Case Studies

Business Development Strategy and Implementation

Boston Healthcare has worked with established and emerging companies to create innovative business development strategies. Below are summaries of typical project case studies:

Licensing Strategy & Implementation
A small biotechnology company with promising oncology product candidates in Phase III and Phase I of clinical trials needed immediate funding for on-going clinical development efforts and also wanted to establish strategic relationships that would better position them for a near-to-mid-term IPO. Boston Healthcare identified a target list of potential partners, initiated discussions with these potential partners, established and negotiated the financial terms, and was instrumental in closing a $97 million deal with a large, multi-national pharmaceutical company for both products for our client. With the partner relationship helping to validate the client’s core intellectual property, the client was able to raise an additional $16 million with a successful IPO.

Partnering, Deal Structuring & Negotiation
A small biotechnology company, with an innovative technology platform having applications across a variety of clinical areas, needed funding to continue the development of their technology and to better position themselves for an IPO. Boston Healthcare was retained to identify those indications best suited for out-licensing. Utilizing a unique screening and assessment approach, Boston Healthcare identified the optimal out-licensing opportunities. At the same time, Boston Healthcare initiated discussions with a large, multi-national pharmaceutical manufacturer and assisted our client in closing a $25 million deal. The company was able to continue R&D efforts and to enter the public market with greater credibility.

Assessing the Business Development Potential for a Bioinformatics Tool Company
Boston Healthcare worked with this life sciences knowledge management software company to outline a business development strategy. Boston Healthcare examined market trends, competitor profiles, and opportunities in the drug discovery, clinical trials, and patient level informatics arenas. Boston Healthcare developed and compared potential service/business models and probable deal structures and values for the business development group.

Creating Commercialization Strategies for Novel Clinical Diagnostics
Boston Healthcare has worked with both test developers and service providers in the clinical diagnostics arena to assess the market opportunity and to then develop strategies for market entry of new tests or services. These engagements typically examine everything from test or service market potential, to likely reimbursement milestones, adoption curve modeling, and product/service forecasts and financial plans.

Business Development Assessment & Valuation Modeling
Boston Healthcare has worked with both established and emerging companies to assess the market opportunity for novel specialty drugs. These engagements typically examine everything from market potential, to likely reimbursement milestones, adoption curve modeling, and product forecasts. Detailed primary research is often conducted with a mix of opinion leaders and community practice physicians depending upon stage of development. Boston Healthcare also offers real options and discounted cash flow valuation modeling, often to support business development transactions.