M. Acosta Sanchez onboard, bringing Angela into the PharmaVentures fold will give us new knowledge, skills and most importantly an extremely nice person to work with. Angela will enable us to offer more and better insights to our clients on Market Access and Pricing in the pipeline and BD and I think shows how important this is when developing a drug. Its never too early to think through the commercialization and market access of your asset! Welcome Angela! we are going to to great things together! #pharma #biotech #pricing #marketaccess #pipeline #businessdevelopment #pharmapricing #pharmadeals #MandA #licensing #partnering

Hi Everyone, is anyone going to ISPOR in Barcelona in November, let me know if you are going and we can arrange a meeting. #marketaccess #ispor #pricingandmarketaccess #pipeline #duediligence PharmaVentures