文档介绍：Business Development for the
Biotechnology and Pharmaceutical
Industry
For Clare
Business Development
for the Biotechnology
and Pharmaceutical
Industry
MARTIN AUSTIN
© Martin Austin 2008
All rights reserved. No part of this publication may be reproduced, stored in a retrieval system
or transmitted in any form or by any means, electronic, mechanical, photocopying, recording or
otherwise without the prior permission of the publisher.
Published by
Gower Publishing Limited
Gower House
Croft Road
Aldershot
Hampshire GU11 3HR
England
Ashgate pany
Suite 420
101 Cherry Street
Burlington, VT 05401-4405
USA
Martin Austin has asserted his moral right under the Copyright, Designs and Patents Act, 1988,
to be identified as the author of this work.
British Library Cataloguing in Publication Data
Austin, Martin
Business development for the biotechnology and
pharmaceutical industry
1. Biotechnology industries 2. Pharmaceutical industry
I. Title
'0684
ISBN-13: 9780566087813
Library of Congress Cataloging-in-Publication Data
Austin, Martin.
Business development for the biotechnology and pharmaceutical industry / by Martin Austin.
p. cm.
Includes bibliographical references and index.
ISBN 978-0-566-08781-3
1. Biotechnology industries. 2. Pharmaceutical industry. I. Title.
2008
'4--dc22
2007051369
Printed and bound in Great Britain by TJ International Ltd, Padstow, Cornwall.
Contents
List of Figures ix
Foreword xi
Chapter 1 The Role of Business Development 1
Defining business development 1
Knowledge 6
Analytical skills 8
Communication 12
Project management 14
Process improvement 15
Chapter 2 Planning the Portfolio 17
Portfolio management 17
Evaluating pany’s products 18
Responding to changes in the market 21
Balancing the portfolio 23
Chapter 3 Identifying the Needs 29
Portfolio objectives 33
Quantifying SWOT 34
Locating gaps 38
Gap analysis 39
Functional a