Author | Gene Slowinski, PhD

Gene Slowinski, PhD,is director of strategic alliance research at Rutgers University’s Graduate School of Management and managing partner of the Alliance Management Group in Gladstone, New Jersey.

Articles

Becoming the Partner of Choice

December 01, 2001

Pharmaceutical Executive

Article

Co-promotion agreements and a wide variety of strategic alliances are redefining the pharmaceutical industry. Yet interviews with 28 executives from 12 companies that have chosen or are seeking a pharma partner to market a late-stage compound confirm a disturbing fact: Despite much executive-suite talk about becoming the "partner of choice," few companies have devoted the resources needed to build alliance infrastructures that will support the entire portfolio of co-promotion deals, licensing agreements, R&D collaborations, and other relationships that are quietly reshaping their organizations.