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Leveling the Playing Field: A Guide to Successful Business Development Transactions for Private and Small Public Life Science Companies by Lawrence P. Horowitz

Leveling the Playing Field: A Guide to Successful Business Development Transactions for Private and Small Public Life Science Companies

by Lawrence P. Horowitz
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Book cover type: Paperback
  • ISBN13: 9780595517008
  • Binding: Paperback
  • Subject: N/A
  • Publisher: iUniverse
  • Publisher Imprint: iUniverse
  • Publication Date:
  • Pages: 172
  • Original Price: USD 16.95
  • Language: English
  • Edition: N/A
  • Item Weight: 259 grams
  • BISAC Subject(s): Development / Business Development

Business development transactions are an important way for private and small cap life science companies to realize value. When negotiating transaction terms, small companies confront a playing field tilted steeply to the advantage of large companies such as Pfizer, GSK, J&J, and Medtronic. Leveling the Playing Field shows how small companies can create a level playing field and achieve a transaction that fully recognizes the value of their technologies and products.

Leveling the Playing Field uses auctions as a model for successful business development. Auctions are especially effective in creating power for sellers when many, wealthy bidders compete enthusiastically to acquire a singular asset, a Rembrandt painting, a uniquely situated piece of real estate, a small company's technology or product. Leveling the Playing Field guides small companies through the process of attracting large companies, transforming their interest into enthusiasm, and maintaining a high level of competition among potential buyers for as long as possible.

Leveling the Playing Field draws on the authors' experiences closing more than 100 transactions ranging in size from a few million to over $2 billion as well as their serving as senior finance, R&D, and operations executives with large and small life science companies.

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